In business negotiations, share the wealth wisely

Don’t just offer a gift; negotiate it instead

By on

Article Excerpt

After graduating from the University of Chicago’s business school in 1971, David G. Booth took what he had learned and ran with it. The firm he founded, Dimensional Fund Advisors, bases its investment decisions on the type of academic research Booth absorbed from his professors in Chicago. That scholarly approach has paid off: Dimensional Fund … Read In business negotiations, share the wealth wisely

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE
WHAT’S NEW

Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars.Don’t miss our three-day course, Negotiation and Leadership: Dealing with Difficult People and Problems, April 13–15, May 18–20, or June 15–17 in Cambridge, Mass. Visit
<href="www.executive.pon.harvard.edu">www.executive.pon.harvard.edu to find out more.

Download the Negotiation Briefings Special Report “Dealing with Difficult People” by visiting by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

First offers with repeat partners

Know when to walk away