Negotiations

Harvard Business Review — the leading business magazine in the world. We present a new collection from the series «HBR: 10 Must-Read Articles», dedicated to the challenges of negotiating and closing deals.

Any interaction in business — with clients and suppliers, partners and investors, employees and candidates — involves negotiations. You will learn how to avoid mistakes at all stages of negotiations: whether you want to secure better conditions when taking a job or close a major deal involving multiple parties.

What to do if negotiations are at an impasse, the parties are unwilling to cooperate, and retreating or losing is not an option? How can negotiators learn to control their emotions and manage the emotions of others? What are the peculiarities of intercultural communication styles when concluding international deals? What can business representatives learn from hostage negotiators when conducting tough negotiations? When should one walk away from a deal?

With the advice, techniques, and strategies from this collection, you will be able to uncover hidden opportunities, influence the course of negotiations, and secure contracts on favorable terms.