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.
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.
If detected, the persuasion strategy could be less effective over time than you’d like.
According to President Trump, nurturing conflict promotes better decisions. But how can leaders and negotiators disagree without dissolving into dysfunction and strife?
Increasingly in organizations, business negotiators are looking for ways to give less powerful parties a boost.
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.
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.
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.
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.
Renewed negotiations between North and South Korea are raising concerns for the United States—and drawing attention to an age-old bargaining strategy.