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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
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. |
Chemistry World
January 20, 2010
Phil Taylor |
Screw tightens on pay-for-delay drug deals Scrutiny of the tactics used by pharmaceutical companies to delay the entry of generics onto the market is rising on both sides of the Atlantic amid claims that the practice is costing consumers billions every year. |
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
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
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. |
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. |
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
May 29, 2006
Lawrence Susskind |
Why Technology Negotiations Are Different You can anticipate four specific problems to crop up more often in technology negotiations. |
Global Services
January 24, 2008 |
Negotiating Service Deals with Equity Services transactions with an equity component are complicated and are associated with a wide range of risks factors. However, they can create positive financial returns if structured carefully. Here are a few guidelines on how to structure such transaction agreements. |
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. |
The Motley Fool
April 25, 2006
Brian Gorman |
Pharma Plays With Fire Drugmakers' short-term gain could lead to long-term pain. |
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. |
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. |
Commercial Investment Real Estate
Nov/Dec 2010
Cara Lowe |
Business Breakups Preparation pays off when partnerships dissolve. |
Pharmaceutical Executive
March 1, 2012
B. Brett Heavner |
Judging a Pill by its Cover Pharmaceutical trade dress is an effective marketing tool that helps boost product recognition for consumers. It's worth protecting. |
Chemistry World
July 10, 2009
Sarah Houlton |
Branded drugs' competition-free days numbered Authorities in the US and Europe are to look carefully at the tactics pharmaceutical firms use to delay competition from generic versions of their branded drugs. |
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. |
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... |
The Motley Fool
June 25, 2009
Brian Orelli |
Loss of a Settlement Option Earlier this month the Federal Trade Commission came out with a report arguing for limited patent protection for drugs made by biotech companies. Now it's ratcheting up its complaints about pharmaceutical and generic-drug companies as well. |
BusinessWeek
June 24, 2010
Bliss & Decker |
Ending the Silence of Generic Drugmakers The FTC says drugmakers are paying generic rivals not to compete. |
Pharmaceutical Executive
December 1, 2012
Hager & Temme |
Germany's Price Reform Revolution At two years and counting, what's the secret of success in negotiating pricing under the new Act on Reform of the Market for Pharmaceutical Products legislation? |
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. |
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. |
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. |
InternetNews
January 9, 2004
Roy Mark |
FTC Wins Judgment Against Net Auction Scammers Court bars two Chicago area residents from participating in Web auctions and orders more than $90,000 in consumer redress. |
HBS Working Knowledge
January 26, 2004
Deborah M. Kolb |
Keeping Your Cool in Negotiations Tips for deflecting the other side's power grab. |
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. |
InternetNews
February 5, 2007
Roy Mark |
FTC Imposes DRAM Royalty Rates on Rambus The Federal Trade Commission today set the maximum royalty that rate chipmaker Rambus can collect for its dynamic random access memory products. |
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. |
AskMen.com
Jim Thomas |
Negotiate To Win In this excerpt from Negotiate to Win, Jim Thomas outlines the importance of creating win-win negotiations instead of win-lose ones. |
Information Today
January 14, 2013
George H. Pike |
Google Reaches Settlements With FTC Over Search, Patent Practices On Jan. 3, 2013, the U.S. Federal Trade Commission and Google reached a series of agreements that closed the FTC's investigation into several of Google's business practices, in return for Google's agreement to modify those practices. |
InternetNews
October 5, 2006
Clint Boulton |
FTC Cracks Down on Internet Pretexter The Federal Trade Commission made it clear today that it won't tolerate any pretexting, barring an online business from advertising and selling consumers' phone and credit card account records to third parties. |
