Featured Article

New advice for entrepreneurs

Getting an idea or innovation off the ground as an entrepreneur takes strong negotiation skills. Yet, in their new book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short.
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Negotiation power plays

When we’re lacking objective sources of power, we can improve our outcomes through certain types of thoughts and behavior at the bargaining table, new research shows.
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Setting the right table

Position your organization for successful negotiations by carefully considering who should be present and where you should meet.
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Debiasing job negotiations

In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. Harvard Kennedy School professor Iris Bohnet overviews steps professionals can take to promote wiser, more equitable hiring negotiations.
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For sellers, staying mum on price can offer hidden advantages

Although it’s often wise to anchor buyers with an ambitious price, the luxury real-estate market suggests times when it may pay to sit tight and wait for an offer.
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To text or not to text? These days, there’s no question

Texting is becoming a ubiquitous mode of communication in business negotiations. An expert on the topic offers best practices for incorporating texts into our dealmaking.
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Deflated by your deal? Get them back to the table

Convincing a counterpart to renegotiate a deal that’s not working in your favor isn’t easy. President Trump is using threats to redo U.S. trade deals, but they aren’t the only option.
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Rebel negotiation

In her new book, Rebel Talent: Why It Pays to Break the Rules at Work and in Life, Francesca Gino argues that a healthy dose of rebellion can deepen our engagement and help us meet our most important goals. We asked Gino a few questions about how some of the core principles of rebel talent can improve our outcomes in negotiation.
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The “door in the face” technique: Will it backfire?

If detected, the persuasion strategy could be less effective over time than you’d like.
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Fostering constructive conflict in teams

According to President Trump, nurturing conflict promotes better decisions. But how can leaders and negotiators disagree without dissolving into dysfunction and strife?
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