Featured Article

Should salary negotiations be a laughing matter?

Thanks to the anchoring effect, joking about how much you’d like to earn could win you more money in your next job, according to new research. … Read more.

Negotiating group agreements that last

Three recent political negotiations illustrate both the challenges and the rewards of generating consensus among parties with very different views. … Read more.

How can women gain ground in the workplace?

Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women can use to overcome pay and promotion gaps at work.… Read more.
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Negotiation Research

French impressions

The French are well known for their sartorial style, but what about their negotiating style?… Read more.

When being yourself gets you the job

“Just be yourself”: It’s probably the most common advice given to job interviewees. But research suggests most people don’t follow the old cliché.… Read more.

When women “lean out” of leadership roles

Women are underrepresented in leadership roles in the workplace, holding only about 16% of executive positions in Fortune 500 companies. Facebook COO Sheryl Sandberg and others have urged women to “lean in” by competing for high-level managerial jobs and negotiating for better pay and greater responsibility. Yet substantial evidence shows that many women who try to lean in face biased hiring and promotion processes that favor men.… Read more.
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Negotiation in the News

Will Amazon’s winner be cursed?

The bidding frenzy stirred up by Amazon’s contest for its second headquarters raises the question of whether the winner will overpay for the prize. … Read more.

Making group decisions when values are at stake

President Trump’s controversial remarks have left business groups struggling to find a unified way to respond.… Read more.
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Successes & Messes

A new MLB player keeps his eye on the ball

Japanese hitting and pitching star Shohei Ohtani stayed focused on his unconventional goals during negotiations to enter American baseball—even as league rules worked against him. … Read more.

With a switch in focus, migrant activists gain ground

If you aren’t making headway with one set of partners, look around for others.… Read more.
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Ask the Expert

When Time is Not Money

Q: I have been doing a lot of business deals in the Middle East and elsewhere in Asia. With all due respect, negotiations seem to drag on and on in that part of the world. How can I negotiate effectively in this situation?… Read more.

Negotiating Upgrades

Q: My company, a large multinational, contracts with an outside vendor for some of our software infrastructure. Due to new regulatory requirements, we have asked the vendor’s team to upgrade certain features of the software. We think that we should get these upgrades for free because these enhanced features may be needed by their other clients soon. They are asking us to pay $5 million for the upgrades because they claim they don’t foresee being able to sell the upgrades to other clients...… Read more.
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