The dictionary tells us that the words “alternative” and “option” are synonyms. I remember using them interchangeably when I was in college. Among those who think about and study negotiation, however, these two words mean very different things. Mastering that difference can be a … [Read more...]

Be careful what you wish for. How often in life do we achieve a victory only to decide that we would have been better off without it? Game theorists speak of a winner’s curse When I was a boy, my father would challenge me by asking, “Are you sure you want that?” My grandfather … [Read more...]