-
Negotiating with a Customer You Can't Afford to Lose
Sales & Marketing Magazine ArticleWhen a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer... -
What's Your Negotiation Strategy?
Communication Magazine ArticleMany people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a... -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Strategy & Execution Digital ArticleIt might work, but it's risky, especially for women. -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Communication Best PracticeExplain how you'll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Technology & Operations Magazine ArticleIn many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem... -
How to Evaluate, Accept, Reject, or Negotiate a Job Offer
Career planning Digital ArticleBe methodical. -
How to Ask for the Job Title You Deserve
Leadership & Managing People Digital ArticleYour salary shouldn't be the only thing on the negotiating table. -
Assessment: What Kind of Negotiator Are You?
Negotiation strategies AssessmentIdentifying your style can help you get what you want. -
Negotiating with Emotion
Difficult conversations Magazine ArticleHigh-stakes deal making is fraught with feeling. Should we really ignore that? -
How California Negotiated Successfully with Fast Food
Negotiation strategies Digital ArticleAs any parent can tell you, it’s hard to get kids to eat their vegetables. It’s even harder for low income parents when getting those vegetables to the table involves two bus rides after a long day standing on your feet, plus a big chunk of your paycheck. For decades, the California Department of Health […] -
Play Your Cards Right
During high-stakes negotiations, it is vital to have a plan. -
Betting on the Future: The Virtues of Contingent Contracts
Business communication Magazine ArticleMany negotiations collapse over differences of opinion about how the future will unfold. Companies need to realize that it’s often better to bet on uncertain events than to argue about them. -
Negotiation Strategies for a Downturn
Negotiation strategies Digital ArticleDuring boom times, deal-making is relatively easy. A rising tide lifts all boats … and the knowledge that there are lots of opportunities out there makes some negotiators forget that the deal is a way to get value, not an end in itself. You don’t have to look as far back as the excesses of […] -
Shrinking Fast and Smart in the Defense Industry
Government Magazine ArticleAuthor’s note: Alistair Hanna, Michael Reopel, and Stuart Flack, all of McKinsey & Company, contributed to this article. The U.S. defense industry is struggling to reorganize itself for growth, if not for survival. The disappearance of the communist threat and the desperate need to revive the U.S. economy have taken the defense industry for a […] -
Negotiating on the Back of a Cocktail Napkin
Communication VideoThe ingredients for a successful negotiation? Trust, a willingness to compromise, and open communication. -
How to Negotiate After a Staggering Defeat: A Playbook for Democrats
Strategy & Execution Digital ArticleIf you can create value, you have leverage. -
Having Too Many Options Can Make You a Worse Negotiator
Strategy & Execution ResearchAccording to a series of experiments. -
When Your Contract Manufacturer Becomes Your Competitor
Strategy & Execution Magazine ArticlePC maker Lenovo started out as a distributor of equipment made by IBM and other companies; now it has formed a joint venture with IBM and will eventually... -
Jeanne-Claude, the Great Negotiator
Communication Digital ArticleHow sad to hear the news that Jeanne-Claude, the feisty collaborator and companion to artist Christo, has died. I had the chance to meet the couple just...
-
Security Planning for the 2004 Democratic National Convention (B)
Strategy & Execution Case Study5.00View Details When the city of Boston applied to host the Democratic Party presidential nominating convention of July 2004, it did so in the belief that the event would... -
THE BULLARD HOUSES - Debriefing Handout
Strategy & Execution Case Study8.95View Details Debriefing Handout for PON120. -
FJ Management Inc.
Leadership & Managing People Case Study8.95View Details In late 2015, Crystal Call Maggelet, president and CEO of FJ Management, is working with her investment committee to help set the company's strategic... -
Treu Pharma: Role for Alex Hoffman
Leadership & Managing People Case Study8.95View Details No Abstract -
HONG KONG PROPERTY DEAL: AN INTERNATIONAL NEGOTIATION CASE SIMULATION - Confidential Information for Lee Wing, Importer and Entrepreneur
Strategy & Execution Case Study8.95View Details Two-party negotiation between a property owner and a neighboring business over the sale of two real estate parcels. The simulation is set in Hong Kong... -
THE BULLARD HOUSES - General Instructions
Strategy & Execution Case Study8.95View Details Downtown Realty, Inc. owns the historic Bullard Houses, a set of 51 attached brownstones in the city of Gotham. The Houses, occupied for decades by the... -
Treu Pharma: Role for Stef Kuehne
Leadership & Managing People Case Study8.95View Details No abstract. -
Fusion Systems Corp. in Japan (B)
Global Business Case Study5.00View Details Describes how the dispute was settled. Designed as a class hand-out. -
Negotiation Strategy: Pattern Recognition Game
Strategy & Execution Case Study8.95View Details In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior--or adapt appropriately... -
Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)
Sales & Marketing Case Study5.00View Details Supplements the (A) case and describes the events following it. -
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Strategy & Execution BookWhen discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the... -
Major Home Appliance Industry in 1988
Strategy & Execution Case Study5.00View Details Updates developments in the industry. Included among these are GE's reinvestment program, GE and Whirlpool's bidding war for Roper, Sears' expansion into... -
CAMILIA PICTURES - Confidential Instructions for Labrador's Attorney
Strategy & Execution Case Study5.00View Details Camilia Pictures is a film production company dedicated to producing movies with artistic merit, strong market potential, and cutting-edge sensibilities.... -
UpDown: Confidential Instructions for GEORG
Innovation & Entrepreneurship Case Study5.00View Details Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement."... -
Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 2
Strategy & Execution Case Study8.95View Details For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic... -
Dealing with the Devil: The Tobacco Control Negotiations of 1997-98
Strategy & Execution Case Study8.95View Details The decade of the 1990s was one of increasingly bitter public criticism of the major US tobacco companies on the part of a number of anti-tobacco advocacy... -
TSE International Corporation
Finance & Accounting Case Study8.95View Details Set in May 2000, these cases reflect the separate perspectives of the CEOs as they approach the negotiations of TSE International to acquire Yeats Valves.... -
Repsol and YPF (C): Recovering Value
Global Business Case Study5.00View Details Supplement to case P90. Back in 1999, the Spanish oil company Repsol purchased 98 percent of the Argentine oil company YPF's shares for more than $15... -
Free Agency (B): Negotiating as a Player's Agent
Management Case Study5.00View Details This case set challenges students to consider the upcoming free agency decision-making of an NBA team by conducting some basic statistical analyses of... -
THE BULLARD HOUSES - Confidential Instructions for the Buyer's Representative
Strategy & Execution Case Study5.00View Details Downtown Realty, Inc. owns the historic Bullard Houses, a set of 51 attached brownstones in the city of Gotham. The Houses, occupied for decades by the...
-
Negotiating with a Customer You Can't Afford to Lose
Sales & Marketing Magazine ArticleWhen a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer... -
What's Your Negotiation Strategy?
Communication Magazine ArticleMany people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a... -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Strategy & Execution Digital ArticleIt might work, but it's risky, especially for women. -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Communication Best PracticeExplain how you'll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Technology & Operations Magazine ArticleIn many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem... -
How to Evaluate, Accept, Reject, or Negotiate a Job Offer
Career planning Digital ArticleBe methodical. -
How to Ask for the Job Title You Deserve
Leadership & Managing People Digital ArticleYour salary shouldn't be the only thing on the negotiating table. -
Assessment: What Kind of Negotiator Are You?
Negotiation strategies AssessmentIdentifying your style can help you get what you want. -
Security Planning for the 2004 Democratic National Convention (B)
Strategy & Execution Case Study5.00View Details When the city of Boston applied to host the Democratic Party presidential nominating convention of July 2004, it did so in the belief that the event would...