Negotiating

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Steve Jobs v. George Lucas: The standoff

June 14, 2018
In late 1985, Steve Jobs had launched NeXT and wanted to buy a unit of Lucasfilm that made special-effects software for the movies. But finalizing a deal meant haggling with George Lucas, a notoriously hard negotiator.

3 terrible salary negotiating techniques

March 11, 2018

When the opportunity arises to negotiate your compensation package, avoid these three pitfalls if you want to meet your objectives.

3 worst salary negotiating techniques

February 5, 2018

When the opportunity arises to negotiate your compensation package, avoid these three pitfalls if you want to meet your objectives.

Extract better deals with wily moves

January 29, 2018

A top New York City real estate agent, Fredrik Eklund has negotiated deals with billions. He’s learned to take steps to exert subtle control over the process.

Women still seeking equality

January 25, 2018

Even after decades of progress, women say they have to work harder than men to get ahead. Salary negotiation is a case in point.

In negotiation, make ’em laugh!

January 10, 2018

Q: Last week I sat in on a negotiation among some of our company’s partners. Just when it seemed that they had reached a stalemate, my boss cracked a joke that instantly lightened the mood. Almost magically, she was able to rejuvenate the conversation—and reemphasize her position—in a way that proved effective. But I can also recall times when jokes have flopped in meetings. When and how should I use humor during negotiations (if at all)?

Use empathy to negotiate well

December 13, 2017

“I told them, ‘You’ve created a successful business after breaking away from another firm. I find that inspirational. I want that same story. And I can’t do this without your support.’”

Responding to an ultimatum

October 31, 2017
Q: Last week I sat in on a negotiation among some of our company’s partners. Just when it seemed that they had reached a stalemate, my boss cracked a joke that instantly lightened the mood. Almost magically, she was able to rejuvenate the conversation—and reemphasize her position. But I can also recall times when jokes have flopped in meetings. This experience left me wondering: When and how should I use humor during negotiations (if at all)?

If they offer it, take it!

October 10, 2017
James Patterson, the world’s highest-paid and possibly most prolific author, describes the best advice he ever received.

Breaking bad news

September 18, 2017
Q. I am a real-estate agent working in a relatively active market. I have noticed that delivering bad news to my clients can sour our relationship; they seem to like me less. What can I do to prevent clients from “shooting the messenger”?
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