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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 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 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 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 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.
Fast Company Courtney Seiter	How Our Brains Decide What We Share Online Google's Abigail Posner says we can't underestimate the importance of understanding the science of emotion in marketing.
HBS Working Knowledge January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
AskMen.com Mr. Mafioso	Keep Your Emotions In Check Here are six tips for coping with your anger.
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 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 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.
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 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 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 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.
American Family Physician October 1, 2002	Mental Health: Keeping Your Emotional Health What is good emotional health?... What about anger?... What can I do to avoid problems?... Tips on dealing with your emotions... How does stress affect my emotions?... Can emotional problems be treated?... etc.
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 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.
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.
AskMen.com December 10, 2015 Alan Watkins	Emotional Intelligence In Leadership Instead of trying to ignore or suppress our emotions, being aware of how you are feeling and ultimately controlling your emotional state is one of the most significant leadership breakthroughs available to you.
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 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 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.
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.
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 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.
American Family Physician October 15, 2006	Emotional Health: What You Should Know A patient guide: What is emotional health?... What about anger?... What can I do to avoid problems?... Tips on Dealing with Your Emotions... etc.
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.
Entrepreneur October 2003 Marc Diener	Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home.
AskMen.com Ross Bonander	4 Steps: Pull Yourself Together Many men often find themselves coming apart in the midst of unexpected circumstances, allowing an emotional and unpredictable outburst to overtake them and dictate what they say and do.
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 March 22, 2004 Stever Robbins	Managing Execs Who Didn't Get the Promotion What makes a successful healthy company is a healthy executive team. How to make the grade for the top executives.
Salon.com November 21, 2002 D. Yap	Lying faces Abused kids are quick to detect anger -- even where there is none. Psychology professor Seth Pollak believes changing that reflex is crucial to healing.
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.
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.
AskMen.com January 15, 2002 Vatche Bartekian	Men's Mood Swings Have you ever felt as though you weren't sure how you felt? That your emotions were cloudy and you were oscillating between happiness and sadness, anger or contempt? Have you ever had to apologize to someone for blurting out profanities and unintentionally hurting them?
AskMen.com Edward Chalmers	12 Ways To Handle Emotions Like A Man At Work As kids, we were taught to "act like a man" and suppress our feelings, yet many men commit career suicide by losing control of their emotions at work.
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 Kristen Armstrong	Manage Your Anger Controlling anger is not always as easy as it sounds. Here are five tips on how to keep your emotions at bay, and even make them work for you.
AskMen.com May 8, 2001 Vatche Bartekian	How To Deal With Anger I'm sure you've already heard the expression "Anger kills." In many cases, especially in this crazy world we live in, this is very true. focus is on everyday anger, annoyance, and irritation that runs through the minds of so many perfectly normal people...
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 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 Julian Marcus	Do You Have Emotional Smarts? Simply stated, emotional intelligence is your ability to perceive your emotions, clearly identify them, understand them, control them, and use them to assist thought.
AskMen.com Edward Chalmers	Anger Management In The Workplace All of us get angry from time to time. How we manage it makes a big difference in our work lives. Here are some pointers on how to recognize your anger and how to deal with it.
CRM May 3, 2004 Lior Arussy	Customers Are So Emotional When it comes to building customer relationships, understanding emotions is a profitable thing.
On Wall Street June 5, 2009 Denise Federer	Understanding and Guiding Client Behavior Financial professionals face the complex challenge of effectively responding to the financial and emotional needs of their clients, while managing their own emotional reactions to the current turbulent markets.
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.
On Wall Street April 1, 2011 Denise Federer	Reaching Your Ultimate Emotional Goal By engaging in small, achievable steps, allowing for accurate feedback and making appropriate adjustments, you will achieve your ultimate goal and reach your highest potential.
AskMen.com October 15, 2000 Luis Rodrigues	Divorce Planning: Limit The Financial Sting It is never easy for a man to deal with a failed marriage. It is a time where emotions run very high while important financial decisions need to be made: a lethal combination...