Negotiators, even professional ones, make surprisingly many wrong decisions that doom negotiations that should have succeeded. Many of these mistakes relate to overestimating how well they can read ...

The four-square worksheet has been a standard dealership tool since the 1970s, designed to keep buyers focused on monthly payments rather than the total cost of the vehicle. Stretching a loan term to ...

Years ago, the question of male versus female negotiating styles would have seemed moot as women weren’t in the business world in significant numbers. Their negotiation methods seemed an unnecessary ...