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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
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
October 26, 2009
Julia Hanna |
The New Deal: Negotiauctions In a negotiauction, the rules are never perfectly pinned down, which creates both opportunities and challenges. |
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. |
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
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
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. |
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
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
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. |
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. |
Financial Planning
June 1, 2005
David Grau |
An Overlooked Legacy As much as buying or selling a financial advisory practice is about change, continuity is critical. That means keeping systems, processes, and clients in place. |
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. |
