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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.

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.

The “door in the face” technique: Will it backfire?

If detected, the persuasion strategy could be less effective over time than you’d like.

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?

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.

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.

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.

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.

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.

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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