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Unlocking cross-cultural differences in negotiation

Whether you and your negotiating partners are from “tight” or “loose” cultures can dramatically affect how your talks unfold. An understanding of this age-old cultural template can help you reach agreements that last.

Dealmaking secrets from Henry Kissinger

In their new book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, James K. Sebenius, R. Nicholas Burns, and Robert H. Mnookin offer the first cross-cutting study of Henry Kissinger’s overall approach to negotiation. Here, Sebenius shares key takeaways from the book.

Private negotiation, public auction, or both?

By carefully assessing their interests and goals, sellers can choose the right dealmaking process.

When agreements fall apart

Three recent news stories illustrate how mistakes made during negotiations can compound during the implementation stage—and how you can reach more sustainable deals.

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.

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.

Setting the right table

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

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.

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.

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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