Judith White, HBR Blog Network, June 18, 2014

The first thing negotiation experts teach is to “separate the people from the problem.” The vast majority of the time, this is sound advice. But approximately 1% of the time, people are the problem. And in such cases, normal negotiation strategies just don’t work. This article’s author offers suggestions on how to recognize that rare situation and what to do about it. […read more]