Who are the Best Negotiators?

Who ARE the best negotiators? Is there one decisive, objective answer? Every negotiator will have a different answer, depending on their personality, experience, and beliefs. When I am asked that question, there are three negotiation role models that come to my mind. Prepare The first is Warren Buffett. With an estimated wealth of $85.3 billion […]

Why Isn’t Your Counterpart Talking?


The “flavor of the decade” in the world of negotiation style research and training is to build rapport. It’s often the answer to every negotiation challenge that a negotiation consultant is asked. Why is rapport so essential? The reasoning looks like this: If you build rapport, your counterpart will trust you. If they trust you, they […]