An ongoing record of doctoral research and practice on negotiation strategy, artificial intelligence, and human trust across distance. Written by T. Herglotz, a "ghost negotiator" on large, complex deals.https://timherglotz.com/enhttps://timherglotz.com/feel-less-claim-more-emotional-intelligence-in-negotiation/https://timherglotz.com/feel-less-claim-more-emotional-intelligence-in-negotiation/A new meta-analysis pools every empirical study of emotional intelligence in negotiation. It buys trust and rapport reliably. Whether it buys a better number is a much weaker claim, and in competitive settings the sign flips.Wed, 02 Sep 2026 00:00:00 GMTHuman factorsemotional intelligencemeta-analysisrelational outcomesvalue claimingvirtual negotiationhttps://timherglotz.com/everyone-gets-the-same-sized-square-how-virtual-negotiation-redistributed-power/https://timherglotz.com/everyone-gets-the-same-sized-square-how-virtual-negotiation-redistributed-power/The screen removed the head of the table, and with it most of the visible signals of seniority. What replaced them is not equality. It is a quieter distribution of power that runs through visibility, facilitation, and control of the document.Tue, 28 Jul 2026 00:00:00 GMTPower dynamicspower dynamicsflattened hierarchycamera-off behaviourinformation controlvirtual negotiationhttps://timherglotz.com/the-hybrid-negotiation-playbook-when-to-meet-in-person-and-when-to-stay-virtual/https://timherglotz.com/the-hybrid-negotiation-playbook-when-to-meet-in-person-and-when-to-stay-virtual/Shall we fly in for this one? The question did not exist five years ago, and how you answer it says more about your negotiation strategy than almost anything else. Hybrid is an architecture, not the residue of an unmade decision.Wed, 22 Apr 2026 00:00:00 GMTHybridhybrid negotiationtrust at distancepresenceB2B deal-makingAI in preparationhttps://timherglotz.com/ai-b2b-negotiations-ethical-frontier/https://timherglotz.com/ai-b2b-negotiations-ethical-frontier/Part one argued that artificial intelligence belongs in preparation. The obvious follow-up question (yes, but where does it end?) is harder, and the honest answer is that the profession is still finding out.Wed, 08 Apr 2026 00:00:00 GMTArtificial intelligenceAI enablementAI personastransparencyhuman autonomyAI literacyhttps://timherglotz.com/zoom-fatigue-is-real-and-how-do-deal-with-it/https://timherglotz.com/zoom-fatigue-is-real-and-how-do-deal-with-it/Videoconferencing fatigue is usually filed under wellbeing. That is a category error. Cognitive depletion is a strategic weakness, and the counterpart who is less depleted than you holds a structural advantage.Tue, 24 Mar 2026 00:00:00 GMTHuman factorscognitive loadZoom fatiguetyranny of presenceself-viewdepletion managementhttps://timherglotz.com/building-trust-in-remote-teams-why-its-hard-and-how-to-do-it/https://timherglotz.com/building-trust-in-remote-teams-why-its-hard-and-how-to-do-it/Trust did not disappear when negotiation moved to the screen. It changed substrate, from character read in a room to competence demonstrated in writing, and most negotiators are still working from assumptions that no longer hold.Mon, 16 Mar 2026 00:00:00 GMTTrustaffective trustcognitive trustinformal interactiontrust architecturecultural differencehttps://timherglotz.com/how-ai-is-reshaping-negotiations-part-1/https://timherglotz.com/how-ai-is-reshaping-negotiations-part-1/An exoskeleton does not replace the person inside it; it lets them carry more. The useful question about artificial intelligence in negotiation is not whether it participates, but which part of the work it should be allowed to touch.Thu, 26 Feb 2026 00:00:00 GMTArtificial intelligenceAI enablementAI personasdata-driven preparationcognitive trustonline presencehttps://timherglotz.com/your-gut-is-lying-to-you-why-negotiators-are-falling-behind/https://timherglotz.com/your-gut-is-lying-to-you-why-negotiators-are-falling-behind/Harvard's work on cognitive bias describes two systems of thought. Virtual negotiation quietly removed the intuitive shortcuts that the first one runs on, and in doing so forced a discipline that in-person dealmaking never demanded.Mon, 16 Feb 2026 00:00:00 GMTCognitioncognitive biasSystem 1 and System 2affective trustcognitive trustdata-driven preparationhttps://timherglotz.com/introduction/https://timherglotz.com/introduction/An opening statement of intent. What this record is for, where the research comes from, and the seven interrelated pillars of the Business Negotiation Framework that emerged from sixteen interviews with European executives.Tue, 10 Feb 2026 00:00:00 GMTFoundationscognitive trustaffective trustvirtual negotiationB2B deal-makingBusiness Negotiation Framework