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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.   |
Entrepreneur
May 2007
Marc Diener |
Turn the Tables Do you hate to negotiate? It's time to learn to love it. |
Commercial Investment Real Estate
Jan/Feb 2009
Steven P. Heller |
Signing Strategies More than ever, real estate deal makers must consider the legal context to understand the precise point at which they do -- and don't -- have enforceable written agreements. |
Commercial Investment Real Estate
Mar/Apr 2008
Jim Van Dellen |
Terms of Agreement The author compares interest-based negotiation to hard-nosed negotiation. Effective negotiation is about building profitable and sustainable relationships. |
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
October 2003
Marc Diener |
Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home. |
Commercial Investment Real Estate
Mar/Apr 2011
Johnson & Mahoney |
Negotiating With the GSA GSA realty specialists identify issues open for discussion. |
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
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. |
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. |
Commercial Investment Real Estate
Sep/Oct 2003
Carol C. Honigberg |
Landlords Must Be Specific if Including Dual-Option Terms in Leases Landlords often offer lease options, such as the right of first refusal to purchase the property or fixed-price purchase options, to attract tenants in a tight market. Leases that contain both of these options are often too good to be true. |
Entrepreneur
January 2006
Marc Diener |
Get the Dirt Don't be surprised if your business opponent tries to play you. Be on the lookout for these sleazy negotiation tactics. |
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. |
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. |
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. |
HBS Working Knowledge
March 6, 2006
Deepak Malhotra |
Four Strategies for Making Concessions In business, most people understand that negotiation is a matter of give-and-take: You have to be willing to make concessions to get concessions in return. But the process of making concessions is easier said than done. |
Commercial Investment Real Estate
Nov/Dec 2011 |
CCIM Connections Members and instructors comment on commercial real estate curriculum offerings, including the two-day Advanced Negotiation Workshop. |
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. |
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. |
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. |
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... |
Commercial Investment Real Estate
Jul/Aug 2010
Steven Heller |
Beyond the LOI This article is a checklist of common-sense considerations to get the tenant signed up, into its space, and writing rent checks. |
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
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. |
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. |
Job Journal
November 2, 2003
Bob Rosner |
Be a Better Bargainer Simple strategies can make you a great deal happier at work. |
American Family Physician
October 15, 2003 |
What to Do When Your Child Refuses to Go to School What is school refusal?... What other problems are children with school refusal likely to have?... What should I do if my child refuses to go to school?... How will I know if my child is really sick?... How is school refusal treated?... etc. |
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
October 3, 2007
Malhotra & Bazerman |
Dealing with the 'Irrational' Negotiator The Harvard professors' new book, Negotiation Genius, combines expertise in psychology with practical examples to show how anyone can improve dealmaking skills. In this excerpt, they describe what to do when the other party's behavior does not make sense. |
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. |
