• Beyond Salary: Negotiating for Job Satisfaction and Success. By thinking broadly about your career goals, you can increase your value and opportunities both inside and outside a hiring organization
• Make Them Happy with Less: Tips for improving your counterpart’s satisfaction
• Scoring Systems: How to measure what matters most
• Pick the Right Team: Fill these four essential roles
• Dear Negotiation Coach: “Is small talk really necessary?”

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• The Crucial First Five Minutes: What you think, say, and do upon meeting a new negotiating partner sets the course of your relationship. To get off on the right foot, beware these common errors
• When They Won’t Play: Tips for coping with reluctant parties
• Set the Right Price: You may be overvaluing your assets
• Matching Rights: A tool for creating value
• The Lizard IPO: Lessons from a Wall Street pro
• Dear Negotiation Coach: “How should I respond to deal revisions?”

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• Are You Really Ready to Negotiate? “Winging it” is a fine approach to life’s minor decisions, but in negotiation, it can be disastrous. Follow these three preparation steps and improve your agreements
• A Preparation Worksheet: Fill in the blanks before your next negotiation
• Major League Success or Mess? The Dice-K – Red Sox deal offers lessons for negotiators in other fields
• Negotiation with Your Agent: Don’t let your paid expert set the terms of the relationship
• Dear Negotiation Coach: “What should I do with inside information?”

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• Pitch Your Offer – and Close the Deal: To sell your ideas to a reluctant or untrusting counterpart, try out these powerful tools of persuasion
• Finding a Good Negotiating Coach: Not all successful negotiators are cut out to be coaches. Here’s how to select the right person to help you improve your bargaining skills
• Option Overload? Manage the Choices on the Table: In negotiation, abundance should be a benefit – but often it’s not. Learn how to keep distracting information from clouding your vision
• Negotiation Versus Auctions: New Advice for Buyers. Auctions stimulate competition, but one-on-one talks safeguard information and promote lasting relationships. Pick the right format for you and your organization
• Research Summaries: A Fresh Look Through the Glass Ceiling; When You Mean No, Say So!

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• Who’s Watching? How Onlookers Affect Team Talks: Negotiating in front of superiors and colleagues can be nerve-racking, but there are ways to avoid common pitfalls
• Negotiators: Think Before You Drink. Alcohol impairs cognition, but it may help build rapport. Here’s how to decide whether to partake during the deal-making process
• The Ins and Outs of Making Sealed Bids: Sellers solicit sealed bids from interested buyers with growing frequency. Learn how to keep your footing in these high-stakes situations
• When You’re Tempted to Deceive: An understanding of the forces that prompt deception will help you adhere to your ethical standards at the bargaining table
• Research Summaries: Resolving the First-Offer Dilemma; Is Giving Advice a Waste of Time?

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• Know When to Show Your Hand: Learn how to calculate the benefits and costs of revealing certain types of information – facts, opinions, and preferences – during talks
• Turn Your Adversary into Your Advocate: Strategic requests for advice can transform disputes into amiable problem-solving ventures
• Are you an Overconfident Negotiator? Too much faith in your estimates can have costly consequences. Here’s how to adjust your expectations for the better
• Leveraging Time to Your Advantage: A Great Negotiator gives advice on building agreements that last
• Research Summaries: Your Good Mood May Work Against You; The Perils of Powerful Speech

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• What About the Fine Print?: Choosing the right words for your contract is a negotiation in itself. Five guidelines will help you achieve greater precision
• Walk the Line: Ethical Dilemmas in Negotiation: The potential for opportunism abounds in bargaining situations. Here’s how to decrease the use of ethically ambiguous tactics
• Find the Sweet Spot in Your Next Deal: Your First Goal: Cooperate with the other side to create value. Your second: Claim as much of that value as possible
• Listen Up! Your Talks May Depend on It: Active listening entails more than just waiting patiently while your counterpart speaks. Master this dynamic and often-overlooked process
• Research Summaries: Is Time on Your Side? Resolve Hot Topics with Cooler Heads

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• Blind Justice? Think Twice Before Going to Court: Judicial bias and error may prevent you from getting a fair trial. Here’s why you might choose to negotiate instead
• Gender Matters in Workplace Decisions: Learn which rule-making procedures male and female employees prefer, and improve job satisfaction and productivity
• Lead the Way: Resolving In-House Disputes. Manage the day-to-day conflicts that hinder success in your office using mediation and arbitration techniques
• Negotiate Conditions – and Bring Value to the Deal: Shape talks to your advantage with these four creative solutions
• Research Summaries: Negotiating with Chameleons; The Darker Side of Perspective Taking

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• When Individual Bargaining Skills Aren’t Enough: If negotiation training has failed to improve results, your organization may need to address its own strategic and structural shortcomings
• Build Rapport – and a Better Deal: Being in sync with your counterpart is a powerful precursor to trust and a mutually beneficial agreement
• Call Their Bluff! Detecting Deception in Negotiation: Cues that reveal deceit abound in face-to-face talks. Here’s how to improve your odds of ferreting out lies
• The Perils of Negotiating to Win: Competitive arousal may be derailing your negotiations

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• Write First, Talk Later? Using Drafts to Make Deals: Learn what to do when your counterpart puts a standard-form contract on the table – and when to present your own
• Find More Value at the Bargaining Table: Many Professionals are too quick to give up the search for all sides. Improve your deal’s quality by mastering these four value-creating moves
• During the Gold Rush: Negotiating in China. Undistributed revenues offer you and your counterpart a growing financial incentive to settle an entrenched conflict
• How to Negotiate When You’re (Literally) Far Apart: The same message comes across differently via phone, email, or video. Here’s what you need to know about applying these technologies

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