Category

Negotiations

Underpaid (Live)

By | Audio, Compensation, Human resource management, Negotiations

Do you deserve a higher salary? In a live taping with an audience of compensation experts, Dan and Alison answer your questions 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.

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A Hollywood Executive On Negotiation, Talent, and Risk

By | Audio, Negotiations, Talent management

Mike Ovitz, a cofounder of Creative Artists Agency and former president of The Walt Disney Company, says there are many parallels between the movie and music industry of the 1970s and 1980s and Silicon Valley today. When it comes to managing creatives, he says you have to have patience and believe in the work. But to get that work made, you have to have shrewd negotiating skills. Ovitz says he now regrets some of the ways he approached business in his earlier years, and advises young entrepreneurs about what he’s learned along the way. He’s the author of the new memoir “Who Is Michael Ovitz?”

Editor’s note: This post was updated September 26, 2018 to correct the title of Ovitz’s book.

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The Advice We Get and Give

By | Audio, Gender, Leadership, Negotiations

Professional women get all kinds of advice — some of it helpful, some of it really unhelpful, and some of it nice-sounding but pretty impossible to use. We question some of the classic advice women get (and give) on asking for more money, achieving more by doing less, and not burning out. Guests: Ashleigh Shelby Rosette, Arianna Huffington, Tiffany Dufu, Susan Orlean, and Alison Beard. Our theme music is Matt Hill’s “City In Motion,” provided by Audio Network. For links to the articles mentioned in this episode, as well as other information about the show, visit hbr.org/podcasts/women-at-work.

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Controlling Your Emotions During a Negotiation

By | Audio, Emotional intelligence, Negotiations, Psychology

Moshe Cohen, a senior lecturer at Boston University’s Questrom School of Business, says you can’t take the emotion out of a negotiation. After all, negotiations revolve around conflict, risk, and reward — which are inherently emotional. Instead of sidelining your feelings, understand them. Cohen explains how to understand your triggers and use your emotions and those of your counterparts to your advantage.

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