Featured Article

Not playing at a theater near you?

In negotiation, fear of the unknown can prevent us from making needed adjustments to the status quo.… Read more.

Dealing with challenging negotiators

Three new research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior.… Read more.

Job negotiations in the Covid-19 era

The coronavirus pandemic and resulting economic crisis have shaken up nearly everyone’s working life. We asked Hannah Riley Bowles, the Roy E. Larsen Senior Lecturer in Public Policy and Management at Harvard Kennedy School, for advice on how to adapt to this uncertain time. … Read more.
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Negotiation Research

To build rapport, be a (subtle) copycat

While being deliberately mimicked for laughs is annoying (ask any parent of young kids), people actually tend to like those who subtly mimic them better than those who don’t, researchers have found. … Read more.

Reducing gender bias in hiring negotiations

No matter how strong their credentials or negotiating skills, women are less likely than men to be chosen for jobs historically held by men, such as positions in leadership, science, and engineering, past research shows. In a new study, University of Vienna assistant professor Steffen Keck and National University of Singapore visiting assistant professor Wenjie Tang found the comparisons that hiring personnel make among final candidates for a position may play a role in such discrimination. … Read more.

In price negotiations, make them happy with less

In a new study, Singapore Management University professor Michael Schaerer and his colleagues identify a promising way to improve the other party’s satisfaction even when you’re the one who claims the most value.… Read more.
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Negotiation in the News

The art of the compromise

The Hamilton film’s journey came with some memorable plot twists.… Read more.

Gambling on a better outcome

After Chicago’s mayor was unable to convince Illinois state lawmakers to approve a casino in the city, she redoubled her efforts and tried again. … Read more.
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Successes & Messes

In France, dirty tricks in a highbrow market

A cautionary tale in the staid world of rare books and manuscripts.… Read more.

At closing time, avoid “last call”

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