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Best Negotiating Practices®

Watershed Insights

Author: Steve Wiesner
Involving senior leaders in negotiations. Close-up of a senior executive in a dark suit seated at a negotiation table, hands resting near a contract

Bosses Beware: Involving Senior Leaders in Negotiations

A foggy contract document on a desk with a pen resting on top, symbolizing negotiation uncertainty and decision fatigue.

Navigating the Fog: Combat Decision Fatigue in Negotiations

A suspension bridge weathers crashing waves under stormy skies, representing resilient business relationships during crises.

Building Business Resilience Through Relationships: Why it’s Critical in Tough Times

Canadian flag in the foreground with the Montreal skyline softly blurred in the background reflecting Canadian negotiation style.

Not Just Nice: Decoding Canadian Negotiation Styles for a Win-Win

A silhouetted businessperson stands between two cliffs with a warning symbol overhead, representing hazardous attitudes of negotiation.

The Five Hazardous Attitudes of Negotiation

A white 3D dollar sign standing on a minimalist table in a clean, photorealistic environment, symbolizing the financial impact of negotiation decisions.

Great Negotiators Know Their Numbers

Negotiation tactics in downturns illustrated by two professionals discussing a torn contract during a recession.

Negotiation Tactics in Downturns: What to Expect and How to Respond

Two silhouette businesspeople, a man and a woman, stand on opposite cliffs reaching toward each other across a narrow gap, with a faint city skyline in the background. The scene uses clean blue and gold tones to convey a dangerous mistake in negotiation.

A Dangerous Mistake in Negotiation: Thinking It’s Over

A professional handshake scene where one hand reaches out while the other rests still on a wooden table, symbolizing a one-sided effort in negotiation.

A Deal Is Not a Relationship: When You’re the Only One Who Cares

A Newton’s cradle with four dark blue spheres at rest and one bright orange sphere swinging outward, symbolizing the forceful pushback of reactance in negotiation.

“Don’t tell me what to do…” The Power of Reactance in Persuasion & Negotiation

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