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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.
Job Journal November 2, 2003 Bob Rosner	Be a Better Bargainer Simple strategies can make you a great deal happier at work.
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.
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 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.
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 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 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.
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.
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.
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.
AskMen.com Jason Epstein	Killer Negotiation Tactics 10 killer negotiation tactics you can use in any situation.
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 December 2005 Marc Diener	Right On Time When you negotiate a deal, know when you have the most leverage and when you have the least. That's how you put time on your side.
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 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.
Job Journal January 30, 2005 Marty Nemko	Quick Fix: Bargaining with Bravado When it comes to job-related negotiating, the more of these points you can muster, the better.
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.
Insurance & Technology September 25, 2009 Anthony O'Donnell	Zurich and CSC to Negotiate on $2.4 Billion IT Services Deal The services contract will cover data center and IT infrastructure managed services in Europe and North America, should an agreement be reached.
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.
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.
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 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 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.
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.
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 .
Job Journal May 6, 2007 Marty Nemko	Quick Fix: Bargain with Bravado Without the appearance of confidence, your negotiating skills will suffer.
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?
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.
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 October 2003 Mark Henricks	Mind Games Jump-start your problem-solving skills for a better business.
Entrepreneur September 2007 Marc Diener	Asking for it When negotiating, questions are critical to your success.
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 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 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.
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 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 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.
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.
Commercial Investment Real Estate Mar/Apr 2011 Johnson & Mahoney	Negotiating With the GSA GSA realty specialists identify issues open for discussion.
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.
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.
Commercial Investment Real Estate Jul/Aug 2010 Huntley & Mullaney	Both Sides Now Commercial property borrowers and lenders must face the music together with a plan.
Job Journal May 9, 2004 Bob Rosner	Working Wounded: Is Your Salary Fair? How the web can help you assess your salary standing.
Commercial Investment Real Estate Nov/Dec 2012 John Culbertson	Negotiate to Win Hard work is the secret to closing a deal.
HBS Working Knowledge January 26, 2004 Deborah M. Kolb	Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab.
Inc. September 1999 Brodsky, Norm	Ask Norm Our popular CEO columnist answers some of the queries that have been crossing his transom lately, including tips on rolodex funding, negotiating, and surviving the start-up phase.
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?