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CIO
October 10, 2008
Diane Frank |
How to Renegotiate an Outsourcing Contract CIO tips for getting what you want from the vendor.   |
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. |
CIO
April 17, 2008 |
The Vendor Management Bible Whether you're new to vendor management or a seasoned negotiator, these expert tips can help you learn more about the process, add value to your deal with any vendor and put you in the driver's seat. |
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
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. |
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. |
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. |
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. |
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
May 2007
Marc Diener |
Turn the Tables Do you hate to negotiate? It's time to learn to love it. |
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. |
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 . |
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
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
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
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. |
CIO
July 1, 2001
Meridith Levinson |
Vet Your Vendor The software industry is unstable. The economy is shaky. And your software company could be sold or go broke tomorrow. That's why you need the knowledge and tools to analyze and evaluate present and potential software vendors... |
AskMen.com
Jason Epstein |
Killer Negotiation Tactics 10 killer negotiation tactics you can use in any situation. |
Entrepreneur
October 2007
Gwen Moran |
Get Ready Send your sales force on its merry way without training and support, and you could be taking a hit in the revenue. |
Entrepreneur
October 2006
Marc Diener |
Break it Up Know when you should walk away from a negotiation. |
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. |
CIO
February 27, 2009
Diane Frank |
Sounding Board: Global Sourcing Management Global sourcing is becoming standard operating procedure for many companies. That's why you need to do a better job of vendor management. |
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
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. |
Commercial Investment Real Estate
Mar/Apr 2011
Johnson & Mahoney |
Negotiating With the GSA GSA realty specialists identify issues open for discussion. |
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
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. |
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. |
CIO
December 23, 2008
Mark Grossman |
Vendor Management: How to Negotiate Contracts Don't accept "standard" vendor contracts until you weigh the risk and potential costs. These tips will help you negotiate contracts that offer protection to you - the purchaser - as well as the vendor. |
HBS Working Knowledge
January 26, 2004
Deborah M. Kolb |
Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab. |
CIO
November 1, 2003
Elana Varon |
Getting the Best from Your Vendors (What Really Works) It may be tempting to squeeze vendors for every dollar. But research shows that lowball tactics eventually boomerang into poor service and support. |
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. |
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. |
CIO
February 1, 2004
Gregoire & Urwiler |
Sweet Deals or Bitter Meals? Should you agree to be a poster reference in return for preferential treatment? Two CIOs take opposing sides in this ongoing debate. |
Job Journal
November 2, 2003
Bob Rosner |
Be a Better Bargainer Simple strategies can make you a great deal happier at work. |
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. |
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. |
Entrepreneur
May 2004
Marc Diener |
Keep 'Em Coming A deal that goes smoothly just might lead to future opportunities. Here's how to pave the way. |
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. |
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. |
CIO
April 15, 2002
Meridith Levinson |
The Art of the Shmooze Four case studies for IT executives on how to influence their peers when planning and implementing IT projects... |
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. |
Inc.
March 1, 2010 |
How to Negotiate a Contract With a Big Client What you push for in your contract negotiation |
