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HBS Working Knowledge December 8, 2003 Michael Wheeler	Is That Really Your Best Offer? This article identifies six ways to more effectively separate fact from fiction at the bargaining table. The focus will be on the interactive quality of the process -- specifically, how one party's words and deeds influence the other party's behavior on an ongoing basis.
HBS Working Knowledge March 11, 2015 Michael Blanding	How Do You Grade Out as a Negotiator? Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed.
HBS Working Knowledge April 5, 2004 Deepak Malhotra	Six Ways to Build Trust in Negotiations All negotiations involve risk. That's why establishing trust at the bargaining table is crucial. The author presents strategies to build trustworthiness.
HBS Working Knowledge October 2, 2006 Martha Lagace	Negotiating in Three Dimensions How you can shape important deals through tactics, deal design, and set-up, and why three dimensions are more powerful than one.
Entrepreneur May 2007 Marc Diener	Turn the Tables Do you hate to negotiate? It's time to learn to love it.
Fast Company June 2004 Fast Company	Bargaining for Advantage Life is a series of negotiations. This deal-making course helps attendees better prepare for a negotiation, solve real problems they're working on now, and improve their skills.
Entrepreneur September 2004 Marc Diener	Speak Up Hate to negotiate? Try appoaching it like a game.
Entrepreneur June 2003 Marc Diener	Friends Forever? Business and friendship can be a very volatile combination if you're not careful.
HBS Working Knowledge September 26, 2005 Mallory Stark	What Perceived Power Brings to Negotiations An interview with Kathleen McGinn, co-author of Perceived Relative Power and its Influence on Negotiations, on how new research can help managers be better negotiators.
Inc. August 2003 Rob Walker	Take It Or Leave It: The Only Guide to Negotiating You Will Ever Need If you want to be a better negotiator, you can buy 24 books, take 12 courses, and attend 7 seminars -- or, you can read this article .
Entrepreneur May 2005 Aliza Pilar Sherman	Seal the Deal Negotiating can be difficult, often more so for women, but sharpening your skills in advance will put you on top.
HBS Working Knowledge September 6, 2004 Don A. Moore	Use Deadlines for Powerful Negotiations You can use deadlines to your strategic advantage in negotiations--but so can your opponent. Here's how to make the most of time pressure.
Entrepreneur December 2005 Marc Diener	Right On Time When you negotiate a deal, know when you have the most leverage and when you have the least. That's how you put time on your side.
HBS Working Knowledge July 9, 2007 Davis & Malhotra	Five Steps to Better Family Negotiations Family relationships are complicated, even more so when your uncle, mother, or daughter is your business partner.
Entrepreneur August 2006 Marc Diener	Friendly Fire? Don't let a deal destroy your friendship.
Entrepreneur August 2003 Marc Diener	Deals Unplugged Don't know when to cut your losses and leave the negotiating table? Look for these telltale signs.
AskMen.com Lisa LaMotta	How To Negotiate Like A Pro While winning every point is rarely an option, if you keep a few principles in mind, you can tilt things in your favor -- whether you're signing a peace treaty or just angling for a raise.
HBS Working Knowledge September 17, 2014 Sean Silverthorne	Sharpen Your Negotiation Skills Everyone negotiates, but few negotiate well. Here is a collection of Working Knowledge articles and faculty working papers that detail some of the the skills needed to negotiate successfully.
HBS Working Knowledge February 13, 2006 Pradel, Bowles & McGinn	When Gender Changes the Negotiation Certain types of negotiation can set the stage for differences in outcomes negotiated by men and by women. Here are some suggestions on how to prevent gender from becoming a significant factor in negotiations.
IndustryWeek November 1, 2008 Nick Zubko	Powers of Persuasion Successful negotiators each have their own unique approach, but they also have a few things in common.
AskMen.com Mr. Mafioso	Negotiating: Know When To Break The Other Guy's Legs Negotiating is like a game of poker, there is a lot bluffing, a lot of guessing, and a boat load of luck involved.
Job Journal June 27, 2004	Working Wounded: Keys to Negotiating Success Having a few aces up your sleeve can help your negotiation strategy at work.
HBS Working Knowledge February 14, 2005 Lawrence Susskind	Striking a Deal with a Difficult Negotiator One of the trickiest aspects of negotiation is figuring out how to deal with an individual who cannot be convinced by the merits of evidence or arguments. The article uses a sales call as an example.
Entrepreneur May 2004 Marc Diener	Keep 'Em Coming A deal that goes smoothly just might lead to future opportunities. Here's how to pave the way.
Entrepreneur June 2005 Marc Diener	There for You Should you have someone haggle for you? It depends -- Getting help from a professional negotiator.
AskMen.com Ross Bonander	4 Steps: Negotiating We could all drastically improve our lives if we learned some superior negotiating skills. Here's four tips to get you started.
AskMen.com September 2, 2005 Mr. Mafioso	11 Negotiation Strategies Negotiation, real negotiation, involves more than saving a few bucks. Done properly, both parties come out happy. Here is a refresher course.
HBS Working Knowledge March 8, 2010	Sharpening Your Skills: Successful Negotiation Recent research from Harvard Business School looks at important factors to consider before sitting down at the bargaining table.
Entrepreneur September 2003 Marc Diener	A Tug of War You can't have it all. To negotiate successfully, you've got to master the art of give and take.
HBS Working Knowledge June 30, 2014 Michael Blanding	The Role of Emotions in Effective Negotiations A former negotiator for the New England Patriots, explores the sometimes intense role that emotions can play in negotiations.
HBS Working Knowledge August 8, 2005 Elizabeth A. Mannix	Negotiating as a Team The widespread belief in "strength in numbers" suggests that having more players on your team should be a benefit, not a burden. But this belief can lead to a common mistake -- team members underpreparing for negotiations.
Searcher June 2001 Seymour Satin	Negotiating: From First Contact to Final Contract The information professional's job description changes so rapidly from day to day, it's hard to keep up. From researcher to Web designer to information guru, the latest skill set all information professionals need is how to negotiate...
HBS Working Knowledge July 30, 2014 Dina Gerdeman	Teaching The Deal In his Negotiation and Deals courses, Kevin Mohan uses his VC experience to teach students that showing emotion and asking questions can be key to a successful agreement.
Entrepreneur May 2009 Sara Wilson	Think Like a Negotiator Knowing how to negotiate is always important, especially when cash is tight.
HBS Working Knowledge April 7, 2014 Michael Blanding	Negotiation and All That Jazz In his new book The Art of Negotiation, Michael Wheeler throws away the script to examine how master negotiators really get what they want.
Entrepreneur February 2004 Marc Diener	Bulking Up A little training each day helps you pump up your game at the bargaining table.
AskMen.com Donna Fuscaldo	Negotiation For Home Buying After years of bidding wars and fast-going properties, house hunters are finally enjoying a buyers' market. But that doesn't mean finding and negotiation for home buying is any easier.
Fast Company Stephanie Vozza	The 5 Most Common Negotiating Mistakes Negotiating can be uncomfortable: standing up for yourself, asking for what you want, and trying to get a better price, terms, and condition often feels confrontational -- and most of us avoid confrontation.
HBS Working Knowledge May 7, 2012 Katie Johnston	The Art of Haggling When teaching negotiation skills, many educators now focus almost exclusively on an interest-based approach in which both parties openly collaborate to find a mutually satisfying solution. However, it's important to know that there's still a time and place for old-school haggling.
Job Journal November 2, 2003 Bob Rosner	Be a Better Bargainer Simple strategies can make you a great deal happier at work.
AskMen.com Jim Thomas	Negotiate To Win In this excerpt from Negotiate to Win, Jim Thomas outlines the importance of creating win-win negotiations instead of win-lose ones.
CIO June 14, 2011 Stephanie Overby	How to Tame Negotiation Nerves Anxiety can lead to unfavorable outcomes at the IT bargaining table. Here are some ways to take the edge off.
HBS Working Knowledge September 11, 2006 Michael Wheeler	Negotiating When the Rules Suddenly Change How to best negotiate in an uncertain environment? Here, this Harvard Business School Professor of Management Practice advises looking to military science for winning strategies.
The Motley Fool September 24, 2010 Dayana Yochim	How to Get Your Way and Still Stay Friends The secret to negotiating a "win-win" result isn't facts and figures: It's feelings.
Entrepreneur March 2005 Marc Diener	You First An opening move may make or break a deal. If you can't open your negotiation the right way, you'll have trouble closing it. Here are two opening moves you shouldn't forget.
CIO October 15, 2001 Joe Kendall	Negotiation Skills People tend to think of negotiation as the alternative to competition. Yet to be a successful negotiator, you need to train, practice and have a game plan...
Entrepreneur August 2004 Marc Diener	Hangin' Tough How to beef up your negotiating game.
HBS Working Knowledge July 31, 2006 Bazerman & Malhotra	When Not to Trust Your Gut Most of us trust our intuition more than we should, especially when the pressure is on in negotiations.
HBS Working Knowledge April 25, 2005	Negotiating What You're Worth Should you be the first to mention money? What is your main goal in negotiating a salary raise? How do you prepare for negotiation obstacles? A negotiation expert gives tips in this article from the Harvard Management Communication Letter.
HBS Working Knowledge May 24, 2004 Martha Lagace	Becoming an Ethical Negotiator Think you negotiate fairly? Harvard Business School professor Michael Wheeler and colleague Carrie Menkel-Meadow have co-edited a new book, What's Fair: Ethics for Negotiators. Here's a Q&A.