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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 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 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 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 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 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.
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 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 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 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 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 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.
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 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 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 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 January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
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.
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 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.
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.
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 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.
CIO June 14, 2011 Stephanie Overby	How to Tame Negotiation Nerves Anxiety can lead to unfavorable outcomes at the IT bargaining table. Here are some ways to take the edge off.
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 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 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.
Fast Company October 2005 Melissa Korn	This Time With Feeling! Going in to negotiate a new job's details? Don't leave your emotional barometer behind.
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.
The Motley Fool February 12, 2008 Dayana Yochim	How to Win Your Next Money Fight To win your next money argument, use the A-C-B-D rule, which stands for Always Consult Before Deciding. Read on to learn more about it.
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 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.
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.
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.
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.
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 2011 Johnson & Mahoney	Negotiating With the GSA GSA realty specialists identify issues open for discussion.
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 June 27, 2005 Max H. Bazerman	The Potential Downside of Win-Win Have you considered the impact of your agreement on your and the other firm's suppliers, customers, and competitors? Perhaps most important, have you considered the impact of your agreement on society in general?
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.
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?
Job Journal May 6, 2007 Marty Nemko	Quick Fix: Bargain with Bravado Without the appearance of confidence, your negotiating skills will suffer.
Commercial Investment Real Estate Nov/Dec 2012 John Culbertson	Negotiate to Win Hard work is the secret to closing a deal.
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.
Fast Company June 2004 Fast Company	Bargaining for Advantage Life is a series of negotiations. This deal-making course helps attendees better prepare for a negotiation, solve real problems they're working on now, and improve their skills.
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.
Fast Company Stephanie Vozza	5 Habits Of People Who Always Get What They Want Unfortunately, most of the world doesn't ask for what it wants. A recent survey by Salary.com found that just 44% of people negotiate for a better salary.
Entrepreneur October 2003 Marc Diener	Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home.
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.