Negotiation strategies

Successful negotiation requires understanding what truly motivates the other guy.

Get more information before you react.

The Internet is rendering fixed prices obsolete. Good riddance, says the CEO of Sun Microsystems.

It is common knowledge that many corporate executives after a martini or two will admit that they would love to chuck it all and start up a small company manufacturing solar heating systems or perhaps get involved in the manufacture of a new magnesium tennis racket. What they are admitting is that it is not […]

How Ambassador Tommy Koh struck his most complicated, contentious deals.

Two key ways to improve outcomes.

Colossal County Hospital was coming apart at the seams. With dozens of newly hired doctors, nurses, and technicians, millions of dollars of equipment on the road, and patient appointments backed up for months, the new facility was impossible to use. For one thing, construction wasn’t finished, and much of what was complete was faulty. Worse […]

Don't dwell on your frustration.

It’s possible to find a win-win solution.

Lessons from the head of McKinsey's negotiation practice.

People will cooperate if they find something in common.

In some languages, the word for "business" is the same as the word for "negotiation." That's not really surprising: Every interaction--with customers,...

New research shows a link between lunch and profitable negotiations.

Even a made-up reference point can motivate you.

Few deal makers have been at it as long, and at such a high level, as Bruce Wasserstein, the chairman and CEO of the financial advisory and asset-management...

They might want to rethink their first offer.

Why fixed prices are inefficient.

Don't keep your self-interest a secret, for starters.

In the heat of competition, executives can easily become obsessed with beating their rivals. This adrenaline-fueled emotional state, which the authors...

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