Black people are more likely to receive lower salaries in hiring negotiations when racially biased evaluators believe they have negotiated too much, a recent study found. Whether you’re establishing ...

Anxiety and low confidence are two of the most common feelings people experience during negotiations — just the thought of ...

Negotiations for academic positions are always high-stakes, given the scarcity of tenure-track jobs in many disciplines, and the fact that job offers come at the end of a long and grueling search ...

Jim Schleckser is the Founder and CEO of The CEO Project, a firm that builds advanced advisory groups for CEOs of high-growth companies. Business negotiation is an art as much as it is a science. This ...

Like many executives, you know a lot about negotiating. But still you fall prey to a set of common errors. The best defense is staying focused on the right problem to solve. by James K. Sebenius ...

What comes to mind when you think about negotiation? Is it "curiosity" and "creation"? Or "competition," "conflict," and "confrontation"? For many, it’s the latter, making them reticent to engage in ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...