NEGOTIATION IS NOT A COMPETITIVE SPORT

by Steven P. CohenIssue: July / August 2004

Taking a hard line may be fine – but only in the short term, and only if you really believe that your counterpart…

MAKING THE RIGHT CHOICE: CHOOSING PROFITABLE CHANNEL PARTNERS

by David CampbellIssue: July / August 2004

Getting smart about distribution means looking at channel partners relative to their impact on profitability, not just……

READ MY LIPS: CODE SWITCHING IN NEGOTIATION

by William A. DonohueIssue: July / August 2004

The right strategy and preparation are important elements in successful negotiation, but unless we use the right verbal……

THE NEW AGE OF NEGOTIATION

by Linda StamatoIssue: July / August 2004

Negotiation has come a long way. A once purely adversarial, one-time event has evolved into a relationship-based, ongoing……

A PRESCRIPTION FOR LEADING IN CYNICAL TIMES

by James M. Kouzes, Barry Posner et al.Issue: July / August 2004

While there is nothing inherently wrong in a CEO's command to "Just believe me," there may be something horribly wrong……

MANAGING TIPPING POINTS

by John S. McCallumIssue: July / August 2004

The smash best-selling book, The Tipping Point, is full of astute observations and excellent suggestions for executives……

GETTING IT RIGHT

by Stephen BernhutIssue: July / August 2004

Nothing less than best practice is acceptable Two scenes from business that are just doing it: Earlier this year,…

THE BOLD, DECISIVE MANAGER: CULTIVATING A COMPANY OF ACTION-TAKERS

by Heike Bruch, Sumantra Ghoshal et al.Issue: July / August 2004

Atrophy, entropy and apathy are holding back many organizations and managers today. How, then, to nullify those negative……

WHY NEGOTIATION IS THE MOST POPULAR BUSINESS SCHOOL COURSE

by Leigh Thompson, Geoffrey J. Leonardelli et al.Issue: July / August 2004

Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. "Improving your negotiation……

HOW NO-DEAL OPTIONS CAN DRIVE GREAT DEALS: WHEN ACTIONS AWAY FROM THE TABLE ECLIPSE FACE-TO-FACE NEGOTIATION

by David A. Lax, James K. Sebenius et al.Issue: July / August 2004

Negotiating successfully very much involves what you do away from the table. These co-authors, widely experienced in…