Negotiating skills

The author, a professor of negotiation at Harvard Business School, offers 15 specific pieces of advice for job candidates: (1) Don't underestimate the...

In many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem...

How to persuade a client or senior executive to spend their limited resources.

Negotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during...

Your salary shouldn't be the only thing on the negotiating table.

High-stakes deal making is fraught with feeling. Should we really ignore that?

You can’t always control your first reaction — but you can manage your second.

Six strategies to help you persuade leadership to give your team more tools, personnel, or funds.

How sad to hear the news that Jeanne-Claude, the feisty collaborator and companion to artist Christo, has died. I had the chance to meet the couple just...

Betsy Sugarman, a rising star in a biotech company, finds out that she is pregnant. This is good news for her, but bad timing for her career. She has...

Because of growing commitments of their companies in developing countries, large numbers of American and European managers have entered negotiations with government officials in Asia, Africa, and Latin America. Also, with emerging nationalism, these negotiations have become increasingly frustrating. Sometimes misunderstandings have been so great that they have led to a breakdown in negotiations that […]

Focus on what you'll both gain from making a deal.

For decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created...

New research shows a link between lunch and profitable negotiations.

The other day I had coffee with a friend who was complaining about her company's ability to innovate. "That iteration-itis post you wrote really hit home,"...

How to recognize the influence you already have - and wield it more effectively.

When you're seeking to advance your career--by joining a different company or moving into a new role with your current employer--it's important to think...

The three most common excuses.

Being too helpful may end up hurting your career progress. Here’s how to set some boundaries.

The Writers' Guild of America (WGA) strike is now behind us, and new episodes of our favorite shows are once again in production. Given the tremendous...