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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 .
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.
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.
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.
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.
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.
CIO December 23, 2008 Mark Grossman	Vendor Management: How to Negotiate Contracts Don't accept "standard" vendor contracts until you weigh the risk and potential costs. These tips will help you negotiate contracts that offer protection to you - the purchaser - as well as the vendor.
CIO October 15, 2001 Joe Kendall	Negotiation Skills People tend to think of negotiation as the alternative to competition. Yet to be a successful negotiator, you need to train, practice and have a game plan...
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.
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.
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.
Job Journal November 2, 2003 Bob Rosner	Be a Better Bargainer Simple strategies can make you a great deal happier at work.
AskMen.com Jason Epstein	Killer Negotiation Tactics 10 killer negotiation tactics you can use in any situation.
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.
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 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.
CIO April 17, 2008	The Vendor Management Bible Whether you're new to vendor management or a seasoned negotiator, these expert tips can help you learn more about the process, add value to your deal with any vendor and put you in the driver's seat.
ONLINE Sep/Oct 2005 Willem Noorlander	The Rock, the Hard Place, and Doing Business in Today's Information Marketplace Due to increasing business requirements -- and given that the dollars spent for information and market data within many industries make up the second-highest company cost next to people -- one wonders how customers and suppliers alike are weathering the flat market storm.
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.
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.
AskMen.com Edward Chalmers	8 Tips to Negotiate a Higher Starting Salary If you play your cards right, you may land the job you want at a salary level beyond your dreams.
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 August 2005 Marc Diener	Shark Repellent You can react to intimidation by counterattacking, walking away or caving, but there's a better way: Stand your ground, and negotiate. Keep your bullies at bay with these negotiating tips.
Entrepreneur September 2004 Marc Diener	Speak Up Hate to negotiate? Try appoaching it like a game.
CIO November 1, 2003 Elana Varon	Getting the Best from Your Vendors (What Really Works) It may be tempting to squeeze vendors for every dollar. But research shows that lowball tactics eventually boomerang into poor service and support.
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 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 September 2007 Marc Diener	Asking for it When negotiating, questions are critical to your success.
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.
Insurance & Technology April 20, 2005 Anthony O'Donnell	Negotiating Success Bitter experience and restricted budgets have made insurance technology purchasers more disciplined, and a buyers' market has encouraged them to drive hard bargains.
CIO October 10, 2008 Diane Frank	How to Renegotiate an Outsourcing Contract CIO tips for getting what you want from the vendor.
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 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 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 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.
CIO June 1, 2003 Ben Worthen	No Tolerance for High Maintenance Fed up with rising costs of software maintenance, CIOs are finding they have the power to negotiate better terms up front and get more bang for their buck.
Entrepreneur May 2007 Marc Diener	Turn the Tables Do you hate to negotiate? It's time to learn to love it.
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 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.
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.
Commercial Investment Real Estate Mar/Apr 2011 Johnson & Mahoney	Negotiating With the GSA GSA realty specialists identify issues open for discussion.
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 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.
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.
CIO April 27, 2009 Karl A. Hochkammer	Plan an Outsourcing Deal's End at Its Beginning Plan ahead to ensure a successful exit for you and the vendor.
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.
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.
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 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.