Negotiating skills

Researchers found that tapering your offer - making smaller concessions each round - yields the most value in the end.

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

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.

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...

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...

You know how to hammer out the terms of an economic contract—but what about the social contract?

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

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...

Adam Baker is a promising young COO at Straus Event Specialists and the protege of CEO Merwyn Straus, who acquired him along with his failed company,...

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

Five tips to turn it into an opportunity for development.

With the new collective bargaining agreement (CBA) in the bag, the lock-out finished, and the NFL season ready to start uninterrupted, it is worth asking...

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

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

You may have wondered how to say no to a not-so-great request from your boss. Here's how.

Move from a combative mindset toward a collaborative one.

A framework for assessing your strategic options

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

Five strategies for having an effective and empathetic conversation.