Similar Articles

Browse Main Topics:

Business
Computers & Electronics
Education & Reference
Entertainment & Leisure
Family & Home
Finance & Investment
Health
Internet
Pets & Animals
Science & Technology
Society, Politics & Culture
Sports & Recreation

Similar Articles

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.
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 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.
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 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.
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 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.
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 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 May 29, 2006 Lawrence Susskind	Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology negotiations.
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 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.
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.
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.
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 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.
Commercial Investment Real Estate Mar/Apr 2011 Johnson & Mahoney	Negotiating With the GSA GSA realty specialists identify issues open for discussion.
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 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 October 2004 Marc Diener	Head to Head For whatever reason, deal making often brings out the ugly side of commerce. Here's how to deal with difficult opponents.
HBS Working Knowledge December 22, 2003 Kathleen L. McGinn	Negotiation and All That Jazz Negotiation is improvisational -- demanding quick, informed responses and decisions. Harvard professor Kathleen L. McGinn lays out the score in this article.
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.
Fast Company Gwen Moran	How To Raise Girls To Be Better At Negotiating What if we raised girls to help them both master negotiation skills and navigate the challenges?
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 .
The Motley Fool August 17, 2004 Rich Smith	Have Ailing Airlines Found a Cure? Could wage concessions serve as a widespread magic elixirfor the airline industry?
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.
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.
HBS Working Knowledge January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
Inc. January 2009 Mike Hofman	Data Point A cease-fire in the war for talent.
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...
IDB America January 2004	A better use of resources Ricardo Santiago, manager of the IDB's Regional Operations Department 1, which includes Chile, spoke with IDBAmerica about lessons learned in that country's road concession program. He also speaks of how to streamline processes.
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.
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.
BusinessWeek June 17, 2010 Naughton & Green	Givebacks: The New UAW Chief's Challenge Some critics say the new UAW chief is too soft on automakers, though he's proven his toughness in past negotiations.
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.
BusinessWeek February 21, 2005 James Mehring	Germany: For Consumers, Still Little Relief Revival in German industrial activity is unlikely to do much for the labor market or consumer spending, leaving the economy to hobble along again this year.
CIO January 1, 2003 Christopher Koch	Vendor Smackdown CIOs have been squeezing vendors for more than a year now, and in 2003 any vendor wanting to win new business or renew contracts will need to respond to very tough questions about ROI and demands for concessions that would have been unheard of a few years ago.
The Motley Fool October 15, 2007 Rich Duprey	A Weak Ford Means Strength The ailing automaker may win more concessions because of its precarious financial condition. Investors, take note.