Traveling Salesman Meets Prisoner’s Dilemma
You may know "The Prisoner's Dilemma." In game theory, it is a classic conundrum. As Wikipedia states, it "demonstrates why two people might not cooperate even if it is in…
Do Lawyers Behave Rationally?
Lawyers and other professionals often equate sensible and rational with linear, deductive and logical. Sometimes it makes much more sense to be human. A story.
Meeting Price Objections from Trust
Approaching price negotiations from trust turns a conflict into a bonding opporrunity.
Competing With Your Supplier is Not a Best Practice
What often passes as
Walking Away Equally Unhappy
The idea that interactions must result in zero sum games is reflected in the phrase
Negotiation and the Short Term Performance Trap
The best short-term results don't come from short-term management, but from longer term.