Negotiation strategies

Lessons from the head of McKinsey's negotiation practice.

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

It was an experiment. I was returning an item to the store from which I had bought it. The item was well within the return period, but there would be a 20% restocking fee. Could I evade that fee? What would I have to do or say to persuade them not to charge it to […]

Here’s how to avoid reactive dealmaking

An “I win, you lose” approach won’t work.

You really do have a choice.

Understanding cultural differences helps us navigate them respectfully.

Eight ways to save a disintegrating sale

A negotiation expert reveals some rules for success in tricky terrain.

Few deal makers have been at it as long, and at such a high level, as Lazard’s CEO. Here’s how he unlocks value in people, companies, and industries.

Gill Corkindale, executive coach and former management editor of the Financial Times. Alpha personalities present unique challenges for those who work with them. You need a different set of strategies for getting along with an alpha boss than for managing an alpha employee.

My wife, Ann Strubler, a Detroit Symphony Orchestra violinist, ended her career on a blue but grateful note. She felt privileged to have held a position in the first violin section of the nation’s 10th-ranked U.S. orchestra for 30 years. Originally planning to retire in December 2010, she hit the ‘send button’ announcing her departure […]

It might work, but it’s risky, especially for women.

Deborah M. Kolb, professor emerita at Simmons College School of Management, offers tips for negotiating for yourself--and explains how to bounce back...

Petrolink's business plan looks like a winner. At present, the only available pipeline for operators in the Baltic Sea's newly developed Helmark gas field...

This article offers insight to any decision maker struggling with a hard choice. Making wise trade-offs is one of the most important and difficult challenges...

Most big deals--megamergers, major sales, infrastructure projects--are built on a series of smaller ones. Each component deal presents a tactical challenge,...

Cultural differences can influence business negotiations in unexpected ways, as many a hapless deal maker has learned. But the differences extend well...

A three-part framework that allows you to optimize the outcome of your negotiations, whatever the level of trust.

They anticipate the same social costs that women do.