External Management Article Link

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Breakthrough Negotiation: Don't Leave It On the Table
Ponder this. Businesses are constantly involved in negotiations but rarely develop these skills in their leaders. Harvard Business School professor Michael Watkins explains the secrets of powerful negotiators. PLUS: Book excerpt.
Publication: Harvard Business School: Working Knowledge
Building Bridges: New Dimensions in Negotiation
How does a master negotiator negotiate? HBS Professor James Sebenius, founder of the school's Negotiation Unit, frames options in such a way that "what you choose in your perceived interest is, in fact, what I want." How does he accomplish this? Through what he calls "three-dimensional negotiation:" persuasion at the bargaining table; delving into the deeper interests that underlie the parties' positions; and a studied determination of whether to take the deal on the table or to walk away.
Publication: Harvard Business School: Working Knowledge
Dealing with the 'Irrational' Negotiator
Most models for performing any business process, including negotiating, assume rationality among the various players. However, rational behavior is not universal. Some people frequently seem to behave irrationally and all of us do so occasionally. So how do you negotiate with someone who appears to be (although not necessarily is) behaving irrationally?
Publication: Harvard Business School: Working Knowledge
Negotiating Challenges for Women Leaders
When negotiating compensation, women often sell themselves short. Some practical advice on claiming the power to lead in this interview with HBS professor Kathleen L. McGinn and Harvard's Hannah Riley Bowles.
Publication: Harvard Business School: Working Knowledge
Negotiating on the Edge: Life in the Balance
Think negotiating a merger or a bigger paycheck is nerve-racking? Try haggling with a terrorist, or with someone about to kill himself. Four master negotiators share their cutting-edge bargaining skills.
Publication: MBA Jungle
Negotiation and All That Jazz
Negotiation is improvisational -- demanding quick, informed responses and decisions. Professor Kathleen L. McGinn lays out the score in this article from Negotiation.
Publication: Harvard Business School: Working Knowledge
The Emerging Art of Negotiation
A negotiation is rarely open-and-shut, but research is starting to reveal a number of ways that this complicated and often-volatile process might go a lot better for all concerned. HBS Professor Kathleen L. Valley, HBS Senior Research Fellow Max H. Bazerman and two colleagues point the way toward a new understanding of the psychology of negotiation.
Publication: Harvard Business School: Working Knowledge
The Negotiator's Secret: More Than Merely Effective
What turns merely effective negotiators into all-out expert negotiators? The ability to overcome six common mistakes, according to HBS professor James K. Sebenius. In this excerpt from the Harvard Business Review, he describes one of the most glaring.
Publication: Harvard Business School: Working Knowledge

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