Q: I recently took a job with a new company, where I will take part in negotiating complex deals. Naturally, this makes me nervous. I think I would benefit from my colleagues’ advice, as they are more experienced in our industry and could probably offer a fresh perspective, especially when I’m feeling stuck. At the

In negotiation, as in other areas of life, the early bird often gets the worm. That’s just one of the lessons of a new deal reached between the National Basketball Association (NBA) and television networks ESPN and TNT in October.
A running start
As they considered the end of their eight-year television contracts with the NBA in

In July 2014, Jesse Litvak, the former managing director of investment bank Jefferies LLC, became the only person to date to be convicted of fraud in connection with the U.S. government’s Troubled Asset Relief Program (TARP), which used bailout funds to promote investment in mortgage-backed securities. Litvak was charged with defrauding investors of $2 million

In our easiest professional negotiations, we have ample resources to divide among us, and everyone involved expects to benefit in both the short term and the long term from a deal. Unfortunately, there are also times when reaching common ground would require significant sacrifices from everyone involved. The temptation in such situations is to stonewall