Citations: Thompson, Leigh. 2024. Managing and leveraging risk at the negotiation table: The (forgotten) role of scenario-planning. California Management Review.

Then we turned the tables and asked negotiators how much of the time they misled, deceived or lied to others. The statistic was less than half — about 20 percent. This statistic reveals a double ...

When you care the least at the negotiating table, you have the most strength. Most people feel they've either failed or walked away from an opportunity when they turn something down, says Joanna ...

Don’t Leave Value on the Negotiating Table Many negotiators miss opportunities by viewing negotiations as purely competitive, where one side’s win is the other’s loss.

Women face unique challenges at the negotiation table ... There is this hesitation around risk-taking at the poker table. That’s a behavior we want to change. We know, through having women ...