Typical scenario: a businessperson is preparing for high-stakes negotiation. I ask them what their plan is for the first few minutes of the negotiation. They tell me that they are not going to say ...

Robinson, Robert J. "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1." Harvard Business School Background Note 897-103, February 1997.

Strengthen your negotiation skills with four short video sessions. Negotiation Tactics 101 is designed to improve the skills and confidence of anyone who sits at the negotiation table — large- and ...

Wheeler, Michael A., Dana Nelson, and Gillian Morris. "Confidentiality in Settlement Negotiations: Ethics & Law." Harvard Business School Background Note 904-057, January 2004. (Revised September 2004 ...