Vantage in Harvard Business Review

Simple Rules for Making Alliances Work

Jonathan Hughes and Jeff Weiss
Conventional advice about alliances hasn't reduced their dismal failure rate. Success requires shifting focus to a complementary set of principles.

Want Collaboration? Accept - and Actively Manage - Conflict

Jeff Weiss and Jonathan Hughes
The quest for harmony and common goals can actually obstruct teamwork. Managers get truly effective collaboration only when they realize that conflict is natural and necessary.

Getting Past Yes: Negotiating as if Implementation Mattered

Danny Ertel
Techniques that can help you seal a deal may end up torpedoing the relationship when it’s time to put the deal into operation.

Turning Negotiation Into a Corporate Capability

Danny Ertel
Many companies view each negotiation as a separate situation. But companies that take a more coordinated approach are making better deals and forging stronger relationships.

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