When a negotiation becomes difficult, the disagreement is often described in financial terms. One party believes the price is too high. Another considers an offer insufficient. A family…
Trust plays a central role in every important financial relationship. Families rely on advisers to communicate clearly. Business owners rely on counterparties to act consistently. Private clients expect…
Discretion as a Strategic Advantage in Sensitive Negotiations In sensitive negotiations, information has consequences. A premature disclosure can affect a business relationship. An incomplete message can create unnecessary…
When Conflict Becomes Strategy: Managing Difficult Counterparties Some negotiations become difficult because the parties have genuinely different priorities. Others become difficult because one side uses uncertainty, pressure or…
