Adapted from “Their Agent, Your Advantage,” by Guhan Subramanian, Professor, Harvard Business School and Harvard Law School.

The benefits of hiring an agent are well known. Yet negotiation experts often overlook the ways in which you can use the other side’s agent to your advantage.

Suppose you’re stuck in contentious negotiations with the other side’s agent. How can you break an impasse? … read more »

Adapted from “Are You an Overconfident Negotiator?” by Don A. Moore, Professor, Carnegie Mellon University.

Many negotiators understand the importance of estimating the other side’s reservation price—the worst deal he would accept from you. However, despite the fact that such estimates often are based on hints, clues, and speculation, negotiators are frequently overconfident that their estimates are accurate.

Say, for instance, that … read more »

Adapted from “Dealing with Distrust? Negotiate the Process” by Deepak Malhotra, Associate Professor, Harvard Business School.

Kathy, a serial entrepreneur, was negotiating the acquisition of a boutique software-development firm when a dispute arose regarding the valuation of one of the software firm’s assets. Specifically, the firm owned the rights to a technology patent of uncertain value. The firm’s owner argued that … read more »

Adapted from “Will You Thrive—Or Just Survive?” by Deborah M. Kolb, Professor, Simmons College of Management.

What happened the last time you faced a new leadership opportunity? Whether you were called on to head a team, a task force, a unit, a division, or a company, chances are you negotiated the compensation and perquisites of the appointment—your salary, title, vacation, and … read more »