And to prepare properly for a negotiation, your aim is to control the controllables, starting with your mindset. What comes to mind when you hear “negotiation”? Do you picture a lawyer in ...

Don't submit too many since negotiations are time-consuming and can become an administrative headache. Keep in mind a term called BATNA (Best Alternative To A Negotiated Agreement). It means that ...

For a negotiation to succeed, you need a clear sense of what you want the outcome to be. If you don't have defined goals in mind, you're unlikely to come away from negotiations with the outcome ...

but they're worth keeping in mind when you need to stand your ground and come to an agreement with someone. How do you feel about negotiating? Does it bring out the competitor in you, or do you ...

Michael Wheeler has taught negotiation in Harvard Business School’s MBA and executive education programs since 1993. His iOS Negotiation 360 app profiles users’ interpersonal and problem ...

In kidnapping cases, it’s a physical command center, but in everyday negotiations, it’s a state of mind. Jitters and fears can be contagious, Walker said. He writes in his book that he makes ...