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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.
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.
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.
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.
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.
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 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.
Wired July 15, 2009 Cliff Kuang	Don't Hesitate to Haggle on Craigslist "People routinely refuse offers they think aren't fair, even if it hurts them," says economist Dan Ariely, author of Predictably Irrational.
Entrepreneur April 2006 Marc Diener	Playing the fool? Whether it involves a salary or a business deal, wise up by avoiding these five negotiating mistakes.
HBS Working Knowledge August 1, 2005 Michael Wheeler	How to Choose the Best Deal If you are presented with two possible deals that will require negotiation, what should your strategy be for negotiating and making your choice? Here are the five steps for navigating a linked negotiations.
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 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 May 29, 2006 Lawrence Susskind	Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology 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.
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.
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 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.
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 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.
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.
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 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.
Entrepreneur February 2004 Marc Diener	Bulking Up A little training each day helps you pump up your game at the bargaining table.
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.
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.
Entrepreneur September 2007 Marc Diener	Asking for it When negotiating, questions are critical to your success.
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 .
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.
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.
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.
AskMen.com Nick Clarke	How To: Bargain Yes, bargaining is making a comeback, so pay attention to the advice below and become a bargaining king.
Entrepreneur February 2006 Marc Diener	Outgunned? No matter how long you've been making deals, sometimes you're up against someone who is simply far more experienced than you. Here are some tips for dealing.
HBS Working Knowledge February 9, 2004 Lawrence Susskind	Making the Most of Multiparty Negotiations As soon as you sit down with more than two people, chances are that coalitions will form. Here's how to get the best from yours.
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.
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.
Entrepreneur May 2007 Marc Diener	Turn the Tables Do you hate to negotiate? It's time to learn to love it.
Entrepreneur February 2007 Marc Diener	Take a Look Inside In deal making, a little introspection goes a long way.
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 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.
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...
Entrepreneur October 2003 Marc Diener	Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home.
Entrepreneur October 2006 Marc Diener	Break it Up Know when you should walk away from a negotiation.
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.
Job Journal January 30, 2005 Marty Nemko	Quick Fix: Bargaining with Bravado When it comes to job-related negotiating, the more of these points you can muster, the better.
Entrepreneur August 2004 Marc Diener	Hangin' Tough How to beef up your negotiating game.
AskMen.com Dimitri A.C. Ly	Salary Negotiation Myths Here is the truth behind five salary negotiation myths that have kept honest workers from getting the remuneration they deserve.
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.
PHONE+ December 30, 2009 Liu & Crowe	Contracts: What Are the Basic Components of an Agent Agreement? A well-drafted agreement will define the rights and responsibilities of the parties involved, so as to minimize the risks that come from uncertainty and misunderstandings.
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...
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.