Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Most ...

5 days ago · Negotiating skills Digital Article Matteo Di Stasi, Jordi Quoidbach, and Alison Wood Brooks New research reveals the secret to better deals lies in asking more open-ended questions.

Oct 1, 2020 · Negotiating with someone more powerful than you — your boss, a recruiter, or even at times a parent — can feel intimidating, especially when you’re just starting to think about what you …

Nov 13, 2025 · An analysis of 1,000 negotiations suggests that the longstanding debate between “hard” and “soft” negotiating styles misses the point.

Focus on your role, responsibilities, and career trajectory, not your salary. by Hannah Riley Bowles and Bobbi Thomason When we ask professionals to describe a career negotiation, the first thing ...

Jan 8, 2025 · Many negotiators miss opportunities by viewing negotiations as purely competitive, where one side’s win is the other’s loss. Others focus only on securing the best outcome for themselves ...

Apr 15, 2014 · In some industries, a weak labor market has left candidates with fewer options and less leverage, and employers better positioned to dictate terms. Those who are unemployed, or whose …

A smarter way to split the pie by Barry Nalebuff and Adam Brandenburger Negotiation is stressful. A great deal is at stake: money, opportunity, time, relationships, reputations. Often that brings ...

Mar 18, 2025 · He has authored a number of books on negotiating, the most recent of which is Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations (Berrett-Koehler, 2025), and advises both ...

Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side ...