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May 2017 · Vol. 20 · No. 5

May 2017 · Vol. 20 · No. 5

IN THIS ISSUE

Tired of Liars? Promote More Ethical Behavior in Negotiation
Harness the Power of Popular Opinion
Negotiating Controversial Issues
Negotiation Research: When Powerful Negotiators Cut Corners
Dear Negotiation Coach: Negotiating Upgrades

WHAT’S NEW

Don’t miss our three-day course, Negotiation and Leadership, in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.
Download the Negotiation Briefings Special Report “Negotiation

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April 2017 · Vol. 20 · No. 4

April 2017 · Vol. 20 · No. 4

IN THIS ISSUE

Resolving Conflicts Over Deeply Held Values
When Negotiators Strive to Appear Unpredictable
Switching Channels: How Fox Star Megyn Kelly Ended up at NBC
When Forming First Offers, Take Precision into Account
Negotiation Research: Looking for a Favor? Ask in Person
Dear Negotiation Coach: Perfect Pitch: Make Your Ideas Resonate in Negotiation

WHAT’S NEW

Don’t miss

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March 2017 · Vol. 20 · No. 3

March 2017 · Vol. 20 · No. 3

IN THIS ISSUE

A Dealmaking President’s Opening Moves
If At First You Don’t Succeed…
Negotiation Research: When Many Alternatives Are Worse Than One
Negotiation Research: A Downside of Anger
Successes & Messes: Painting a Suspicious Picture
Dear Negotiation Coach: Before Saying Thank You, Think of the Context

WHAT’S NEW

Don’t miss our three-day course, Negotiation and Leadership course

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February 2017 · Vol. 20 · No. 2

February 2017 · Vol. 20 · No. 2

IN THIS ISSUE

Taking the Plunge: How a Controversial Partnership was Born
Don’t Forget to Negotiate the Process
Negotiating with Rivals
Negotiation Research: For Dispute Resolution, Consider a Lawyer Trained in Mediation
Dear Negotiation Coach: Improving Hiring Decisions

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course in

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January 2017 · Vol. 20 · No. 1

January 2017 · Vol. 20 · No. 1

IN THIS ISSUE

Pull Off a Successful Negotiation Campaign
In Group Negotiations, Make Sure Your Voice is Heard
Negotiation Research: When Breaks from Conflict Build Trust
Successes & Messes: A Notoriously Bad Deal: The Story Behind Ricky Williams’ First NFL Contract
Dear Negotiation Coach: Dealing with Early-Bird Bidders

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day

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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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