-
6 Pitching Techniques to Use When Budgets Are Tight
Persuasion Digital ArticleHow to persuade a client or senior executive to spend their limited resources. -
15 Rules for Negotiating a Job Offer
Leadership & Managing People Magazine ArticleThe author, a professor of negotiation at Harvard Business School, offers 15 specific pieces of advice for job candidates: (1) Don't underestimate the... -
Emotion and the Art of Negotiation
Emotional intelligence Magazine ArticleHow to use your feelings to your advantage -
How to Negotiate with Powerful Suppliers
Negotiating skills Magazine ArticleA framework for assessing your strategic options -
Negotiating Your Next Job
Communication Magazine ArticleWhen you're seeking to advance your career--by joining a different company or moving into a new role with your current employer--it's important to think... -
How to Deal with the Irrational Parts of a Negotiation
Strategy & Execution Digital ArticleDon't ignore emotions. -
Should You Eat While You Negotiate?
Communication Digital ArticleNew research shows a link between lunch and profitable negotiations. -
Negotiating with Clients You Can’t Afford to Lose
Negotiation strategies Digital ArticleRemember that they need you too. -
The One-Minute Trick to Negotiating Like a Boss
Leadership & Managing People Digital ArticleFocus on what you have to gain rather than what you have to lose. -
For Better Negotiations, Cut "But" from Your Vocabulary
Communication Digital ArticleThis one little word can dramatically shift the tone of a conversation. -
9 Tips for Freelancers Negotiating New Assignments
Leadership & Managing People Digital ArticleIt's not just about the money. -
When Being Indispensable Backfires
Leadership & Managing People Digital ArticleBeing too helpful may end up hurting your career progress. Here's how to set some boundaries. -
Negotiating Over a Limited Resource: What Would You Do?
Negotiation strategies Digital ArticleWhen different groups disagree over a limited resource, negotiation becomes necessary. Unfortunately, most negotiations still default to zero-sum bargaining (one side takes more, while the other side settles for less) or interests-based bargaining (an approach that lets each side win in the short-term, but doesn’t deal with the long term). We’ve been focusing on an […] -
Avoid These Traps When Negotiating in a Crisis
Leadership & Managing People Digital ArticleMove from a combative mindset toward a collaborative one. -
Can Nice Guys Finish First? (HBR Case Study and Commentary)
Leadership & Managing People Magazine ArticleAdam Baker is a promising young COO at Straus Event Specialists and the protege of CEO Merwyn Straus, who acquired him along with his failed company,... -
What's the Best Way to Give Ground in a Negotiation?
Strategy & Execution Digital ArticleResearchers found that tapering your offer - making smaller concessions each round - yields the most value in the end. -
Six Habits of Merely Effective Negotiators
Strategy & Execution HBR BestsellerMost executives know the basics of negotiation; some are spectacularly adept. Yet even experienced negotiators routinely leave money on the table, end... -
Can Nice Guys Finish First? (HBR Case Study)
Leadership & Managing People Magazine ArticleAdam Baker is a promising young COO at Straus Event Specialists and the protege of CEO Merwyn Straus, who acquired him along with his failed company,... -
Negotiating Without a Net: A Conversation with the NYPD’s Dominick J. Misino
Business communication Magazine ArticleWhat’s the best way to handle a crisis negotiation? Know your hot buttons, says an expert hostage negotiator, and help the other guy save face. -
Negotiating with Third World Governments
Cross-cultural management Magazine ArticleBecause of growing commitments of their companies in developing countries, large numbers of American and European managers have entered negotiations with government officials in Asia, Africa, and Latin America. Also, with emerging nationalism, these negotiations have become increasingly frustrating. Sometimes misunderstandings have been so great that they have led to a breakdown in negotiations that […]
-
Next-Level Negotiating (HBR Women at Work Series)
Communication Book24.95View Details Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your... -
Negotiation Analysis: An Introduction
Leadership & Managing People Case Study8.95View Details Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation,... -
Dirty Stuff II, Confidential Instructors for the Facilitator
Sales & Marketing Case Study5.00View Details Confidential Instructors for the Facilitator Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor,... -
Next-Level Negotiating: Women at Work Discussion Group Toolkit
Sales & Marketing Book79.95View Details The "HBR Women at Work" series, based on the popular HBR podcast of the same name, spotlights the real challenges and opportunities women experience throughout... -
Double Career Negotiation (B): Confidential Instructions for the Medical Doctor
Leadership & Managing People Case Study8.95View Details Supplement to case IN1225. A scored 1-on-1 multi-issue negotiation between two romantic partners (an MBA student and medical doctor). After being away... -
HBR Guide to Managing Flexible Work
21.95View Details Find a way to work that works for you. The 9-to-5 office routine no longer exists. Many employees have the option to work anywhere, any time. But how... -
HBR Working Moms Collection (6 Books)
125.00View Details Manage the competing demands of working motherhood. As a working mother, you often draw the short straw. You carry most of the burden of caregiving and... -
Managing Teams in the Hybrid Age: The HBR Guides Collection (8 Books)
Management Book160.00View Details Lead your hybrid team to success. The strictly nine-to-five office routine no longer exists, and you may be managing a team that works in several different... -
John Branca: Negotiating Michael Jackson's Thriller (A)
Sales & Marketing Case Study8.95View Details John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests... -
HBR's 10 Must Reads for Sales and Marketing Collection (5 Books)
Sales & Marketing Book115.00View Details Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers. In today's economy, companies are fighting... -
Angel Torres
Leadership & Managing People Case Study8.95View Details Angel Torres is a college sophomore placed in their first summer internship. While Angel hoped the Internship might lead to a full-time job after graduation,... -
The kitchen purchase: Briefing for buyers: Mr and Mrs Stulle
Sales & Marketing Case Study8.95View Details "The kitchen purchase" is a simulation of bargaining over the price of a fitted kitchen. The case study consists of a briefing for the sellers (the Hase... -
Dirty Stuff II, Confidential Instructions for the Industrial Negotiator
Sales & Marketing Case Study5.00View Details Confidential Instructions for the Industrial Negotiator Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community,... -
Role Reversal Exercise, Selecting a Case
Sales & Marketing Case Study8.95View Details Instructions for Case Selection for Role Reversal In this exercise participants select an actual negotiation situation from their own lives that they... -
HBR Working Parents Starter Set (5 Books)
115.00View Details All the advice you need to succeed as a first-time working parent. The year after having your first baby can be one of the most challenging and disorienting... -
Dirty Stuff II, Confidential Instructions for the Labor Negotiator
Sales & Marketing Case Study5.00View Details Confidential Instructions for the Labor Negotiator Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community,... -
Smarter Collaboration: A New Approach to Breaking Down Barriers and Transforming Work
30.00View Details We need a new approach for solving tough problems in a complex world--we need to collaborate smarter. Market volatility. Sustainability demands. Hybrid... -
Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)
Sales & Marketing Case Study5.00View Details Supplements the (A) case and describes the events following it.
-
6 Pitching Techniques to Use When Budgets Are Tight
Persuasion Digital ArticleHow to persuade a client or senior executive to spend their limited resources. -
15 Rules for Negotiating a Job Offer
Leadership & Managing People Magazine ArticleThe author, a professor of negotiation at Harvard Business School, offers 15 specific pieces of advice for job candidates: (1) Don't underestimate the... -
5 Ways to Talk About Salary During a Job Interview
Job interviews ListicleTips on how to discuss salary expectations. -
Emotion and the Art of Negotiation
Emotional intelligence Magazine ArticleHow to use your feelings to your advantage -
How to Negotiate with Powerful Suppliers
Negotiating skills Magazine ArticleA framework for assessing your strategic options -
Don’t Ask for a Raise — Negotiate It
Interpersonal communication AscendFirst, communicate your value and then discuss what your employer can offer you in exchange. -
Negotiating Your Next Job
Communication Magazine ArticleWhen you're seeking to advance your career--by joining a different company or moving into a new role with your current employer--it's important to think... -
How to Deal with the Irrational Parts of a Negotiation
Strategy & Execution Digital ArticleDon't ignore emotions. -
Should You Eat While You Negotiate?
Communication Digital ArticleNew research shows a link between lunch and profitable negotiations. -
Next-Level Negotiating (HBR Women at Work Series)
Communication Book24.95View Details Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your...