What to do when time and knowledge is short
“What should I do if I don’t have nearly the same level of factual knowledge as my counterpart – and I just don’t have the time to learn it as it’s super complicated and I have a short deadline in...
View ArticleNegotiation Recap - May 2016
For the dealmakers in our audience, here are some useful tips from the Program on Negotiation at Harvard Law School for fostering a strong relationship between deal making partners.Dealmaking:...
View ArticleMake First Impressions Count
“How do you feel about your potential business partner? What does your gut tell you?”Gut feelings – good or bad – can make or break a negotiation. And little has a greater impact on how you feel, and...
View ArticleNegotiation Recap - June 2016
Everyone agrees that how you treat the other other side(s) in a negotiation will affect the outcome. Here are three articles from the past month to help you get it right.First, the Program on...
View ArticleHow Aggressively to Start
“I’m not sure where to start. Traditionally, our side always makes the first offer. I’m comfortable with this. But if we start too high, we might offend them and they might not even respond. If we...
View ArticleNegotiation Recap - August 2016
The theme this month is salary negotiation! And our best advice is to just do it! If you don't ask for a raise, you're less likely to get one.First, here are some tips about what to do if you...
View ArticleNo Time to Plan
“I don’t have time to plan for my negotiations.” “Too many unknown variables exist to plan for our negotiations.” “We’ll plan - but in our heads. Formal planning would be superfluous and wasteful.” “My...
View ArticleUltimatums
“Take it or leave it,” he says. “This is a deal-breaker.” But it’s early on, and you’re not ready to make that decision. How should you react? Consider these four steps to evaluate the ultimatum and...
View ArticleNegotiation Strategies for Kids
As my law school colleague Barack Obama enters the final few months of his presidency, I've been thinking about legacies. As a father, I've crafted a short list of negotiation tips, with the hope that...
View ArticleThe Five Keys to Success in Reverse Auctions - Part 1
Do you know how Walmart has historically negotiated with new potential suppliers? I haven’t personally been involved in these negotiations, but a number of folks have shared their experiences with...
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