Jan 2, 2026 · Negotiating skills Digital Article Matteo Di Stasi, Jordi Quoidbach, and Alison Wood Brooks New research reveals the secret to better deals lies in asking more open-ended …

Mar 18, 2025 · He has authored a number of books on negotiating, the most recent of which is Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations (Berrett-Koehler, 2025), …

Negotiations can be fraught with emotion, but it’s only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares …

Oct 1, 2020 · Negotiating with someone more powerful than you — your boss, a recruiter, or even at times a parent — can feel intimidating, especially when you’re just starting to think about …

Sep 17, 2024 · New research reveals that negotiators who ask more open-ended questions achieve higher personal gains without compromising their counterparts’ interests. The findings …

Nov 13, 2025 · An analysis of 1,000 negotiations suggests that the longstanding debate between “hard” and “soft” negotiating styles misses the point.

In many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem strategically, the authors argue. …

During his former career as a kidnapping and extortion negotiator, the author handled sensitive cases all over the world. Through his experiences, observations, and conversations with other ...

Apr 15, 2014 · Some clear pieces of advice from a Harvard Business School professor of negotiation. by Deepak Malhotra Job-offer negotiations are rarely easy. Consider three typical …

Aug 17, 2018 · Confidence may also reduce anxiety about negotiating, which women experience to a greater degree than men. This can increase the likelihood that women choose to enter a …