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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 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 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 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 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 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 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 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 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 January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
Entrepreneur May 2009 Sara Wilson	Think Like a Negotiator Knowing how to negotiate is always important, especially when cash is tight.
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 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.
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.
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 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.
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.
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.
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 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 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.
Entrepreneur September 2004 Marc Diener	Speak Up Hate to negotiate? Try appoaching it like a game.
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 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.
AskMen.com Jason Epstein	Killer Negotiation Tactics 10 killer negotiation tactics you can use in any situation.
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.
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.
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 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 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.
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 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.
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...
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 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 August 2007 Mark Henricks	Well, Honestly! Two new business books: Truth, by marketing consultant Lynn Upshaw, shows how to use more integrity-based marketing... No, by Jim Camp, teaches the art of the tactful no in the negotiation process.
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 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 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.
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.
CFO January 1, 2006 Alix Nyberg Stuart	This Is Not a Game Can the intricacies of sports negotiation offer any lessons for finance executives? Here, some top agents share their negotiating secrets.
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 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.
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.
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 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.
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?
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 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.
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.