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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
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. |
Managed Care
May 2004 |
Fed Takeover of Insurance Regs of Minor Concern to Health Plans A recent congressional proposal to create a council that would oversee insurance nationally would affect health insurers, but mostly in the areas of long-term care and disability, according to one expert. |
CRM
February 8, 2013
Dustin Sapp |
Are Your Sales Proposals Working? In today's fast-paced business and technology landscape, the most important question to ask is whether your sales process is working. Here are six tips for evaluating your sales process. |
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. |
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
May 29, 2006
Lawrence Susskind |
Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology negotiations. |
Commercial Investment Real Estate
Nov/Dec 2012
John Culbertson |
Negotiate to Win Hard work is the secret to closing a deal. |
CIO
March 1, 2002
Danielle Dunne |
How to communicate what's on your mind In most high-level strategic interactions, it is just as important to get the communication process flowing as it is to get the right answer, says Richard Shell, academic director of the Wharton Executive Negotiation Workshop... |
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. |
CRM
January 21, 2005
Jason Compton |
Driving Quality Into the Proposal Process Reynolds & Reynolds built uniformity into its sales approach to improve productivity and results. |
