Professional success is largely dependent on one’s success in managing differences and fostering collaboration among people and organizations. However, in today’s highly dynamic and complex managerial environment, which is marked by increasing interdependence and often by conflicts of interest, it can be extremely challenging to bring together the relevant “players” – internal and external stakeholders who have different interests, perceptions, attitudes, behaviours, or values – to forge efficient, profitable, and lasting agreements. Professionals who understand the science and practice of negotiation are much better equipped to navigate these differences and create agreements that advance their own interests, and also the interests of the other parties involved.
After taking this course, students will:
Use this database to search for articles in the broad areas of business, applied economics and law. It incorporates titles from ProQuest Asian Business, European Business, Accounting & Tax and Banking Information Source databases. It includes trade publications as well as Wall Street Journal (Eastern ed).
Essentials of negotiation by Harvard Business Cases
Note that Harvard Business Cases are not available online or through the library. Please check with your school administration.
Harvard Business Review articles
For HBR articles, please use our library homepage to search for them.
Further Reading
Negotiation by 
Negotiation Excellence by 
Advanced Negotiation Techniques by 
