Negotiation strategies

During boom times, deal-making is relatively easy. A rising tide lifts all boats … and the knowledge that there are lots of opportunities out there makes some negotiators forget that the deal is a way to get value, not an end in itself. You don’t have to look as far back as the excesses of […]

Just a few days ago James Dimon, CEO of JPMorgan Chase, was riding high. Not only did he pick up Bear Stearns in what amounted to a fire sale – shares that only a year ago fetched $159 a piece were going for $2 – he was heralded for doing so. Seen as a savior, […]

For decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created...

Don't lose your cool.

Many negotiations collapse over differences of opinion about how the future will unfold. Companies need to realize that it’s often better to bet on uncertain events than to argue about them.

Author’s note: Alistair Hanna, Michael Reopel, and Stuart Flack, all of McKinsey & Company, contributed to this article. The U.S. defense industry is struggling to reorganize itself for growth, if not for survival. The disappearance of the communist threat and the desperate need to revive the U.S. economy have taken the defense industry for a […]

The loan negotiation process between bankers and company managers is not always skewed in the banker's favor. Success depends on negotiating strategy....

Most big deals are built on a series of smaller ones. That’s true of megamergers, major sales, infrastructure projects, and even some UN resolutions. These deals are the culmination of many focused negotiations among various parties, each with its own concerns. Most deal-making advice addresses how to choose the right tactics for each piece of […]

Tips from a crisis veteran

Most executives know the basics of negotiation; some are spectacularly adept. Yet even experienced negotiators routinely leave money on the table, end...

Microsoft’s decision on Saturday to drop its bid for Yahoo created disappointment all around, particularly for Yahoo shareholders, who saw the stock tumble about 15% by midday Monday. But as Heidi N. Moore suggests in the Wall Street Journal, Microsoft’s “no” might mean “maybe,” and the two companies could find themselves in talks again. If […]

Stress "we" over "I."

Advice for overcoming biased expectations.

Putting ourselves in our supplier’s shoes averted a cross-cultural crisis.

A factory manager considers whether to accept or resist union demands.

The ingredients for a successful negotiation? Trust, a willingness to compromise, and open communication.

Here’s how to avoid reactive dealmaking

A new study contradicts a common theory about the gender pay-gap.

Few things excite neurons quite like cash.

Most experienced negotiators are comfortable working out the terms of an economic contract--they bargain for the best price, haggle over equity splits,...