Featured Article

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.
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Preparing for the worst in business negotiations

In the #MeToo era, entertainment companies are pushing for broad morality clauses in their employment contracts—and raising the larger question of how to manage risk in negotiation.
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In negotiation, communication style matters

Is it better to appear warm or tough in negotiation? Harvard Business School professor Francesca Gino, author of the forthcoming book Rebel Talent: Why It Pays to Break the Rules in Work and in Life, answers this persistent question.
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In team negotiations, should you divide and conquer?

Renewed negotiations between North and South Korea are raising concerns for the United States—and drawing attention to an age-old bargaining strategy.
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In the room where it happened: A tale of two meetings

A pair of conversations on immigration at the White House swung from collaboration to controversy, highlighting the rewards and the risks of negotiating with top leaders.
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How leaders negotiate to hang on to leadership

As a leader, you should constantly engage in alliance maintenance, communicating frequently with supporters and moving quickly to deal with any sign of possible defection among directors, officers, and key employees on whom you depend for support.
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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.
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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.
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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.
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Got issues? In negotiation, the more, the better

Adding multiple issues to the discussion can complicate a negotiation—but that’s not a bad thing.
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