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Commercial Investment Real Estate Nov/Dec 2009 Lynn & Greene	The Auction Advantage Accelerated marketing gains traction in today's troubled market.
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.
Financial Advisor August 2007 Gail Liberman	Saying Good-Bye To Your Property Should you consider recommending a real estate auction for your financial advisory client who is having trouble selling a home? And what other options are available if a client's property isn't moving?
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 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.
CFO April 1, 2003 Edward Teach	Art of the Auction Soliciting bids is an effective way to sell a business -- but review your strategy first.
Commercial Investment Real Estate Nov/Dec 2009 Lynn & Greene	How Do Auction Sales Work? Here are some of the points that define the auction process and make auctions a popular alternative in today's uncertain market.
U.S. Banker December 2001 Davis & Rosenbloom	Now Could Be the Time to Sell The right moves taken today can help banks get the best deal for themselves, their equity holders and their employees...
This Old House Roseann Henry	New House on the Block Forget comic books and collectibles -- the latest rage in the online auction world is real estate.
Financial Planning April 1, 2005 David Grau	Make Them Say Yes Once they have found the right practice to buy, financial advisers should follow these steps to make sure they get noticed in a seller's market.
Commercial Investment Real Estate May/Jun 2003 Steven L. Good	The Auction Alternative Discover how the bidding process can generate profitable deals.
PC World June 1, 2000 Gregg Keizer	Hammer Time! Excess inventory, limited local markets, modest advertising budgets... Small businesses face a tough challenge in any market--and in today's go-go economy, the competition is even rougher. Luckily, help awaits just around the corner, in the form of online auctions. Sure, hobbyists and junk addicts love them, but online auctions can also open doors for businesses of many sizes.
Commercial Investment Real Estate May/Jun 2008 Jennifer D. Sherrill	Making the Corporate Cut There are special considerations that real estate professionals need to know to secure corporate business and making sure that corporate clients' unique real estate needs are understood, appreciated, and addressed.
Commercial Investment Real Estate Jan/Feb 2010 Usow & Newburn	Loan to Own Seller financing attracts potential buyers in a constrained market.
The Motley Fool March 26, 2007 Mary Dalrymple	Buyer and Seller Beware Online auction fraud outranks all other Internet complaints. In general, most people who trade on online auction sites are trustworthy, but be on the lookout for the exceptions by heeding these cautions from the FBI and the FTC.
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.
Inc. March 1, 2002 Jane Saladof MacNeil	Best of the Net: Beyond eBay Looking to equip your office with used or surplus gear? Online auction sites can help...
CFO December 1, 2007 Alix Stuart	Not-So-Small Talk Whether it's giving a wink and a nod, telling a story, or simply being philosophically flexible about how to get a deal done, CFOs would do well to pay attention to the niceties of negotiation.
Financial Planning February 1, 2005 David Grau	Research Assignment When buying or selling a financial advisory firm, due diligence may be the most important thing you do before signing on the dotted line.
CIO June 1, 2003 Mohanbir Sawhney	Forward Thinking About Reverse Auctions It's easy to overestimate the value of this online procurement tool.
Financial Advisor August 2004 David J. Drucker	The New Way to Growth: Buying Another Practice Catching the seller's eye: The key to getting the seller's attention and convincing him to choose you to buy his practice isn't slick marketing that covers up inexperience or lack of capacity.
Food Processing August 2010 Bob Sperber	Food Plants Using Auctions More Often to Buy and Sell Assets Surplus and used equipment -- from both dealers and auctioneers -- offer benefits to both buyers and sellers in a tight market.
Entrepreneur October 2004 Crystal Detamore-Rodman	An Acquired Taste Before you buy that business you're craving, consider seller financing to sweeten the deal. It not only gives you additional comfort, but also some protections and advantages that you otherwise might not have.
AskMen.com Michael Estrin	5 Things You Didn't Know You Could Buy At Auction Auctions are not only for fancy works of art and antiques, the truth is that just about anything can be sold at these events. Here's a list of things you can save big bucks on at auction.
HBS Working Knowledge February 28, 2005 Sara Grant	Amazon, eBay and the Bidding Wars "Sniping" is a popular way of winning a bid in the world of online auctions. But it isn't a universal strategy for success, says Harvard professor Alvin Roth, who takes a look at how bidding rules change the way the game is played.
HBS Working Knowledge March 7, 2007 Sarah Jane Gilbert	How Do You Value a "Free" Customer? In multi-sided markets, some customers contribute to a company's bottom line directly while others contribute indirect benefits, which are more difficult to calculate.
Commercial Investment Real Estate Jan/Feb 2011 Joe Tang	The Auction Option Auctions now are accepted by both buyers and sellers as a viable means of completing transactions. Furthermore, conducting an auction online versus on site allows brokers to maximize efficiency, tap into a limitless buyer pool, and offer buyers full transparency.
Investment Advisor October 2005 Grau & Grable	The Wisdom of the Crowd Yes, buyers are paying more for financial advisory practices. But we can learn much from these wise buyers.
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.
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 October 18, 2006 Roger Thompson	New at the Helm: A Talk with HBS Dean Light Harvard Business School Dean Jay Light discusses the opportunities brought by globalism, challenges in recruiting and developing faculty, and program innovation needed to meet the needs of 21st-century business leaders.
The Motley Fool November 23, 2004	The Scoop on Buyer Brokers When buying a home, hire someone who works for you.
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.
The Motley Fool January 12, 2007 Dan Caplinger	Buying Treasuries Direct You can buy bonds commission-free from the federal government.
HBS Working Knowledge February 28, 2005 Manda Salls	How to Harness Auction Fever Harvard assistant professor Deepak Malhotra talks about the phenomena of "auction fever" in which bidders are driven to win at irrational costs.
The Motley Fool January 28, 2004 Dayana Yochim	Don't Blame eBay Auction-related Internet fraud is everywhere. But it's not necessarily the auctioneer's fault.
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.
Investment Advisor October 2006 Mark Tibergien	The ABCs of IOUs When selling to an insider, financial advisory practice owners have more options than they realize.
Inc. May 2007 Max Chafkin	Reverse Auctions A supplier's survival guide to reverse auctions.
Financial Planning May 1, 2005 David Grau	Deal Breakers What are the problems that derail purchases of financial advisory practices, and how can you avoid them.
Financial Advisor September 2004 David J. Drucker	The New Path To Growth: Buying Another Practice After winning the bid for a financial practice, here's how to successfully transition client relationships to maintain the maximum possible client retention rate.
Commercial Investment Real Estate Mar/Apr 2007 Michael S. Weiner	A Good Clause Landlords, tenants, and real estate buyers and sellers would be well-advised to pay particular attention to force majeure language to protect from natural and human disasters.
InternetNews April 15, 2009 Michelle Megna	eBay to Referee Customer Disputes eBay's new dispute resolution process may anger sellers over refund reimbursement clause.
Commercial Investment Real Estate Jan/Feb 2007 Good & Lynn	The eBay Effect Technology helps increase the audience for commercial real estate auctions.
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.
AskMen.com Jim Bauer	How To: Sell Stuff On eBay Whether you're unloading the junk in your attic or trying to expand your business, here are some tips on how to sell your stuff on eBay.
Financial Planning June 1, 2006 David Grau	Taking Your Value to the Bank You found the perfect buyer for your financial services practice, got your price and you're retiring. How do you make sure the buyer pays as promised?
The Motley Fool February 20, 2007 Dan Caplinger	Bid for Better Savings CD auctions bring the appeal of online auctions to investing. If you recognize what rates you can get at other banks and don't let the auction format affect your judgment, CD auctions are a no-lose proposition for investors.
Investment Advisor March 2008 Natan & Rudolph	Three Moves Ahead When your client is ready to sell his business, will you be prepared for this liquidity event, pre-and post-sale?
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.