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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 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 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 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 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.
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 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 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 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 January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
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 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 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.
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 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 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 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 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 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 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 January 2, 2007 Sean Silverthorne	Most Popular Articles of 2006 Open source, innovation, and networks were three business issues that busted out in research and reader popularity in 2006. Here's a recap of twenty-five most popular stories from last year.
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.
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.
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 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 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 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.
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...
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.
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.
Pharmaceutical Executive June 1, 2011 Mike O'Neill	Optimizing your Value with Payers The skill set of the future -- competently and carefully negotiating with payers -- will continue to grow.
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.
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.
Knowledge@Wharton	Men, Women, and Money: Negotiating for More than Small Change In their recently published book, Women Don't Ask: Negotiation and the Gender Divide, Linda Babcock and Sara Laschever forcefully and credibly argue that the core issue underlying the problem of the salary gap between men and women is one of gender differences in negotiating strategy.
HBS Working Knowledge May 24, 2004 Martha Lagace	Becoming an Ethical Negotiator Think you negotiate fairly? Harvard Business School professor Michael Wheeler and colleague Carrie Menkel-Meadow have co-edited a new book, What's Fair: Ethics for Negotiators. Here's a Q&A.
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.
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?
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.
HBS Working Knowledge October 13, 2003 Martha Lagace	What Women Can Learn About Negotiation When negotiating compensation, women often sell themselves short. Some practical advice on claiming the power to lead in this interview with Harvard professor Kathleen L. McGinn and Harvard's Hannah Riley Bowles.
IndustryWeek October 21, 2009	Dealing With Contract Risks Negotiating a good deal is an essential aspect of procurement, but it's easy to oversimplify negotiations as only a matter of getting the best price from a supplier.
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.
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 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.
HBS Working Knowledge April 28, 2008 Julia Hanna	HBS Cases: Negotiating with Wal-Mart Driving a mutually agreeable deal with a large company such as Wal-Mart means price alone can't be the centerpiece of the interaction.
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.
Global Services January 24, 2008	Negotiating Service Deals with Equity Services transactions with an equity component are complicated and are associated with a wide range of risks factors. However, they can create positive financial returns if structured carefully. Here are a few guidelines on how to structure such transaction agreements.
CFO December 1, 2007 Alix Stuart	Not-So-Small Talk Whether it's giving a wink and a nod, telling a story, or simply being philosophically flexible about how to get a deal done, CFOs would do well to pay attention to the niceties of negotiation.
HBS Working Knowledge October 11, 2004 Robert Cialdini	What Lovers Tell Us About Persuasion Expect resistance to your new proposal? One powerful way to persuade others is plucked from the language of romance.
Pharmaceutical Executive December 1, 2012 Hager & Temme	Germany's Price Reform Revolution At two years and counting, what's the secret of success in negotiating pricing under the new Act on Reform of the Market for Pharmaceutical Products legislation?