Negotiation strategies

An engineer decides whether to make the leap to full-time entrepreneur.

Follow these basic rules.

They assume the size of the pie is fixed—and miss opportunities to create value.

A survey of 937 organizations found that many remain stuck in a counterproductive approach to making deals.

Even when disabled employees demonstrate the same skills and behaviors as their nondisabled peers, their performance is often rated lower — especially for women.

New research reveals the secret to better deals lies in asking more open-ended questions.

A factory manager considers whether to accept or resist union demands.

Tips from a crisis veteran

A tool to help leaders bring hidden issues to the table.

The time has come for management to start working with—rather than against—organized labor. Here’s how.

Short answer: Yes.

Sometimes when you win, you also lose.

How to identify and understand the benefits that are important to you.

You might be surprised at what your acquirer will agree to — if you just ask.

You might want to be careful about who you’re doing business with, because in the end, your behavior is likely to be influenced by theirs.

#1: Men negotiate and women don’t.

Too often, we overvalue available — but ultimately irrelevant — information.

Four strategies for managers.

Don’t accept the first offer — you’ll miss out on A LOT of money.

Three priorities to help lay the groundwork for success.