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December 2016 · Vol. 19 · No. 12

December 2016 · Vol. 19 · No. 12

IN THIS ISSUE

Manage Your Power at the Bargaining Table
When Breaking Up is Hard to Do
Hoping for an Uncontroversial Negotiation? Consider the Optics
Hugging it Out: Men, Women, and Competition

Dear Negotiation Coach: Mixing Business and Friends

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu

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November 2016 · Vol. 19 · No. 11

November 2016 · Vol. 19 · No. 11

IN THIS ISSUE

Make the most of trends in salary negotiation
Howard Raiffa Taught Us to Make Better Decisions
In Purchasing Negotiations, Pairs of Men Lean to the Extreme
How Apple botched its TV expansion deals
It’s not intuitive: To better read emotions, think more rationally

Dear Negotiation Coach: Teaching Children to Self-Advocate

WHAT’S NEW

Learn how to deal with difficult people and

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October 2016 · Vol. 19 · No. 10

October 2016 · Vol. 19 · No. 10

IN THIS ISSUE

Breaking through impasse
In Negotiation, How Much Does Personality Matter? 
Negotiation in the News: Lessons from David Cameron’s failed Brexit negotiations
In India, a direct approach to conflict

Dear Negotiation Coach: Starting Off on the Right Foot

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in Cambridge, Massachusetts. Visit

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September 2016 · Vol. 19 · No. 09

September 2016 · Vol. 19 · No. 09

IN THIS ISSUE

Moving beyond “us versus them”
Negotiation in the News: In a new role, Hollywood actresses fight for equitable pay 
Negotiation Research You Can Use: When Fear of Impasse Leads to Bad Deals
Choosing and Using a Negotiation Adviser

Dear Negotiation Coach: Responding (Or Not) to an Ultimatum

WHAT’S NEW

Learn how to deal with difficult people and problems in our

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August 2016 · Vol. 19 · No. 08

August 2016 · Vol. 19 · No. 08

IN THIS ISSUE

Negotiating the Most Sensitive Topics of All
A new book offers guidance on how to address taboo subjects and behavior.
Negotiation in the News: For Cruz and Kasich, A Short and Tenuous Alliance 
The failed partnership between the former rival presidential candidates points to the promise and perils of alliance building.
Negotiation Research You Can Use: Make

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July 2016 · Vol. 19 · No. 07

July 2016 · Vol. 19 · No. 07

IN THIS ISSUE

Star power: Negotiate to take your career to the next level
In Hollywood’s Golden Age, a small number of actresses hit upon a new dealmaking model that could inspire you to negotiate more creatively at work.
The Right Way to Say I’m Sorry 
New research sheds light on how to make the most of an apology

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June 2016 · Vol. 19 · No. 06

June 2016 · Vol. 19 · No. 06

IN THIS ISSUE

Negotiating the (seemingly) impossible
In negotiation, success sometimes hinges on our ability to convince someone that our proposed solution would benefit him more than the option he favors.
Negotiating with the Most Difficult People of All 
Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time,

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May 2016 · Vol. 19 · No. 05

May 2016 · Vol. 19 · No. 05

IN THIS ISSUE

When Negotiators Discriminate Based On Race
Both implicit and explicit bias can disadvantage racial minorities at the bargaining table. Here’s what to do about it.
Engineering Breakthroughs When Trust is Low 
The Obama administration capitalized on its recent nuclear deal with Iran to secure the release of Americans imprisoned in the Middle Eastern nation.
A Bidding War

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April 2016 · Vol. 19 · No. 04

April 2016 · Vol. 19 · No. 04

IN THIS ISSUE

Entrepreneurs: Prepare to overcome key negotiation challenges
To help your new business grow and thrive, be ready to address the unique characteristics of your negotiations with potential investors and partners.
New Strategies for Your Multiparty Negotiation Tool Kit 
Try novel tactics that contributed to a groundbreaking deal at the U.N. Climate Change Conference.
Negotiation in the News:

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March 2016 · Vol. 19 · No. 03

March 2016 · Vol. 19 · No. 03

IN THIS ISSUE

In Business Negotiations, Set the Stage for Success
Through intensive planning, the organizers of the Paris climate-change talks streamlined a massively complex negotiation.
Should You Appeal to Their Sense of Sympathy?
New negotiation research suggests ways to make the most of your weakness.
Negotiators: Resist the Vividness Trap
Focus on what you truly value when negotiating for the

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