An Innovative Way to Prevent Adversarial Supplier Relationships

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Formal relational contracts can keep suppliers and buyers from turning on each other when times get tough.

To Succeed in a Negotiation, Help Your Counterpart Save Face

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People will compromise if you protect their reputations.

Adapting Negotiations to a Remote World

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A conversation with Kellogg professor Leigh Thompson on how to avoid the pitfalls of virtual negotiations.

How to Negotiate — Virtually

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A brief guide.

Covid-Delayed Start (Bonus)

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Dear HBR: answers your questions with the help of negotiations expert Moshe Cohen.

How to Negotiate…with Your Kids

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Bring your boardroom skills to the living room.

How to Respond to “Take It or Leave It”

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You really do have a choice.

How to Get What You Really Want in a Negotiation

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Expert mediator Alexandra Carter explains how to apply the principles of negotiation to everyday issues in life and work.

Pre-Pandemic Promises (Bonus)

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Dear HBR: answers your questions with the help of Kellogg School negotiations professor Leigh Thompson.

How Struggling Businesses Can Renegotiate Rent

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It’s possible to find a win-win solution.

Controlling the Emotion of Negotiation

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Harvard Business School’s Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress.

Avoid These Traps When Negotiating in a Crisis

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Move from a combative mindset toward a collaborative one.

Client Troubles

Are clients bringing you down? Dan and Alison answer your questions with the help of Diane Hessan, the founder and chair of the marketing technology agency C Space. They talk through what to do when you have a difficult client, your coworkers are hampering your ability to serve clientele, or you want to win more business to advance your career.

Why Having a Target Salary in Mind Can Derail a Job Negotiation

We aren’t always realistic about what that number is based on.


Should you accept your boss’s counteroffer to stay at the organization? Dan and Alison answer your questions with the help of Leigh Thompson, a negotiations professor at Kellogg School of Management. They talk through what to do when you’re presented with a counteroffer, you’re considering what you would need to stay at your company, or you want to use a job offer to get a raise.

Rupert Murdoch, the NFL, and the Negotiation That Remade TV

The deal turned Fox into a powerhouse.

How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family

Explain how you’ll minimize the impact on coworkers and clients.

What Theresa May Might Learn From Woodrow Wilson’s Failed Negotiations in 1919

One is a pragmatist, the other was an idealist — but their mistakes are similar.

If You’re About to Take a New Job, Should You Consider Your Boss’s Counteroffer?

It’s usually — but not always — a bad idea.

Underpaid (Live)

Do you deserve a higher salary? In this episode of HBR’s advice podcast, Dear HBR:, cohosts Alison Beard and Dan McGinn answer your questions in a live taping with an audience of compensation experts. With the help of Susan Hollingshead, the chief people officer at Vendini, they talk through how to get more money when you haven’t been in your role long, the company isn’t giving out merit increases, or you’re at the bottom of your job’s salary range.

Download this podcast

Listen to more episodes and find out how to subscribe on the Dear HBR: page. Email your questions about your workplace dilemmas to Dan and Alison at

From Alison and Dan’s reading list for this episode:

HBR: How to Ask for a Raise by Carolyn O’Hara — “Pitch your raise as not only recognition for past achievements, but also tacit acknowledgment that you are

Continue reading “Underpaid (Live)”