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Entrepreneur
April 2007
Marc Diener |
Hang Tough A reputation for toughness is a great asset for the negotiator. It garners respect and reduces your opponents' expectations. Playing tough is part technique, part theater. Here are some ideas.   |
Entrepreneur
November 2003
Marc Diener |
Pick Your Battles Are you really outgunned in negotiations, or are you just being outmaneuvered? Find out how to tell the difference. |
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. |
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
February 2004
Marc Diener |
Bulking Up A little training each day helps you pump up your game at the bargaining table. |
Entrepreneur
August 2006
Marc Diener |
Friendly Fire? Don't let a deal destroy your friendship. |
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
July 2007
Marc Diener |
Play Nice When making deals, it pays to mind your manners. |
Entrepreneur
October 2004
Marc Diener |
Head to Head For whatever reason, deal making often brings out the ugly side of commerce. Here's how to deal with difficult opponents. |
Entrepreneur
July 2006
Marc Diener |
Chill Out Managing your stress makes you a better deal-maker. |
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. |
Entrepreneur
May 2006
Marc Diener |
Mind Games Find out what's really going on in your opponent's head. |
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
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. |
AskMen.com
December 6, 2000
Giuseppe Strizzi |
How To: Play Poker & Win Whether you are a poker afficionado, or you just like taking money from your in-laws when they visit during the holidays, we all like to win when playing poker. In order to make sure you leave with a fatter wallet, understanding the tricks of the trade are compulsory... |
Job Journal
May 6, 2007
Marty Nemko |
Quick Fix: Bargain with Bravado Without the appearance of confidence, your negotiating skills will suffer. |
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. |
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. |
Entrepreneur
January 2006
Marc Diener |
Get the Dirt Don't be surprised if your business opponent tries to play you. Be on the lookout for these sleazy negotiation tactics. |
