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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 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 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 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.
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 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 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.
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 20, 2011 Sean Silverthorne	Blind Spots: We're Not as Ethical as We Think Organizations can monitor how they are creating institutions, structures, and incentives that increase the likelihood of unethical actions, while individuals can "precommit" to intended ethical choices.
National Defense May 2015 Marillyn A. Hewson	Trust Builds Value in Business Ethics Programs It helps to have a strong ethical culture. When these principles are embedded into your business environment, it's easier to quickly and transparently handle any issues that arise -- from providing guidance on difficult questions to mediating disputes.
Job Journal May 2, 2010 Peggy Klaus	Ethical Behavior in the Workplace Was the economic meltdown caused by illegal activities or immoral practices? Do we apply a different standard of ethics in the workplace than we expect from each other in our private lives?
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.
Job Journal November 14, 2004 Carole Kanchier	Career Pros: A Question of Ethics Do you and your employer share the same moral values? Knowing your ethical boundaries as well as those of your organization is essential to working comfortably and with integrity.
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.
National Defense January 2008 Hickey & Connolly	Codes of Conduct Don't Always Protect Reputation Alone, ethics codes will not protect an organization's reputation. Leadership is required. CEOs, boards, and every level of management, must vigilantly endeavor to steer their organizations clear of even appearances of questionable behavior.
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.
National Defense November 2004 Joe Reeder	Association Unveils New Ethics Code for Industry The National Defense Industrial Association's Ethics Committee has developed a benchmark statement of industry ethics for companies to incorporate into their day-to-day business.
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.
Managed Care April 2002 MargaretAnn Cross	Where Do No Harm Meets The Right Thing To Do Managed care's spread parallels the growth of the study of ethics in medical care. Ethicists help plans focus on essentials when making policy decisions...
Fast Company September 2005 Jennifer Vilaga	Making the Higher Call Decisions, decisions: an ethics course that won't put you to sleep: Ethical Fitness Seminar at the Institute for Global Ethics.
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.
National Defense December 2004 Lawrence P. Farrell, Jr.	'Ethical Readiness' Mandatory for Defense Industry With respect to the latest ethics-related events, the industry needs to come to grips with what went wrong and, joining with government, reclaim the ethical high ground.
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.
Entrepreneur May 2003 Kimberly L. McCall	Devil's Advocate Do your sales reps know how far is too far when it comes to landing that sale?
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.
CFO October 1, 2002 Jeffrey L. Seglin	Ethics: Good for Goodness' Sake What we mean when we talk about ethics.
Entrepreneur October 2003 Marc Diener	Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home.
National Defense September 2015 Charles L. Szews	Trust Plays Big Role in Corporate Culture In the defense industry, doing the right thing protects American lives and has national security implications.
Parameters Spring 2007 Paul Robinson	Ethics Training and Development in the Military While relatively new, formal military training programs for ethics have produced a number of common virtues that might provide a basis for a universal (military) code or ethic.
Entrepreneur May 2004 Marc Diener	Keep 'Em Coming A deal that goes smoothly just might lead to future opportunities. Here's how to pave the way.
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...
National Defense November 2011 Chris Raymond	Ethical Leadership in a Global Marketplace Business has always been a contact sport. However, winning at any cost isn't winning at all. What's more, cutting ethical corners simply isn't necessary for the global defense industry.
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.
Fast Company October 2003 Barbara Ley Toffler	Five Ways to Jump-start Your Company's Ethics Want to make a real difference in your organization? That is going to take some hard, serious work. Here's where to start.
National Defense April 2015 Dave Melcher	Understanding the Value of Ethics Surveys A healthy ethical culture is a critical component of all successful businesses, regardless of size or complexity.
Information Today September 2004 Richard Poynder	Interview: Put Up or Shut Up Derk Haank, Springer's new CEO (and former chairman of Elsevier Science), discusses his plans for the company, scientific, technical, and medical (STM) journal pricing, the Big Deal, and open access.
Investment Advisor December 2006 Olivia Mellan	Gone, but Not Forgotten When clients are contemplating the kind of legacy they want to pass on to their family, to society, or to a certain charitable cause, consider helping them to take stock of their deeply cherished values, beliefs, and life goals before they focus on the financial aspects of legacy transfer.
Entrepreneur October 2002 Chris Sandlund	Trust Is a Must In the eyes of employees, investors, clients and the public at large, honesty is the only policy that will do.
Foundation News & Commentary Jul/Aug 2005 Neen Hunt	Funding Ethics Scholarship Advances in science and research are producing ethical and legal issues, as well as opportunities for philanthropy to help address them.
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.
AFP eWire July 10, 2013 Janice Gow Pettey	A Quick Reminder on Why Trust Matters My new book, Nonprofit Fundraising Strategy (Wiley 2013), is intended to serve as a guide to ethical decision-making and regulation for nonprofits. There's a lot of ethical ground covered in this book provided by experienced practitioners who write each chapter.
HBS Working Knowledge January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
Managed Care December 2005 MargaretAnn Cross	The Ethical Way In a Season of Change Advancing technologies and new coverage designs are creating opportunities -- and obligations -- for health plan medical directors.
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.
AFP eWire April 7, 2014 Pena & Eustace	Ethics Is Not A Game Of Jeopardy At the recent AFP International Conference in San Antonio, we turned ethical issues into a fun, and noisy game of Jeopardy and we had a full house.
Job Journal August 31, 2008 Michael Kinsman	Career Pros: Executives Set Ethical Standards By their example, management sets an organization's ethical compass.
HBS Working Knowledge July 11, 2012 Julia Hanna	The Future of Boards In "The Future of Boards: Meeting the Governance Challenges of the Twenty-First Century," Professor Jay Lorsch brings together experts to examine the state of boards today, what lies ahead, and what needs to change.
National Defense July 2009 Lawrence P. Farrell Jr.	Industry Ethics: Going Beyond the Call of Duty A seemingly endless stream of bad news about U.S. weapon programs should cause all of us to revisit our approach to ethics in the defense industry.