Featured Article

Negotiating for greater equity and diversity in the workplace

Increasingly in organizations, business negotiators are looking for ways to give less powerful parties a boost. … Read more.

Trends in M&A negotiations

Guhan Subramanian, the Joseph H. Flom Professor of Law and Business at Harvard Law School and the H. Douglas Weaver Professor of Business Law at Harvard Business School, updates us on negotiations in the high-flying world of mergers and acquisitions.… Read more.

Carrots and sticks: Use both to get the “issue mix” right

The more issues you include in your negotiation, the greater your odds of reaching an agreement that’s good for both sides—but the discussion needs to be expanded with care. … Read more.
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Negotiation Research

“Twinning” at negotiation: Using similarities to measure our differences

We might hope that when we adopt negotiation best practices—such as spending lots of time preparing and asking questions at the table—we would achieve consistently strong results in our negotiations. Yet as most of us have experienced, our outcomes and personal satisfaction can vary a great deal from one negotiation to the next. Why? … Read more.

For a power boost, offer advice

In negotiation, we gain power from strong alternatives, a powerful role, or our particular talents and skills. What if we lack power in a particular negotiation? We may be able to do well nonetheless if we merely feel powerful, research suggests.… Read more.

In negotiations with friends, it may pay to lower your expectations

Negotiations between friends and others in a close relationship are notoriously inefficient, research shows.… Read more.
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Negotiation in the News

Order in the Senate, with the help of a simple tool

With the government on the brink of a shutdown on January 19 due to the Senate’s inability to agree on a spending bill, about 17 centrist Democratic and Republican senators crowded into the Capitol Hill office of Republican senator Susan Collins of Maine. But their common goal—negotiating a deal to end the shutdown—was reportedly thwarted by a cacophony of voices.… Read more.

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.
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Successes & Messes

What happened when Mark Wahlberg asked for more

On January 8, the news broke that actress Michelle Williams had been paid only about $80 per day, just above the union minimum, for 10 days of reshoots on All the Money in the World—and that her costar, Mark Wahlberg, had received about $1.5 million more than she had for his own reshoots. … Read more.

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.
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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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