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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.
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.
Entrepreneur July 2007 Marc Diener	Play Nice When making deals, it pays to mind your manners.
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.
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 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 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.
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 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 November 2003 Marc Diener	Pick Your Battles Are you really outgunned in negotiations, or are you just being outmaneuvered? Find out how to tell the difference.
Entrepreneur August 2004 Marc Diener	Hangin' Tough How to beef up your negotiating game.
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.
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.
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.
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 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.
Entrepreneur February 2007 Marc Diener	Take a Look Inside In deal making, a little introspection goes a long way.
Entrepreneur July 2004 Barry Farber	Face Off Sometimes, closing the deal is just a matter of taking the right approach. Find out how you can master the art of the soft sell--and the hard sell.
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 May 2006 Marc Diener	Mind Games Find out what's really going on in your opponent's head.
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 August 9, 2004 Adam D. Galinsky	When to Make the First Offer in Negotiations Substantial psychological research suggests that, more often than not, negotiators who make first offers come out ahead.