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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Popular Stories

5 Ways Women Entrepreneurs Can Wow Potential Investors

Fast CompanyWomen are making progress in the small-business world, but it could be better-and honing financing skills helps. Here are five tips on how they can increase their odds of getting funding:

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Does Your Company Undervalue Privacy?

HBRTechnology innovation and the power of data analytics present tremendous value, but also new challenges. While a digital economy requires businesses to rethink priorities and practices, this doesn’t have to be a burden. Instead, privacy protection should be a practice as fundamental to the...

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2014 Is Looking Bright For Small Businesses

Fox BusinessAfter years of scraping along during the recession and in the sluggish growth years that followed it, small businesses will enjoy improved sales and profits this year and the best pace of growth since 2007.

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Follow These 4 Simple Steps To Avoid A Hiring Crisis

Entrepreneur Entrepreneurs often make poor decisions about hiring and staffing because they are stuck in crisis mode: They need help immediately. Stephen R. Covey popularized this notion with the "Urgent/Important Matrix" in his 1994 book The 7 Habits of Highly Effective People. With this matrix, Covey...

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The 2 Questions Every Manager Should Be Asking

HBRWhen you read a business book or attend a presentation on a particular management practice, it is a good habit to explicitly ask, “What might it not be good for?” When might it not work; what could be its drawbacks? If the presenter’s answer is “there are none,” a healthy dose of...

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3 Strategies For Dealing With Toxic People

Entrepreneur Mark Goulston, a Los Angeles-based business psychiatrist and consultant and author of Just Listen: Discover the Secret to Getting Through to Absolutely Anyone, says it's simple to deal with the bullies, the blamers, the rage-aholics, the whiners and the complainers. Here's how.

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9 Essentials To A Successful Business Partnership

IncWhat's more important to a new venture than a great business idea? Finding the right business partners. I've heard this again and again from successful entrepreneurs, and I've lost count of how many investors tell me that they put their money behind people--as much or more than ideas.

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When Change Is Bad For Business

HBRBy now, the idea that organizations must adapt in order to maintain both relevance and market share in a rapidly changing world is so ingrained that it’s been reduced to pithy sayings. And there are many organizations — from Blockbuster to Kodak, print-only newspapers to pay-phone makers —...

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8 Ways Neuroscience Can Improve Your Presentations

IncOver the past few decades, enormous amounts of effort (and dollars) have gone into understanding how the mind works. This is good news for you, especially when it comes to public speaking, which requires getting into the minds (and hearts) of an audience. Neuroscience research offers loads of...

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3 Tips For An Effective Social Media Strategy

Fox BusinessPubsoft Director of Marketing Heather Wied says small businesses shouldn’t spread themselves thin trying to master every social network under the sun. Pubsoft, which helps businesses publish online content, integrates social networking to help customers spread the word about their businesses....

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7 Surefire Ways To Add Customers

CEO.comAdding new customers in your current market is often the single most impactful action firms can take to increase revenue. That’s because every new customer brings exponential growth potential in the form of follow-on sales, cross-selling/up-selling opportunities and referrals to new...

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Former IBM CEO: Working At A Global Scale

Fast CompanyThese three key thoughts from the former CEO of the multinational grandfather of tech shares how working small can help your company think big. A number of principles can serve as a guide for companies evolving into globally integrated enterprises. These three principles stand out:

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3 Reasons The Midwest Is The New Silicon Valley

Entrepreneur As you’re considering the best cities to jumpstart your organization there are several things to keep in mind that might persuade you to take a closer look at what some are calling the "Silicon Prairie":

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How To Leverage Smart (Not Big) Data

IncSnackable content, engagement, thought leadership. You've heard these marketing buzzwords everywhere. Though the biggest offender of all is probably this one--big data.

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Are Your Analytics Failing You?

HBRThe real challenge is recognizing that using big data and analytics to better solve problems and/or make decisions obscures the organizational reality that new analytics often requires new behaviors. People may need to share and collaborate more; functions may need to set up different or...

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