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New research on negotiation tactics from Harvard Business School faculty on issues including the skills needed to negotiate successfully, the role that emotions can play in negotiations, and how to spot a liar.
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Controlling the Emotion of Negotiation

Re: Leslie K. John

Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress. Open for comment; 0 Comments.

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

by James K. Sebenius

After a lengthy courting process, Amazon thought its plan for a New York HQ campus was in the bag. But the company failed a primary goal of negotiations, says James Sebenius. Open for comment; 0 Comments.

Shaky Business: How Handshakes Win Negotiations

by Michael Blanding

A handshake before a negotiation can have a surprisingly strong effect on the outcome, according to Michael Norton, Francesca Gino, and colleagues. Open for comment; 0 Comments.

For Women Especially, It Pays to Know What Car Repairs Should Cost

by Wendy Guild Swearingen

Consumers can negotiate cheaper auto repair prices by convincing service reps they know something about market rates—helping women overcome gender discrimination, according to recently published research by Ayelet Israeli and co-authors. Open for comment; 0 Comments.

How The 2016 Presidential Candidates Misled Us With Truthful Statements

by Dina Gerdeman

Paltering, a subtle form of lying where an almost true statement is used, is not unknown in the world of politics. Here are several examples. Open for comment; 0 Comments.

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

by Dina Gerdeman

Presidential candidates do it. Business leaders do it. You probably do it, too. Paltering is a gentle form of lying, but is reviled by negotiators on the receiving end. Research by Francesca Gino, Michael Norton, and colleagues. Open for comment; 0 Comments.

When Negotiating a Price, Never Bid with a Round Number

by Carmen Nobel

Investors who offer “precise” bids for company shares yield better outcomes than those who offer round-number bids, according to research by Petri Hukkanen and Matti Keloharju. Open for comment; 0 Comments.

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 Comments.

The Role of Emotions in Effective Negotiations

by Michael Blanding

Andy Wasynczuk, a former negotiator for the New England Patriots, explores the sometimes intense role that emotions can play in negotiations. Closed for comment; 0 Comments.

How to Spot a Liar

by Carmen Nobel

Key linguistic cues can help reveal dishonesty during business negotiations, whether it's a flat-out lie or a deliberate omission of key information, according to research by Deepak Malhotra. Closed for comment; 0 Comments.

The Art of Haggling

by Katie Johnston

When teaching negotiation skills, many educators now focus almost exclusively on an interest-based approach in which both parties openly collaborate to find a mutually satisfying solution. Michael Wheeler argues that it's important for students to realize that there's also a time and place for old-school haggling. Closed for comment; 0 Comments.

Dealing with the ‘Irrational’ Negotiator

by Deepak Malhotra & Max H. Bazerman

"Negotiators who are quick to label the other party 'irrational' do so at great potential cost to themselves," say HBS professors Deepak Malhotra and Max H. Bazerman. Their new book, Negotiation Genius, combines expertise in psychology with practical examples to show how anyone can improve dealmaking skills. In this excerpt, Malhotra and Bazerman describe what to do when the other party's behavior does not make sense. Open for comment; 0 Comments.

Negotiating in Three Dimensions

by Martha Lagace

"Negotiation is increasingly a way of life for effective managers," say HBS professor James Sebenius and colleague David Lax. Their new book, 3-D Negotiation, describes how you can shape important deals through tactics, deal design, and set-up, and why three dimensions are more powerful than one. Here's a Q&A and book excerpt. Key concepts include: Three-D negotiation comprises tactics, deal design, and set-up. Their use depends on the nature of the barriers you face. A 3-D strategy is an aligned combination of set-up moves that occur away from the table, deal design moves, and tactics at the table, all designed to overcome the barriers you've identified. The best response to a barrier in one dimension may be moves within other dimensions. Closed for comment; 0 Comments.

How to Negotiate “Yes” Across Cultural Boundaries

by James K. Sebenius

Myriad factors can make or break a deal, according to Harvard Business School professor James K. Sebenius. As he explains in this excerpt from Harvard Business Review, the "web of influence" in many countries is more important than meets the eye. Closed for comment; 0 Comments.