Featured Article

To narrow the wage gap, take a wider view

In the United States, the gender wage gap for full-time workers amounts to women earning about 80 cents on the dollar as compared to men; similar or greater disparities can be found across the globe. Hannah Riley Bowles, the Roy E. Larsen Senior Lecturer in Public Policy and Management at Harvard Kennedy School, and a leading researcher on gender and negotiation, explains why salary negotiations are only part of the story. … Read more.

For Amazon in the Big Apple, no carrots required

A year after scuttling its controversial HQ2 deal with New York, the retailer makes a bold return to the city. … Read more.

Set yourself up to make better choices

The process of comparing offers and options in negotiation can be anxiety-provoking in the moment and regret-inducing after the fact. Here’s how to avoid common decision-making traps. … Read more.
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Negotiation Research

Not taking no for an answer

Have you ever done business with a negotiator who just won’t stop asking for more? A sense of entitlement may be to blame, Lukas Neville of the University of Manitoba in Winnipeg, and Glenda M. Fisk of Queen’s University in Kingston, Ontario, found in a new study. … Read more.

When men are—and aren’t—more likely to negotiate than women

Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year.… Read more.

Too guilty to compete?

Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran is the first to examine whether feeling guilty affects our competitive drive.… Read more.
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Negotiation in the News

Scrutinizing a win-win deal

Although President Trump’s renegotiated NAFTA met many of their goals on trade, congressional Democrats were conflicted about whether to support it.… Read more.

When “mini-deals” are the easy way out

With numerous complex negotiations failing to pan out, President Trump has been reaching narrow trade deals to score short-term political victories—at the risk of long-term success. … Read more.
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Successes & Messes

At closing time, avoid “last call”

Feeling powerless? Take a page from the owner of a beloved New York tavern.… Read more.

Sending a strong message on trade

By combining a credible threat with a willingness to negotiate collaboratively, the Trump administration prompted global postal reforms.… 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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