The zero-sum fallacy is the idea that there is a fixed pie and if one person gets more that means the other person gets less. This is the way most people think about negotiation, but it couldn't be ...

Old school negotiators, whose habits were developed in the dog-eat-dog world of single-issue negotiations, tend to see value only one way: How far can I push my counterpart to give me more of whatever ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

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