“Coming to the Table” podcast with David Tollen

Recently, I sat down for a “Thought Leader” discussion on the Coming to the Table video podcast. It’s a program on the future of negotiation, hosted by Keld Jensen and the Thunderbird School of Global Management, at Arizona State University. Mr. Jensen is himself a thought leader and author, as well as an expert on negotiation and […]

Don’t redline a redline. Talk!

By David W. Tollen You’re negotiating a contract, and you send your company’s standard form agreement. The other party then marks it up — “redlines” it — and sends it back. What should you do now? Your instinct may be to accept some changes and reject others, and maybe write up a few compromise terms. […]