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Rethinking Negotiation
Communication Magazine ArticleFor decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created... -
6 Pitching Techniques to Use When Budgets Are Tight
Persuasion Digital ArticleHow to persuade a client or senior executive to spend their limited resources. -
Negotiate Like a Pro
Managing yourself Magazine ArticleTips from a crisis veteran -
Six Habits of Merely Effective Negotiators
Strategy & Execution Magazine ArticleMost 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 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,... -
So Your Boss Refused to Give You a Raise
Leadership & Managing People Digital ArticleFive tips to turn it into an opportunity for development. -
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 […] -
Why Employee Mediations Fail - and How to Get Them Back on Track
Strategy & Execution Digital ArticleFour strategies for managers. -
MACO01: Defuse Emotions During a Conflict: Lana and Phil - Part 3
Management VideoLana is a design and release engineer at a major automaker. A technician Lana manages, Phil is worried about meeting management's aggressive deadline... -
When to Make Private News Public (Commentary for HBR Case Study)
Organizational Development Magazine ArticleBetsy Sugarman, a rising star in a biotech company, finds out that she is pregnant. This is good news for her, but bad timing for her career. She has... -
15 Rules for Negotiating a Job Offer
Communication Magazine ArticleIn some industries, a weak labor market has left candidates with fewer options and less leverage, and employers better positioned to dictate terms. Those... -
Emotion and the Art of Negotiation
Communication Magazine ArticleNegotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during... -
How to Be an Effective Negotiator
Michael Wheeler, professor at Harvard Business School, explains why you need to start with a plan and then think on your feet. For more, read "Get in... -
Five Habits of Merely Effective Negotiators
Five common mistakes that keep them from solving the right problem. -
MACO01: Defuse Emotions During a Conflict: Lana and Sasha - Part 1
Management VideoLana, a design and release engineer at a major automaker is in conflict with her peer, Sasha, another design and release engineer. Sasha wants to stick... -
How to Stay Cool When You’re Put on the Spot
Interpersonal skills Digital ArticleYou can’t always control your first reaction — but you can manage your second. -
MACO01: Defuse Emotions During a Conflict: Lana and Sasha - Part 3
Management VideoLana, a design and release engineer at a major automaker is in conflict with her peer, Sasha, another design and release engineer. Sasha wants to stick... -
Setting the Record Straight on Negotiating Your Salary
Organizational Development Digital ArticleGet the package you deserve. -
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. -
Research: Negotiating Is Unlikely to Jeopardize Your Job Offer
Negotiating skills Digital ArticleA series of seven studies found that candidates have more power than they assume.
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Jim Sharpe: Extrusion Technology, Inc. (A)
Innovation & Entrepreneurship Case Study11.95View Details Jim Sharpe, 11 years after receiving his MBA from Harvard and working for others, has finally become his own boss and 100% owner of manufacturer of aluminum... -
Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations
Leadership & Managing People Case Study8.95View Details This case describes a method for valuing outcomes and appraising tradeoffs in a multiple-issue negotiation. Employing an illustrative example, this case... -
Order out of Chaos: Win Every Negotiation, Thrive in Adversity, and Become a World-Class Communicator
Management Book30.00View Details Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be. As one of the world's most experienced kidnap-for-ransom... -
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... -
Angel Torres
Leadership & Managing People Case Study11.95View 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,... -
Dirty Stuff II, Confidential Instructions for the Consumer Negotiator
Sales & Marketing Case Study5.00View Details Confidential Instructions for the Consumer Negotiator Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community,... -
HBR's 10 Must Reads on Communication, Vol. 2 (Paperback + Ebook)
Communication Special Offer34.95View Details Is your message getting through? The right communication tactics can motivate your people--and fuel your business. Get more of the ideas you want, from... -
Right from the Start: Your Career Success Library
Management Special Offer139.00View Details Give the graduate in your life the gift of success with HBR. Entering the workforce for the first time can be an intimidating experience--from knowing... -
Tulia and Ibad, Confidential Instructions for Ibadi Negotiators
Management Case Study5.00View Details Confidential Instructions for Ibadi Negotiators for "Tulia and Ibad", PON625. -
Creative Conflict: A Practical Guide for Business Negotiators
Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this... -
Dirty Stuff II, Confidential Advice to the Negotiator for the Environmental Coalition
Sales & Marketing Case Study5.00View Details Confidential Advice to the Negotiator for the Environmental Coalition Six-person, multi-issue facilitated negotiation among industry, environmental,... -
Smarter Collaboration: A New Approach to Breaking Down Barriers and Transforming Work
We need a new approach for solving tough problems in a complex world--we need to collaborate smarter. Market volatility. Sustainability demands. Hybrid... -
HBR Working Parents Starter Set (5 Books)
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... -
HBR's 10 Must Reads for Mid-Level Managers (with bonus article "Managers Can't Do It All" by Diane Gherson and Lynda Gratton)
50.00View Details Collaborator. Communicator. Connector. Coach. As a mid-level manager, you're being tasked with more than ever before. You're expected to lead innovation,... -
HBR Working Moms Collection (6 Books)
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... -
Smarter Collaboration Diagnostic Toolkit
In their book "Smarter Collaboration: A New Approach to Breaking Down Barriers and Transforming Work," Heidi K. Gardner and Ivan Matviak lay out an action... -
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,... -
Dirty Stuff II, General Instructions
Sales & Marketing Case Study8.95View Details General Instructions for Dirty Stuff II Six-person, multi-issue facilitated negotiation among industry, environmental, consumer/community, labor, and... -
Maryam Hassan
Leadership & Managing People Case Study11.95View Details Maryam and Sameer, brother and sister, were searching for an apartment in Hitech City, Hyderabad. Recent college graduates who were now starting jobs...
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Rethinking Negotiation
Communication Magazine ArticleFor decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created... -
Jim Sharpe: Extrusion Technology, Inc. (A)
Innovation & Entrepreneurship Case Study11.95View Details Jim Sharpe, 11 years after receiving his MBA from Harvard and working for others, has finally become his own boss and 100% owner of manufacturer of aluminum... -
6 Pitching Techniques to Use When Budgets Are Tight
Persuasion Digital ArticleHow to persuade a client or senior executive to spend their limited resources. -
Negotiate Like a Pro
Managing yourself Magazine ArticleTips from a crisis veteran -
Six Habits of Merely Effective Negotiators
Strategy & Execution Magazine ArticleMost 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 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,... -
Scoring a Deal: Valuing Outcomes in Multi-Issue Negotiations
Leadership & Managing People Case Study8.95View Details This case describes a method for valuing outcomes and appraising tradeoffs in a multiple-issue negotiation. Employing an illustrative example, this case... -
Order out of Chaos: Win Every Negotiation, Thrive in Adversity, and Become a World-Class Communicator
Management Book30.00View Details Learn how to become a world-class communicator and, in doing so, become the best negotiator you can be. As one of the world's most experienced kidnap-for-ransom... -
So Your Boss Refused to Give You a Raise
Leadership & Managing People Digital ArticleFive tips to turn it into an opportunity for development. -
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 […]