Our guest in this episode is HBS Professor Christine Exley. She’s raised a caution flag about the popular notion that women short-change themselves by not negotiating enough. If it were true, the…

The person you’re negotiating with may claim to have better offer, but is she spinning a lie? And should you trust the contractor who promises to finish building your new house before…

First the good news. Empathy and understanding in negotiation often leads to creative problem-solving and foster productive relationships. It’s the core of the win-win approach and it’s been confirmed in numerous studies.…

It’s no surprise that Lakshmi Balachandra is an expert on pitches. After all, she’s a professor in Babson College’s Division of Entrepreneurship. But Lakshmi says pitching isn’t just for entrepreneurs seeking investors.…

Harvard Business School Professor Michael Luca shares his findings about negotiating in the online marketplace with One Step Ahead co-hosts, Mike Wheeler and Kim Leary. The good news—most of the time—is that utter strangers,…

Professor Deborah Kolb, author of Negotiating at Work, joins One Step Ahead co-hosts Mike Wheeler and Kim Leary to discuss the special challenges of negotiating within your organization. That may be negotiating up for a…

In this episode of One Step Ahead co-hosts Mike Wheeler and Kim Leary describe their research on the thoughts and feelings—most of them negative and unproductive—that many people bring to the bargaining table. Together…

Andy Wasynczuk, the former Chief Operating Officer of the New England Patriots, is the guest in this episode of One Step Ahead. Nowadays Andy teaches Managing, Organizing and Motivating for Value Harvard Business School. Co-hosts Mike…

In this episode of One Step Ahead co-hosts Mike Wheeler and Kim Leary talk with Frank Barret, author Yes to the Mess (Harvard Business Publishing). Together they explore important lessons negotiators about improvising and creativity…