High-stakes negotiations are qualitatively different from everyday business negotiations. When the outcome affects company survival, career trajectories, o
Walk into any negotiation training, and within the first hour you will hear the word "BATNA." Coined by Roger Fisher and William Ury in *Getting to Yes*, B
Conflict in organisations is inevitable. What separates great leaders from average ones is not the absence of conflict — it's the ability to resolve it con
A contract is not a legal formality — it is the architecture of a business relationship. Every clause, every definition, every remedy shapes how value is c
In 1985, when Toyota and General Motors launched the NUMMI joint venture, cultural differences nearly killed the partnership before it started. GM engineer
A two-party negotiation has one relationship dynamic. A three-party negotiation has three. A five-party negotiation has ten. A ten-party negotiation has fo
Every professional negotiates daily — whether they realise it or not. A project manager negotiates deadlines with stakeholders. A procurement officer negot