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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 Out and Earning Up

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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 Center negotiates to rename a hallowed hall
  • Dear Negotiation Coach:
    Will your offer be in the right ballpark?

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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 risks of lying in negotiation
  • Successes & Messes
    With the NBA, TV networks get a jump on a deal
  • Dear Negotiation Coach
    Need help? Don’t be afraid to ask

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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
  • The insincere negotiator
    The risks of emotional displays
  • When a private dispute goes public
    The cases of Market Basket and Hachette
  • Dear Negotiation Coach
    “How can we deal more successfully with our kids?”

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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 from the NFL
  • Chain reactions
    How observers escalate conflict
  • Dear Negotiation Coach
    Moving from “should” to “could”

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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 LA Clippers
    Steve Ballmer’s hoop dreams come true
  • Set more accurate goals
    “Unpacking” can help
  • Dear Negotiation Coach
    Manage their perceptions

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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 Negotiation Coach
    Coping with a change-of-control provision

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August 2014 · Vol. 17 · No. 8

August 2014 · Vol. 17 · No. 8

When leading multiparty negotiations, break it down: A great negotiator offers lessons for simplifying complex talks.

In business negotiations, prepare to “consciously uncouple”: Plan in advance what will happen if your partnership fails.

When facing an ideological impasse, appeal to status: New research identifies a technique for breaking down barriers to agreement.

Negotiation research you can use: Anger, sadness, and sacred issues

Dear Negotiation Coach: The hidden benefits of distrust.

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July 2014 · Vol. 17 · No. 7

July 2014 · Vol. 17 · No. 7

How to win at win-win negotiation: Think you have to choose between collaborating and competing? A new book shows how you can have the best of both worlds.

Build strong relationships in business negotiations: When creating and implementing deals, negotiators reap great benefits from close bonds.

For Silicon Valley, a breach of “Don’t be evil”?: Allegations of collusion reflect the ethical perils of business negotiations.

Negotiation research you can use: When anchoring isn’t effective

Negotiation research you can use: Message received: Smartphones and negotiation don’t mix

Dear Negotiation Coach: Putting “fair” offers to the test

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June 2014 · Vol. 17 · No. 6

June 2014 · Vol. 17 · No. 6

Launch more productive cross-cultural negotiations
Concerns about dignity, face-saving, and honor can derail negotiations conducted between cultures. Prepare to avoid misunderstandings and identify shared concerns.

Is your negotiating style holding you back?
A balance between assertiveness and empathy will improve your results.

Book Notes: Make the most of feedback in your negotiations

Negotiation research you can use: To discourage deception, try these 12 moves

Dear Negotiation Coach: Close to the finish line? Take a step back

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