Negotiating skills

This one little word can dramatically shift the tone of a conversation.

Most executives know the basics of negotiation; some are spectacularly adept. Yet even experienced negotiators routinely leave money on the table, end...

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

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...

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 […]

Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other...

Techniques that can help you seal a deal may end up torpedoing the relationship when it’s time to put the deal into operation.

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

Everyday encounters can prepare you for when the stakes are high.

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

When different groups disagree over a limited resource, negotiation becomes necessary. Unfortunately, most negotiations still default to zero-sum bargaining...

It’s not just about the money.

From bargaining power to asking for more money.

Advice for leaders on how to balance multiple interests and agendas.

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

Takeaways from more than 1,000 interviews with professional and executive women of color.

Alison Wood Brooks, assistant professor at Harvard Business School, explains how feelings influence deal making. For more, read "Emotion and the Art of...

Make a compelling case for getting paid more. Then stop talking.

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...