• When a Crisis Reaches the Breaking Point: Hostage negotiators offer invaluable lessons for those facing tense standoffs
• Driving the Deal Home: : The power of public statements
• When Others are Counting on You: Acting as someone’s agent
• Dealing with Multiple Parties: Strategies for complex talks
• Dear Negotiation Coach: “How should I cope with an old-school hard bargainer?”

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• Bring Your Deal Back From the Brink: What to do when a difficult person is the main obstacle between you and your goals
• Negotiating with the Green-Eyed Monster: The link between envy and deception
• Why It Pays to Feel Powerful: Enhancing negotiator focus
• The Yahoo-Microsoft Negotiation: What to do before you say no
• Dear Negotiation Coach: “Is my Gender Holding Me Back?”

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• When You Have Failure to Communicate: Misunderstandings may crop up in negotiation, but you need not ruin your talks
• Errors in Judgment: A recent book reveals common decision mistakes
• Are You Sure That’s What You Want? Negotiators often err in predicting what will make them happy
• Battles of the Sexes: Gender stereotypes can affect us at the table
• Dear Negotiation Coach: “Are performance contingencies a good idea?”

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• What Happens When Women Don’t Ask: Stereotypes and the threat of backlash sometimes hold back women negotiators. Tailored strategies can motivate them to ask for what they need
• When Negotiation is Not the Answer: A cost benefit analysis can identify whether talks are worth your time
• Does Your Reputation Precede You? Your social ties may affect how others treat you
• Dear Negotiation Coach: “What if they’re not willing to cooperate?”

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• Will Your Proposals Hit the Mark? Before Putting offers on the table, use proven influence strategies to frame them as effectively as possible
• How the Writers Got Back to Work: Lessons from a labor conflict
• Negotiate with an Open Mind: Reflections on “what might have been” can hold you back
• When the Table Gets Crowded: Facing talks with multiple parties? Adopt the strategies of seasoned deal makers
• Dear Negotiation Coach: “How should I deal with liars?”

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• Why Your Negotiating Behavior May Be Ethically Challenged – and How to Fix It: Negotiators sometimes make decisions that clash with their ethical standards. Identify pitfalls that could endanger your organization and your reputation
• Deadlines: A useful tool for breaking through impasse
• Are You Overly Committed? How to level the playing field
• Dear Negotiation Coach: “How can I judge performance objectively?”

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• Will Your Emotions Get the Upper Hand? New research shows that emotions affect our judgment in different ways. Anticipate how you might act on feelings that arise – and negotiate more rationally
• Bet You Didn’t Know… Claim more value in legal settlements
• Resolve Internal Disputes: Help your organization improve morale and avoid lawsuits
• The Strike Zone: Strategies for defusing labor conflicts
• Dear Negotiation Coach: “When is negotiation training most effective?”

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• Tired of Fighting City Hall? Negotiate Instead: Governments bring special powers and privileges to the bargaining table. You can gain leverage by acquiring some power tools of your own
• The Spy Satellite Debacle: How not to contract long-term projects
• Negotiate Better Relationships with Your Children: Securing licenses and permits can be daunting. Use problem-solving techniques to resolve family conflict
• When Does Gender Matter in Negotiation? “How should I negotiate the best possible price for a new car?”

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• How to Win an Auction – and Avoid the Sinking Feeling that You Overbid: Too many winners of auctions end up feeling cursed by their victories. Gain a better understanding of how to play the game, and you’ll place smarter bids
• Should You Make the First Offer?: A new framework for an age-old question
• Salvaging a Deal in Distress: What to do when conditions change after you negotiate
• Threat Response at the Bargaining Table: React in your own defense
• Joint Fact-Finding: A sound process for resolving public disputes
• Dear Negotiation Coach: “Without a strong alternative, how can I negotiate?”

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• Negotiating with Those Who Matter Most: Business transactions between friends and family are notoriously challenging. With a little advance planning, you can avoid the most common pitfalls
• The Downside of Power: Head off a backlash from weaker parties
• Book Notes: Get to the point of the deal
• Resolve Employee Conflict Mediation techniques can bring your people together
• Contingent Contracts: Capitalize on differences
• Dear Negotiation Coach: “How should I deal with an aggravating counterpart?”

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