Negotiating

The dangers of getting locked in

August 9, 2018
Deals loading many benefits into the future may get very wispy indeed as that future arrives.

The case for backing down

August 9, 2018
Q. I have pushed pretty hard in salary negotiations for a job with a new company. In my last discussion with the HR person, he presented some convincing evidence suggesting that the high figure I tried to justify is off the mark. Given how hard I pushed for the higher salary, I am hesitant to back down at this point. Wouldn’t doing so make me look bad?

Top 5 do’s and don’ts of negotiating

July 12, 2018
10 tips for a successful negotiation.

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.’”