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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 2002
Keith H. Hammonds |
The Strategy of the Fighter Pilot Business is a dogfight. Your job as a leader: Outmaneuver the competition, respond decisively to fast-changing conditions, and defeat your rivals. That's why the OODA loop, the brainchild of a fighter pilot, is one of today's most important ideas in battle or in business... |
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
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. |
CIO
March 1, 2001
Christopher Hoenig |
Fog Cutter Uncertain times pose a defining test for any leader... |
Parameters
Summer 2006
David W. Barno |
Challenges in Fighting a Global Insurgency Strategy in a global counterinsurgency requires a new level of thinking. A world of irregular threats and asymmetrical warfare demands that we Americans broaden our thinking beyond the norms of traditional military action once sufficient to win our wars. |
Sports Central
September 19, 2012
Mike Chen |
Why the NHL Lockout is the Same, But Different Whatever cliche you'd like to apply, the NHL's once again in a lockout after many years of shiny NHL press releases claiming record-breaking revenue. |
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
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. |
Sports Central
July 5, 2012
Mike Chen |
The Issues Behind the NHL's CBA The NHL and NHLPA have started negotiations for the upcoming CBA (the current one expires on September 15). Here's a primer on some of the key sticking points from both sides. |
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. |
Parameters
November 2004 |
Commentary & Reply Technology and the Yom Kippur War... More on "Attrition" -- Maneuver, Theory, and Strategy... etc. |
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. |
Parameters
Autumn 2006
Michael R. Melillo |
Outfitting a Big-War Military with Small-War Capabilities Unfortunately, it took the tragedy of 9/11 and the challenges posed by an adaptive enemy for the U.S. to realize it was not prepared to fight war on terms other than its own choosing. |
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. |
Parameters
Summer 2005
Pierre Lessard |
Campaign Design for Winning the War . . . and the Peace The current Western interpretation of campaign design must reunite with its strategic roots of ends and means in its quest to seek ways of winning both the war and the peace in the post-9/11 era. |
Parameters
Winter 2003/2004
Donald Chisholm |
The Risk of Optimism in the Conduct of War The Rapid Dominance approach to warfare can be appealing to a country like the U.S. that has technological advantages, but it requires an optimistic view on one's ability to manipulate the will of adversaries. |
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. |
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. |
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
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. |
Sports Central
July 7, 2005
Eric Poole |
Unconditional Surrender The NHL Players' Association may be close to settling for less. With popularity reduced, league officials consider sweeping changes. |
Parameters
Spring 2005
Kenneth Payne |
The Media as an Instrument of War The media, in the modern era, are indisputably an instrument of war. This is because winning modern wars is as much dependent on carrying domestic and international public opinion as it is on defeating the enemy on the battlefield. |
Entrepreneur
October 2003
Marc Diener |
Nothing Personal Winning at negotiation means learning what to bring to the table -- and what to leave at home. |
Parameters
Summer 2004
Ralph Peters |
In Praise of Attrition There is no shame in calling reality by its proper name. We are fighting, and will fight, wars of attrition. |
AskMen.com
September 30, 2012
Joffrey Lupul |
NHL Lockout 2012 The thing that is frustrating for us as players is this is the third time (second of my career) the players have been locked out by Gary Bettman and the owners. |
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. |
Sports Central
February 8, 2004
Mike Chen |
A New World Order When the Anaheim Mighty Ducks elected to not qualify Paul Kariya, they made a statement that no player, not even their franchise leader and longtime captain, was worth over $9 million dollars in the NHL's looming new economic landscape. |
Military & Aerospace Electronics
October 2004
John Keller |
Military transformation: beyond the buzzwords Military transformation is drowning in hyperbole that would have us believe that this new approach represents a reinvention of warfare itself. It doesn't. Warfare is essentially the same today as it was more than 3,000 years ago -- find and defeat the enemy, or be destroyed yourself. |
| AskMen.com |
Alexei Yashin . . . captain of New York The New York Islanders' team captain discusses the National Hockey League's new collective bargaining agreement, new rules, and Sidney Crosby -- billed as hockey's "next Wayne Gretzky." |
CFO
September 1, 2004
Joseph McCafferty |
Hockey Fight A brawl over accounting -- not a salary cap -- could give the National Hockey League a black eye. But worse, will it cancel the 2004-2005 season? |
HBS Working Knowledge
January 26, 2004
Deborah M. Kolb |
Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab. |
Sports Central
February 19, 2005
Greg Wyshynski |
The Bright Side of Armageddon I was wrong about the National Hockey League lockout. That's a hard pill for me to swallow, because I was convinced that this was all for the best |
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. |
Parameters
Winter 2003/2004
Richard D. Hooker, Jr. |
Soldiers of the State: Reconsidering American Civil-Military Relations Far from overstepping its bounds, America's military operates comfortably within constitutional notions of separated powers, participating appropriately in defense and national security policymaking with due deference to the principle of civilian control. |
Parameters
Summer 2005
R. D. Hooker |
Beyond Vom Kriege: The Character and Conduct of Modern War While the methods used to wage war are constantly evolving, the nature and character of war remain deeply and unchangeably rooted in the nature of man. |
IndustryWeek
October 21, 2009 |
Dealing With Contract Risks Negotiating a good deal is an essential aspect of procurement, but it's easy to oversimplify negotiations as only a matter of getting the best price from a supplier. |
Sports Central
June 4, 2005
Greg Wyshynski |
The Never-Ending Hockey Story I know the lockout is going to end because, alas, all things must end. If there isn't a settlement, the NHL might just fold. |
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. |
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
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
March 8, 2010 |
Sharpening Your Skills: Successful Negotiation Recent research from Harvard Business School looks at important factors to consider before sitting down at the bargaining table. |
BusinessWeek
February 10, 2011 |
Hard Choices: The NHL's Gary Bettman As the National Football League begins labor negotiations, the National Hockey League commissioner recalls his last lockout |
BusinessWeek
November 1, 2004
Mark Hyman |
An Entire Season in the Penalty Box? As incredible as it seems for a league that sells 90% of available tickets and last season generated revenues of $2.1 billion, the National Hockey League may sit this season out. Who blinks first in negotiations between the owners and the union will depend on willpower and finances. |
BusinessWeek
November 1, 2004
Jay Greene |
How This Diehard Fan Would Fix Hockey The sad truth of the lockout is that for the vast majority of American sports enthusiasts, it doesn't much matter. The National Hockey League may well lose the entire 2004-05 season, and most sports fans in this country won't even notice. |
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
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
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. |
National Defense
December 2009
Lawrence P. Farrell Jr. |
Before War Strategy Is Settled, Political Aims Must Be Defined Amid uncertainty and unease about the future of the U.S. military in Afghanistan, the importance of clear political objectives can't be overstated. |
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. |
