All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the seller to understand the value of doing business with you because, ...

Discover brinkmanship negotiation tactics, their risks, and examples of how they're used in business and diplomacy. Learn how to navigate and counter these high-stakes scenarios.

The “time factor” — how you manage it against other considerations and use the high-level (or macro) agenda to help create agreement has a huge impact on your success! This was certainly the case ...