Negotiation Preparation - Working Knowledge - Harvard Business School

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30 Jul 2018
Research & Ideas

Why Ethical People Become Unethical Negotiators

by Dina Gerdeman

You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. Open for comment; Comment(s) posted.

17 Sep 2014
Sharpening Your Skills

Sharpen Your Negotiation Skills

by Sean Silverthorne

Everyone negotiates, but few negotiate well. Here is a collection of Working Knowledge articles and faculty working papers that detail some of the the skills needed to negotiate successfully. Closed for comment; 0 Comment(s) posted.

10 Sep 2001
Research & Ideas

The Negotiator’s Secret: More Than Merely Effective

by James K. Sebenius

What turns merely effective negotiators into all-out expert negotiators? The ability to overcome six common mistakes, according to HBS professor James K. Sebenius. In this excerpt from the Harvard Business Review, he describes one of the most glaring. Closed for comment; 0 Comment(s) posted.

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