When we come into a negotiation we always want to assume we’re in the right. That our side is the ‘just’ side. To use a television show metaphor, that you’re wearing Olivia Pope’s white hat . But what happens when you come to the realization that you are on the...

Imagine you’re waiting at a coffee shop for someone. You check the time and they’re already an hour late. How do you deal with it? Would your answer be different for a business associate versus a first date versus a grandparent?

If you’re like most people, you probably think that dominating the conversation in a negotiation is a sign you’re ‘winning’. I’d like to invite you to consider that the opposite is true. Allow me to reframe negotiation altogether. Instead of approaching from a win/lose competitive mindset, what if I suggested...

Some negotiations are harder than others. And some may seem downright impossible.

They say ‘opposites attract’. While that may be true, it doesn’t always result in a positive experience for all involved. Let’s take introverts and extroverts as an example. I suspect that most introverts would prefer to negotiate with someone similarly inclined, thus creating an even playing field and a more...

When you walk through the toy section at your local Target, what colors do you see? Typically, half the store is pink, filled with princesses and dolls, and the other half is blue, black, or red, packed with trucks and sports gear.

Imagine you’re approaching your boss to request a salary increase. You probably have an ideal figure in mind, and you plan to present a convincing argument to build your case. You begin by listing each of your valuable qualities to show that you deserve higher pay. Eventually you hold your...