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Negotiations

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Whether you’re weathering a buy-out, finagling a salary, or just running the day-to-day, solid negotiating skills are a must. Learn how to size-up a negotiation, negotiate in a downturn, and overcome any stalemate. CEO.com has compiled the most current and insightful articles about business negotiating on the web.

Essential Reading

Studies, Surveys, Guides and Visuals

Tips for Negotiating an Earn-out

Inc.Less than half of entrepreneurs stick around long enough to reach their earn-out goals. Using these tips, though, might make it worth the wait.

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In Negotiatoins, Play Stupid to Win Smart

HBR BlogsThere's a fine art to emerging as the winner. Harvard blogger Anthony Tjan explains it all to you.

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Negotiating to Win – 10 Tips for Improving Your Negotiating Skills

ForbesIn today’s business world, being a good negotiator can make a big difference in your career. No matter what the topic for discussion, successfully negotiating to achieve your goals requires thought...

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How to Size Up a Negotiation

HBR BlogsIn most negotiations, people enter with pre-determined positions and then in the process allow emotion to override logic. Having the discipline to assess and quantify the facts beforehand helps one...

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Four Rules for Effective Negotiations

HBR BlogsHBR's Anthony Tjan identifies four "golden rules" to be the most helpful towards productive negotiation outcomes. The rules parallel different stages of a negotiation:

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How to Negotiate a Term Sheet Part 1

BusinessWeekIn this two-part series, columnist Tom Taulli defines key terms and sketches out common pitfalls for entrepreneurs negotiating a term sheet with venture capitalists

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How to Negotiate a Term Sheet, Part II

BusinessWeekIn his last column, Tom Taulli looked at some of the key issues of negotiating a term sheet and offered advice on how founders should handle them (BusinessWeek.com, 8/15/08). In this this column, Tom...

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Negotiation Strategies for a Downturn

BusinessWeekDuring a downturn, things change. As the frenzied pace of a frothy market slows, there are fewer opportunities, and every deal matters

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Negotiating with Liars

MIT Sloan Management ReviewOne of the enduring truths about human beings is that we lie — frequently and often quite casually. It should not be surprising, then, that when it comes to negotiation, the process is often strewn...

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A Choreographer's Cues

Kellogg InsightOn the cross-cultural negotiations stage, the players are challenged to converge despite strong differences in behavior and communication style. In “The Negotiation Dance: Time, Culture, and...

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New Tools for Negotiators

Mckinsey QuarterlyA few simple ideas make it possible to construct powerful strategies for even the most complex deals.

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Negotiation 101

Fast CompanySusan Podziba teaches the fine art of negotiation at Harvard and MIT, but she's continually refining her own skills in some of the thorniest conflicts around. Here are her nine tenets for negotiating...

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Google and the Government of China

Based on the negotiation between Google and the Chinese government to allow access by Chinese citizens to a high-speed Chinese version of the Google search engine.

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Negotiating, Business Fundamentals Series

This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential...

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CEO.comStrategy has to be one of the most misused words in business. The word is tossed around boardrooms and customer meetings with reckless abandon. You've likely heard this: "Our strategy is to become the biggest and the best." Deciding to become a global corporation, to diversify or to increase sales...

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Why Successful Companies Stop Growing

CEO.comWe've all seen examples of unstoppable companies that suddenly hit the wall. Growth slows down, stock prices start to decline, shareholders get nervous, and the press starts to speculate that something is wrong. In some cases, like P&G and Starbucks, the board brings back a former CEOwho can...

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9 Negotiation Tactics From Famous CEOs

CEO.comEverything is negotiable. It’s one of those trade secrets every businessperson knows but won’t divulge. Because at the end of the day, those who bargain the best are the ones who come out on top. Learning to play the game to your advantage, to disagree without being disagreeable, is more than...

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How To Tell A Story With Data

HBRHere are some journalistic strategies on telling a good story that apply to data visualizations as well.

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3 Ways To Banish Wishful Thinking

IncThese three strategies will help ensure you're building a business based on reality, not wishful thinking.

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Six Simple Questions For Strategic Planning

CEO.comWhether you are developing a corporate strategic plan or setting your department's strategy, there is a direct correlation between the simplicity of a plan and the chances of adhering to it. Why stack the odds against yourself with an overly complex or unclear plan? A sound plan and a simple...

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Forget The Mission Statement

Fast CompanyWhat some of the most powerful CEOs in the country had to say about the questions that will keep any company on track.

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What J.C. Penney's Ron Johnson Must Do Now

FortuneJohnson's strategy must first be grounded in the simple fact that J.C. Penney customers are not the same as Apple's.

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4 Ways To Pull Ahead Of Your Competitors

EntrepreneurJust like football, business is a game of inches where the smallest advancement or advantage can mean the difference between winning and losing.

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What To Do When A Product Fails

HBRA charismatic CEO with the willingness to accept a setback, move in a different direction, and persevere to achieve this new and difficult vision can succeed where most fail.

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3 Ways CEOs Screw Up Strategic Plans

CEO.comAt one time, business executives believed that strategic planning was the answer to all of their problems. The process that started in the 1950’s evolved through various strategic analyses including SWOT (Strengths, Weaknesses, Opportunities and Threats), Michael Porter’s competitive strategy...

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7 Things Obama Taught Us About How To Win

ForbesThis is about how a legion of technologists and political advocates were able to help reelect a man whose last four years – let’s face it – was the political equivalent of Les Miserables.

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6 Strategy Lessons From A Chess Prodigy (Now CEO)

Fast CompanyWhile everyone compares business to chess, only a few people can teach the game's most profound lessons. Here, Justin Moore, CEO of the cloud company Axcient, does just that.

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Amazon's Brilliant Strategy To Give Away Money

SlateAmazon Coins is a brilliant strategy to give free money away to Kindle Fire owners.

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Don't Let Strategy Become Planning

HBRTo make strategy more interesting — and different from a budget — we need to break free of this obsession with planning. Strategy is not planning — it is the making of an integrated set of choices that collectively position the firm in its industry so as to create sustainable advantage...

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