January 10, 2018
Q: Last week I sat in on a negotiation among some of our company’s partners. Just when it seemed that they had reached a stalemate, my boss cracked a joke that instantly lightened the mood. Almost magically, she was able to rejuvenate the conversation—and reemphasize her position—in a way that proved effective. But I can also recall times when jokes have flopped in meetings. When and how should I use humor during negotiations (if at all)?
December 13, 2017
“I told them, ‘You’ve created a successful business after breaking away from another firm. I find that inspirational. I want that same story. And I can’t do this without your support.’”
