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Negotiating with Your Agent

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Toby knew that Dara was the perfect New York literary agent for him as soon as he heard her friendly, professional voice on the phone. Never mind that 17 other agents had already rejected his book proposal. Dara’s enthusiasm and recent sales convinced him to sign the three-year exclusive contract she mailed to him in
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How to Avoid the Negative Impact of Goal Setting: Setting Realistic Objectives in Negotiations

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Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up
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Tel Aviv

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About the On-Site Faculty Member
The on-site instructor for this workshop will be Samuel (Mooly) Dinnar. Dinnar is an instructor with the Harvard Negotiation Institute, a strategic negotiation advisor, and an experienced mediator of high-stakes complex business disputes, with more than 25 years of international experience as an entrepreneur, executive, board member and venture capital investor.
In
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5 Win-Win Negotiation Strategies

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Business negotiators understand the importance of reaching a win-win deal: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership are much higher. But concrete strategies for generating a win-win contract often seem elusive. The following five, from experts at the Program on Negotiation at Harvard Law School,
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In Contract Negotiations, Agree on How You’ll Disagree

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During the course of a complex negotiation, the last thing we want to think about is the possibility that a serious disagreement or contract breach will arise during the implementation stage. Yet we also know that such conflicts are common.
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How to Negotiate Under Pressure

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At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12
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Successes and Messes: From animosity to agreement

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Sometimes in negotiation, your most unlikely counterpart may turn out to be your most promising one. That’s what executive Joel Manby came to realize after becoming CEO of embattled theme-park operator SeaWorld in the spring of 2015.
Stormy seas
For more than two decades, the Humane Society of the United States and other activist groups had condemned
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Star power: Negotiate to take your career to the next level

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Thanks to a series of cultural events and news stories, job negotiation—and the question of how to succeed at it—has become a hot topic among women professionals and businesspeople more generally. First came Facebook CEO Sheryl Sandberg’s book Lean In: Women, Work, and the Will to Lead (Knopf, 2013) and corresponding movement, which encouraged women
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Dear Negotiation Coach: The Case for Backing Down

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QUESTION
I have pushed pretty hard in salary negotiations for a job with a new company. In my last discussion with the HR person, he presented some convincing evidence suggesting that the high figure I tried to justify is off the mark. Given how hard I pushed for the higher salary, I am hesitant to back
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Negotiation in the News: Dealing with an unpredictable counterpart

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Many negotiators swear by the element of surprise. When the New York Times asked Republican presidential candidate Donald Trump about China’s aggressive moves in the South China Sea, for example, he responded, “I don’t want to say what I would do because . . . we need unpredictability.” He continued, “I wouldn’t want them to
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