In negotiations, are you tough or mean? A riff on the Harvard Negotiation Project.

In negotiations, are you tough or mean? A riff on the Harvard Negotiation Project.

As I watch bluster, posturing, and insults dominate the national (and international) debate, I’ve been appalled. It’s not just the bad manners. It’s that anyone who has studied negotiation knows those are failed strategies. I received training in negotiation from the leaders of the Harvard Negotiation Project (HNP), the insightful team behind the the book “Getting…