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    Negotiation TacticsRemove Negotiation Tactics →

    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.
    Page 1 of 14 Results
    • 31 Mar 2020
    • Cold Call Podcast

    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.

    • 08 Mar 2019
    • Research & Ideas

    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.

    • 15 Oct 2018
    • Research & Ideas

    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.

    • 05 Apr 2017
    • Research & Ideas

    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.

    • 05 Dec 2016
    • Research & Ideas

    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.

    • 05 Dec 2016
    • Research & Ideas

    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.

    • 25 Jan 2016
    • Research & Ideas

    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.

    • 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 Comments.

    • 30 Jun 2014
    • Lessons from the Classroom

    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.

    • 13 May 2013
    • Research & Ideas

    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.

    • 07 May 2012
    • Research & Ideas

    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.

    • 03 Oct 2007
    • Research & Ideas

    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.

    • 02 Oct 2006
    • Research & Ideas

    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.

    • 08 Apr 2002
    • Research & Ideas

    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.

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