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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.
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.
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 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 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 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.
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 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.
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 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.
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 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.
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.
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.
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 October 26, 2009 Julia Hanna	The New Deal: Negotiauctions In a negotiauction, the rules are never perfectly pinned down, which creates both opportunities and challenges.
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.
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.
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...
Commercial Investment Real Estate Nov/Dec 2012 John Culbertson	Negotiate to Win Hard work is the secret to closing a deal.
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.
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 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.
The Motley Fool January 20, 2005 David Gardner	Costco's Consistency and Competition This is the third of a four-part interview with Costco's president and CEO, Jim Sinegal, about his company's prospects and future.
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 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.
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.
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.
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 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.
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.
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 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.
Commercial Investment Real Estate Sep/Oct 2007 David A. Adkins	Best Buys Structured sales can provide profitable advantages for both purchasers and sellers of investment properties.
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.
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 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.
Entrepreneur May 2009 Sara Wilson	Think Like a Negotiator Knowing how to negotiate is always important, especially when cash is tight.
Entrepreneur October 2004 Crystal Detamore-Rodman	An Acquired Taste Before you buy that business you're craving, consider seller financing to sweeten the deal. It not only gives you additional comfort, but also some protections and advantages that you otherwise might not have.
The Motley Fool January 21, 2005 David Gardner	What Would Costco's CEO Do? Completing this four-part interview, Costco's president and CEO, Jim Sinegal talks about some of the challenges his company faces as well as strategies for the future.
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 February 11, 2005 David Gardner	The Future of Starbucks Starbucks' CEO designate, Jim Donald, talk about the company's prospects. This is the fifth of five parts.
Financial Advisor September 2004 David J. Drucker	The New Path To Growth: Buying Another Practice After winning the bid for a financial practice, here's how to successfully transition client relationships to maintain the maximum possible client retention rate.
HBS Working Knowledge July 26, 2004 James K. Sebenius	A Better Way to Negotiate: Backward "When you map a negotiation backward, you envision your preferred outcome and think in reverse about how to get there," says the Harvard Business School professor and negotiation specialist.
AskMen.com Nick Kennedy	Federal Budget Negotiating Tips Late Friday night, a last-minute deal between Republicans in Congress, Democrats in the Senate and President Obama gave the U.S. an operating budget through September 30th, avoiding the specter of a government shutdown.
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 August 2007 Mark Henricks	Well, Honestly! Two new business books: Truth, by marketing consultant Lynn Upshaw, shows how to use more integrity-based marketing... No, by Jim Camp, teaches the art of the tactful no in the negotiation process.