Negotiation strategies

The structural traps that undermine enterprise negotiations—and how to escape them.

New insights from academia, consultancies, and other sources to help your company make informed decisions.

An analysis of 1,000 negotiations suggests that the longstanding debate between “hard” and “soft” negotiating styles misses the point.

An HBR Executive Masterclass with Max H. Bazerman.

In these turbulent times learning how to manage disputes is a must.

An engineer decides whether to make the leap to full-time entrepreneur.

Follow these basic rules.

They assume the size of the pie is fixed—and miss opportunities to create value.

A survey of 937 organizations found that many remain stuck in a counterproductive approach to making deals.

Even when disabled employees demonstrate the same skills and behaviors as their nondisabled peers, their performance is often rated lower — especially for women.

New research reveals the secret to better deals lies in asking more open-ended questions.

A factory manager considers whether to accept or resist union demands.

Tips from a crisis veteran

A tool to help leaders bring hidden issues to the table.

The time has come for management to start working with—rather than against—organized labor. Here’s how.

Short answer: Yes.

Sometimes when you win, you also lose.

How to identify and understand the benefits that are important to you.

You might be surprised at what your acquirer will agree to — if you just ask.

You might want to be careful about who you’re doing business with, because in the end, your behavior is likely to be influenced by theirs.