If you’ve never read Mark McCormack’s classic book, “What They Don’t Teach You At Harvard Business School: Notes From A Street-Smart Executive,” you should go get a copy (for around 10 bucks at Amazon ...

Only one of these outcomes is desirable (though of the other two, one is clearly preferable to the other). But although your ultimate goal in any negotiation should be to strike a beneficial deal, it ...

Forbes contributors publish independent expert analyses and insights. I write about how to optimize career success. May 26, 2024, 07:30am EDT Greg Williams is a global authority on negotiation and ...

What comes to mind when you think about negotiation? Is it "curiosity" and "creation"? Or "competition," "conflict," and "confrontation"? For many, it’s the latter, making them reticent to engage in ...

Like many executives, you know a lot about negotiating. But still you fall prey to a set of common errors. The best defense is staying focused on the right problem to solve. by James K. Sebenius ...