Beyond walking away: Facing difficult negotiation tactics head-on

Coping with lies, threats, and insults? Here’s how to change the game.

By on

Article Excerpt

In late February, the trial of Jesse Litvak, a former bond trader for Jefferies & Co., got under way in New Haven, Conn. Litvak was charged with defrauding investors of $2 million by behaving deceptively in his trades of mortgage-backed securities in the aftermath of the 2008 financial crisis. In one bond negotiation, Litvak is

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE
WHAT’S NEW

Learn to navigate challenges and seize opportunities in our new course, Women and Career Negotiations, held June 19, 2014, in Cambridge, Mass. Visit www.executive.pon.harvard.edu to find out more.

Download the Negotiation Briefings Special Report “Dealing with Difficult People” by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

Balance empathy and assertiveness

When honor becomes an issue