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May 2014

May 2014

Beyond Walking Away: Facing Difficult Negotiation Tactics Head-On: Coping with Lies, Threats, and Insults? Here’s How to Change the Game.

Get Past “Us” versus “Them”: A New Book Applies an Old Philosophy to Resolving Moral Conflicts.

Facebook’s Purchase of WhatsApp: Behind the Eye-Popping Acquisition.

Dear Negotiation Coach: Cooling Off After Conflict.

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April 2014

April 2014

Manage the Tension Between Claiming and Creating Value: Balance the Costs and Benefits of Sharing Information in Business Negotiations

In Negotiation, Emotional Intelligence Brings Mixed Results: The Ability to Regulate and Read Emotions May Be Less of a Boon to a Negotiator Than You May Expect.

Bringing Congress Back to the Negotiating Table: Political Science Offers a New Perspective on Washington Gridlock

Dear Negotiation Coach: The Benefits of Nonverbal Communication in Negotiation.

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March 2014

March 2014

Lessons from a Master Negotiator: Nelson Mandela.

Negotiation Research You Can Use: The High Cost of (Unconcious) Racial Bias

Questioning Authority: Negotiating with Uninformed Parties

Dear Negotiation Coach: What Can I Do To Feel Less Anxious When I Negotiate?

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February 2014

February 2014

Negotiators: Prepare to Go with the Flow – Change and uncertainty mark today’s negotiations. A new book helps us draw on our innate creativity to adapt and thrive.

Smart Phones, Smart Negotiators? Our ability to negotiate 24/7 presents both challenges and opportunities.

Nothing But Net Profit: The NBA and “The Greatest Deal Known to Man.”

Dear Negotiation Coach: Defending Against Scope Creep.

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January 2014

January 2014

Ask Better Questions in Negotiation – Gather Information That Will Expand Possibilities.

Women Negotiators – Focus on Power and Status.

Crisis Negotiations at JPMorgan – Banking on a Deal with the DOJ.

Dear Negotiation Coach – Faltering by “Paltering”?

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December 2013

December 2013

Is Your Conflict Ripe for Resolution? Prolonged conflict can be immensely destructive. To move beyond impasse, negotiators must attempt to change their perceptions.

For Business Negotiators, Patience Can Be A Virtue. The story of Microsoft’s Nokia acquisition makes a case for staying at the table.

Dear Negotiation Coach: When a Job Offer is Non-Negotiable

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November 2013

November 2013

Will You Behave Ethically? New research reveals negotiating conditions that tend to promote deception.

Coping With Conflicts of Interest: The Dell Leveraged Buyout

Make the Most of Your Negotiation Training. Translate your knowledge of negotiation into skills that stick.

 

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October 2013

October 2013

Negotiating in the Heat of the Moment: Keep your wits about you when negotiating under pressure.

When Negotiation Looks Like Collusion: The results of a recent legal battle highlight the risks of negotiating on the same side of the table as your competitors.

Bring Reluctant Parties to the Table: Negotiations on factory safety suggest strategies for convincing others to work with you.

 

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September 2013

September 2013

To Harness Your Power, Consider a Coalition: The story of how the US Senate passed comprehensive immigration reform offers guidance for negotiators seeking to build support for a cause.

“So How Much Do You Make?”: Why a new openness about wages may be affecting job negotiations.

A Deal Blows Up: The Duke-Progress Energy Merger

 

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August 2013

August 2013

In Negotiation, It’s All in the Timing: Yes, you should consider making the first offer – but when?

Got a Raw Deal? Renegotiate a Better One: If you are stuck coping with a faulty contract, try renegotiation

Yahoo’s Tumblr Acquisition: A Risky Play for Relevance

 

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