The following question was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School profesor Guhan Subramanian: Question: I’m in a tough negotiation right now where the other side has made a very aggressive first offer. I know that I need to defuse his anchor, but I’m not sure how. What should I say and do? Answer: A well-known cognitive bias in negotiation, anchoring is the tendency to give too much weight to the first number put on the table and then inadequately adjust from that starting point.

Moving systems and data to the cloud is increasingly common, but it inevitably leads to concerns about security and those worries are now reaching the boardroom. This is according to new research by the non-profit Cloud Security Alliance which looks at how companies are currently approaching the cloud, including their views on shadow IT, obstacles preventing cloud adoption, and security priorities. The report includes responses from more than 200 IT and security professionals from varying sized companies around the world.

Wearables are looking for commitment. Manufacturers know that consumers discard many activity trackers within a year of purchase, and it seems that no advances in actual technology are helping new wristbands stand out.

This is a tale of bootstrapping and bucking the conventional wisdom.  This is a tale of applying an Engineer’s overly top down facts sifted through logic lens to what is traditionally a touchy feely shoot from the gut discipline.  This is the story of how my little one man bootstrapped SaaS company competes with giants […]

There was good news last week on the unemployment rate, which fell to a six-and-a-half-year low of 5.6%, while employers added 250,000 jobs. But 8.7 million Americans are still out of work. For those job seekers, a major question is whether they should  look for work in another city. My colleague Kathryn Dill wrote a […]