Negotiating

Don’t let a cocksure attitude blow it

July 5, 2016
As a top Caltech student, Adam Steltzner arrived to an interview with confidence, but ended up coming off as cocky.

How Nike let Stephen Curry slip away to Under Armour

June 13, 2016
In 2013, Nike flubbed a meeting to renew its sponsorship contract with Stephen Curry.

When an enemy sits at your conference table

June 10, 2015
Robert Mnookin, chairman of the Harvard Program on Negotiation, believes that taking a hard line against a reviled opponent might have its time and place—but usually, even the devil should be heard.

Be the coolest customer in even the hottest negotiation

May 21, 2015
Trying to become a “hyper-rational robot” during stressful negotiations isn’t a realistic strategy, says the founder and director of the Harvard International Negotiation Program. Instead of trying to smother emotions, you should address the opposing side’s five core concerns as the dealmaking process begins.

Fight last-minute negotiation demands

April 13, 2015
Some negotiators try to extract an extra concession at the last minute. If that happens, ask yourself, “Do I understand why they want this extra concession?”

Set a high bar for your next deal

February 17, 2015

Like many CEOs, Dan Quiggle also raised funds for his favorite nonprofit organizations. He recalls asking a billionaire for a hefty donation to a particular charity. Quiggle, co-founder and CEO of America’s Choice Title Co., made his pitch with care. He began by thanking the billionaire for his support …

Sealing deals with a handshake and a taco

September 24, 2014
After more than two years of testing a Doritos-flavored taco shell, Taco Bell still had not signed a contract to partner with the company that made Doritos. So as the date neared for a major launch, CEO Greg Creed invited Frito-Lay’s CEO to a meeting where they forged a handshake deal. Creed’s eagerness to forge ahead without an official contract paid off.

Dale Carnegie on winning friends

March 28, 2014

The 20th century guru of self-help, Dale Carnegie, followed his own recipe for success, becoming a crisp speaker, confronting fear and learning what people want. Here’s how he put it:

Lessons from a squeaky sofa

January 8, 2014
After Roger Schwarz bought a new sofa, he found that it squeaked when he sat on it at home. He complained to the store’s owner, who insisted that the sofa was identical to the others he sold—and they all squeaked. Schwarz and the owner decided to test three sofas at the warehouse …

Bridge the gap between foreign cultures

May 30, 2013
Executives in most developed countries speak at least some English. But you might still face cultural and linguistic obstacles. Consider the case of American business owners who travel to Tokyo to meet with Japanese executives to explore a possible joint venture.