Negotiation strategies

When a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer...

Many people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a...

Get more information before you react.

It might work, but it's risky, especially for women.

Explain how you'll minimize the impact on coworkers and clients.

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...

Be methodical.

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

Identifying your style can help you get what you want.

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

As any parent can tell you, it’s hard to get kids to eat their vegetables. It’s even harder for low income parents when getting those vegetables to the table involves two bus rides after a long day standing on your feet, plus a big chunk of your paycheck. For decades, the California Department of Health […]

During high-stakes negotiations, it is vital to have a plan.

Many negotiations collapse over differences of opinion about how the future will unfold. Companies need to realize that it’s often better to bet on uncertain events than to argue about them.

During boom times, deal-making is relatively easy. A rising tide lifts all boats … and the knowledge that there are lots of opportunities out there makes some negotiators forget that the deal is a way to get value, not an end in itself. You don’t have to look as far back as the excesses of […]

Author’s note: Alistair Hanna, Michael Reopel, and Stuart Flack, all of McKinsey & Company, contributed to this article. The U.S. defense industry is struggling to reorganize itself for growth, if not for survival. The disappearance of the communist threat and the desperate need to revive the U.S. economy have taken the defense industry for a […]

The ingredients for a successful negotiation? Trust, a willingness to compromise, and open communication.

If you can create value, you have leverage.

According to a series of experiments.

PC maker Lenovo started out as a distributor of equipment made by IBM and other companies; now it has formed a joint venture with IBM and will eventually...

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...