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June 2015 · Vol. 18 · No. 06

June 2015 · Vol. 18 · No. 06

To “Get to Yes” with Others, First Negotiate with Yourself – In Business negotiations, our actions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book.
For Better Business Negotiations, Take the Long View – Prevent “short-termism” from harming your organization down the road.

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May 2015 · Vol. 18 · No. 05

May 2015 · Vol. 18 · No. 05

To “Get to Yes” with Others, First Negotiate with Yourself – In Business negotiations, our actions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book.
For Better Business Negotiations, Take the Long View – Prevent “short-termism” from harming your organization down the road.

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April 2015 · Vol. 18 · No. 04

April 2015 · Vol. 18 · No. 04

Negotiate for what you need to succeed – You may be adept at negotiating for your organization, but are you passing up career opportunities back at the office?
Secret Agent Man: Should You Keep Your Deal Private? – President Obama recently surprised the world with the outcomes of three high-profile negotiations. We look at the pros

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March 2015 · Vol. 18 · No. 03

March 2015 · Vol. 18 · No. 03

In Negotiation, “Is Benevolent Deception” Acceptable?
“No One’s Really in Charge” – Hostage Taking and the Risk of No-Negotiation Politics
Exploring New Opportunities to Negotiate
Men, Women, and Violations of Trust
Dear Negotiation Coach: Earning

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February 2015 · Vol. 18 · No. 02

February 2015 · Vol. 18 · No. 02

Getting past “You go first”
When mutual sacrifice is required, it can be hard to push past impasse.
Too eager to close?
Avoid the “agreement trap”
When a little power is a dangerous thing
No alternatives can be better than poor ones
A harmonious ending
Lincoln

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January 2015 · Vol. 18 · No. 01

January 2015 · Vol. 18 · No. 01

Dealing with difficult people— even when you don’t want to
What to do when an erratic negotiating partner stands in the way of your goals.
In business negotiations, share the wealth wisely
Don’t just offer a gift; negotiate it instead
Bluffing versus puffing
The

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December 2014 · Vol. 17 · No. 12

December 2014 · Vol. 17 · No. 12

In job negotiations, set yourself up for long-term success
Status concerns, insecurity, and inattentiveness to our bargaining power can prevent us from negotiating for a position that will be satisfying over time.
How to avoid a bidding war
Five strategies to help you think outside the box

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November 2014 · Vol. 17 · No. 11

November 2014 · Vol. 17 · No. 11

In business negotiations, assess when to go it alone
The decision to negotiate without an agent should be made with care.
Are introverts at a disadvantage in negotiation?
Learning from extroverts—and capitalizing on one’s strengths
A threat of “pay to play”
A bold request

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October 2014 · Vol. 17 · No. 10

October 2014 · Vol. 17 · No. 10

Arguing over who’s right? Change the discussion
In negotiation, debating whose rationale is fairest can be a waste of time. Here’s how to get beyond such disagreements and come together.
Stay “in the deal”
How to avoid being marginalized
The battle for the

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September 2014 · Vol. 17 · No. 09

September 2014 · Vol. 17 · No. 09

What aren’t you noticing in your negotiations?
A new book explains why we miss key information—and how we can do better.
Dealing with negotiation power plays
The Amazon-Hachette dispute suggests ways to overcome hardball tactics
Negotiating with the enemy
The United States–Taliban prisoner swap
Dear

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