In negotiations, are you tough or mean? A riff on the Harvard Negotiation Project.

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As I watch bluster, posturing, and insults dominate the national (and international) debate, I’ve been appalled. It’s not just the bad manners. It’s that anyone who has studied negotiation knows those are failed strategies. I received training in negotiation from the leaders of the Harvard Negotiation Project (HNP), the insightful team behind the the book “Getting … Continued

Donald Trump, negotiator or brinksman?

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Donald Trump says he is a great negotiator. But he’s actually a brinksman — a master of brinksmanship. This works great in business, where the government can bail you out. But if you crash the government, there’s no one to save you. I’ve studied negotiation with the Harvard Negotiation Project (the originators of “Getting to … Continued