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Research: Negotiating Is Unlikely to Jeopardize Your Job Offer
Communication Digital ArticleA series of seven studies found that candidates have more power than they assume. -
Emotion and the Art of Negotiation
Emotional intelligence Magazine ArticleHow to use your feelings to your advantage -
These Strategies Will Help You Influence How Decisions Get Made
Organizational decision making Digital ArticleNegotiators who understand the most common decision rules — majority rule, chair-decides, and consensus — are more likely to get their way. -
The One-Minute Trick to Negotiating Like a Boss
Managing yourself Digital ArticleFocus on what you have to gain rather than what you have to lose. -
Negotiating with Third World Governments
Cross-cultural management Magazine ArticleBecause 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 […] -
Are You Ready for Some Football?
Strategy & Execution Digital ArticleWith 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... -
6 Pitching Techniques to Use When Budgets Are Tight
Persuasion Digital ArticleHow to persuade a client or senior executive to spend their limited resources. -
Don’t Underestimate Your Influence at Work
Managing yourself Digital ArticleHow to recognize the influence you already have — and wield it more effectively. -
The Most Overused Negotiating Tactic Is Threatening to Walk Away
Negotiation strategies Digital ArticleFocus on what you’ll both gain from making a deal. -
How to Negotiate with Powerful Suppliers
Technology & Operations Magazine ArticleIn 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... -
We Often Overlook Opportunities to Negotiate
Gender Digital ArticleEveryday encounters can prepare you for when the stakes are high. -
Getting Past Yes: Negotiating as if Implementation Mattered
Business communication Magazine ArticleTechniques that can help you seal a deal may end up torpedoing the relationship when it’s time to put the deal into operation. -
Making the Case for the Resources Your Team Needs
Communication Digital ArticleSix strategies to help you persuade leadership to give your team more tools, personnel, or funds. -
When to Make Private News Public (Commentary for HBR Case Study)
Organizational Development Magazine ArticleBetsy 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... -
Negotiating with Clients You Can’t Afford to Lose
Negotiation strategies Digital ArticleRemember that they need you too. -
When to Make Private News Public (HBR Case Study and Commentary)
Organizational Development Magazine ArticleBetsy 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... -
So Your Boss Refused to Give You a Raise
Managing yourself Digital ArticleFive tips to turn it into an opportunity for development. -
Overcome Your Reluctance and Start Negotiating Your Salary
Compensation and benefits Digital ArticleThe three most common excuses. -
Negotiation Lessons from the British Hostage Release
Communication Digital ArticleThis Conversation Starter comes from Joshua N. Weiss, Associate Director of the Global Negotiation Project at Harvard Law School. The views expressed... -
Rethinking Negotiation
Negotiation strategies Magazine ArticleA smarter way to split the pie
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Order out of Chaos: Win Every Negotiation, Thrive in Adversity, and Become a World-Class Communicator
Management Book30.00View Details Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be. As one of the world's most experienced kidnap-for-ransom... -
The kitchen purchase: Briefing for sellers: Mr and Mrs Hase
Sales & Marketing Case Study11.95View Details "The kitchen purchase" is a simulation of bargaining over the price of a fitted kitchen. The case study consists of a briefing for the sellers (the Hase... -
Double Career Negotiation (B): Confidential Instructions for the Medical Doctor
Leadership & Managing People Case Study8.95View Details Supplement to case IN1225. A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away... -
HBR Working Dads Collection (6 Books)
125.00View Details Everything you need to have a successful career and be the dad you want to be. Finally, we've moved past the days when providing for your family meant... -
HBR's 10 Must Reads on Trust (with bonus article "Begin with Trust" by Frances X. Frei and Anne Morriss)
24.95View Details Business success begins with trust. Trust is the basis for all that we do as leaders and as organizations. Employees who trust their employers are more... -
Creative Conflict: A Practical Guide for Business Negotiators
30.00View Details Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this... -
Sales Management Success: How to Empower Your Team to Drive Sales
Sales & Marketing Special Offer100.00View Details Your sales force isn't just a group of people. It's an engine that can propel your organization toward better results, bigger profits and greater success.... -
Smarter Collaboration: A New Approach to Breaking Down Barriers and Transforming Work
30.00View Details We need a new approach for solving tough problems in a complex world--we need to collaborate smarter. Market volatility. Sustainability demands. Hybrid... -
HBR's 10 Must Reads on Communication, Vol. 2 (Paperback + Ebook)
Communication Special Offer34.95View Details Is your message getting through? The right communication tactics can motivate your people--and fuel your business. Get more of the ideas you want, from... -
Managing Teams in the Hybrid Age: The HBR Guides Collection (8 Books)
Management Book160.00View Details Lead your hybrid team to success. The strictly nine-to-five office routine no longer exists, and you may be managing a team that works in several different... -
Next-Level Negotiating (HBR Women at Work Series)
Communication Book24.95View Details Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your... -
Shahana Patel
Leadership & Managing People Case Study11.95View Details Shahana had just received a job offer from a trendy global startup in India, but she was getting married in five months and wanted to negotiate for a... -
HBR's 10 Must Reads on Trust (Paperback + Ebook)
Management Special Offer34.95View Details Business success begins with trust. Trust is the basis for all that we do as leaders and as organizations. Employees who trust their employers are more... -
Negotiation Analysis: An Introduction
Leadership & Managing People Case Study8.95View Details Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation,... -
HBR's 10 Must Reads for Mid-Level Managers (with bonus article "Managers Can't Do It All" by Diane Gherson and Lynda Gratton)
24.95View Details Collaborator. Communicator. Connector. Coach. As a mid-level manager, you're being tasked with more than ever before. You're expected to lead innovation,... -
John Branca: Negotiating Michael Jackson's Thriller (A)
Sales & Marketing Case Study11.95View Details John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests... -
HBR's 10 Must Reads for Sales and Marketing Collection (5 Books)
Sales & Marketing Book115.00View Details Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers. In today's economy, companies are fighting... -
Dirty Stuff II, Confidential Instructions for the Consumer Negotiator
Sales & Marketing Case Study5.00View Details Confidential Instructions for the Consumer Negotiator Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community,...
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Research: Negotiating Is Unlikely to Jeopardize Your Job Offer
Communication Digital ArticleA series of seven studies found that candidates have more power than they assume. -
Emotion and the Art of Negotiation
Emotional intelligence Magazine ArticleHow to use your feelings to your advantage -
Harvard Business Review, January/February 2021
Leadership & Managing People Magazine Issue19.95View Details Harvard Business Review publishes new and authoritative ideas for improving the practice of management. Written by leading business thinkers and executives,... -
These Strategies Will Help You Influence How Decisions Get Made
Organizational decision making Digital ArticleNegotiators who understand the most common decision rules — majority rule, chair-decides, and consensus — are more likely to get their way. -
The One-Minute Trick to Negotiating Like a Boss
Managing yourself Digital ArticleFocus on what you have to gain rather than what you have to lose. -
Negotiating with Third World Governments
Cross-cultural management Magazine ArticleBecause 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 […] -
Order out of Chaos: Win Every Negotiation, Thrive in Adversity, and Become a World-Class Communicator
Management Book30.00View Details Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be. As one of the world's most experienced kidnap-for-ransom... -
The kitchen purchase: Briefing for sellers: Mr and Mrs Hase
Sales & Marketing Case Study11.95View Details "The kitchen purchase" is a simulation of bargaining over the price of a fitted kitchen. The case study consists of a briefing for the sellers (the Hase... -
Double Career Negotiation (B): Confidential Instructions for the Medical Doctor
Leadership & Managing People Case Study8.95View Details Supplement to case IN1225. A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away... -
Are You Ready for Some Football?
Strategy & Execution Digital ArticleWith 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...
