The following articles are necessary readings for MANA 7332. To access these articles outside of the library, you will need to use your Cougarnet login credentials.

• Brooks, A. W., & John, L. K. (2018). The Surprising Power of Questions. Harvard Business Review, 96(3), 60–67.
• Gunia, B. (2017). To move or to wait? Everything you need to know about making the first offer. Business Horizons, 60(1), 15-18.
• Gunia, B. (2017). Batten down the anchors: Responding to another negotiator’s first offer. Business Horizons, 60(4), 431-434.
• Malhotra, D., & Bazerman, M. H. (2007). Investigative Negotiation. Harvard Business Review, 85(9), 72–78.
• Bazerman, M. H., & Gillespie, J. J. (1999). Betting on the Future: The Virtues of Contingent Contracts. Harvard Business Review, 77(5), 155–160. 
• Vickberg, S. J., & Christfort, K. (2017). Pioneers, Drivers, Integrators, & Guardians. Harvard Business Review, 95(2), 50-56.
• Brooks, A.W. (2015). Emotion and the Art of Negotiation. Harvard Business Review, 93(12), 72-79.
• Jeong, M., Minson, J. A., Yeomans, M., & Gino, F. (2019). Research: Being Nice in a Negotiation Can Backfire. Harvard Business Review Digital Articles, 2–5.
• Bitterly, B., & Schweitzer, M. E. (2019). How to Deflect Difficult Questions in an Interview or Negotiation. Harvard Business Review Digital Articles, 2–5. 
• Brett, J. M., Friedman, R., & Behfar, K. (2009). How to Manage Your Negotiating Team. Harvard Business Review, 87(9), 105-109.
• Malhotra, D., Ku, G., & Murnighan, J. (2008). When Winning is Everything. Harvard Business Review, 86(5), 78-86.
• Meyer, E. (2015). Getting to Sí, Ja, Oui, Hai, and Da. Harvard Business Review, 93(12), 74-80.
• Movius, H. (2020). How to Negotiate - Virtually. Harvard Business Review Digital Articles, 2-4. 

• Kolb, D.M. (2015). Be Your Own Best Advocate. Harvard Business Review.

Our copyright agreement with Harvard Business Review (HBR) does not permit linking directly to an individual article. For all articles on the list from the Harvard Business Review, you will end up on the HBR Landing page. To access the article:

1. Click on Search this Publication.

2. Enter the name of the article in the 2nd Search Field. Then click Search.

3. You will be able to see the article in the search results. Click on either HTML Full Text or PDF Full Text.