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Live Life as an Experiment
Managing yourself Digital ArticleIt was an experiment. I was returning an item to the store from which I had bought it. The item was well within the return period, but there would be a 20% restocking fee. Could I evade that fee? What would I have to do or say to persuade them not to charge it to […] -
More Reasons Women Need to Negotiate Their Salaries
Leadership & Managing People Digital ArticleThey can't rely on companies' goodwill. -
Don't Let Anchoring Bias Weigh Down Your Judgment
Leadership & Managing People Digital ArticleToo often, we overvalue available - but ultimately irrelevant - information. -
Negotiate from the Inside Out
Negotiation strategies Digital ArticleTap into all of your life experiences. -
Gender Can Be a Bigger Factor than Race in Raise Negotiations
Leadership & Managing People Digital ArticleResearch on who asks and how they feel about it. -
Negotiating on the Back of a Cocktail Napkin
Communication VideoThe ingredients for a successful negotiation? Trust, a willingness to compromise, and open communication. -
The Inside Sales Job
Strategy Digital ArticleHave a new idea that you want to sell into the company? Make sure your proposal does more than address company needs—it must also benefit the key decision makers. by Jennifer McFarland -
When Winning Is Everything
Negotiation strategies Magazine ArticleThe primal urge to win often overwhelms rational decision making. Here’s how to tame competitive arousal, head off emotionally charged competitions, or manage them to your advantage. -
Negotiating the Spirit of the Deal
Technology & Operations Magazine ArticleMost experienced negotiators are comfortable working out the terms of an economic contract--they bargain for the best price, haggle over equity splits,... -
The Rise of Corporate Diplomacy (Finally!)
Managing conflicts Digital ArticleSuccessful product innovation always involves a healthy dose of good timing. Emerging customer needs and available technical solutions must be in alignment if entrepreneurs are to gain traction. Come to market too early, and you have a great solution but no pressing need for it. Come too late, and someone else has beaten you to […] -
Lessons From Brexit on How (Not) to Negotiate
Negotiation strategies Digital ArticleHighlights and lowlights from the last three and a half years. -
Why You Should Charge Clients More Than You Think You're Worth
Organizational Development Digital ArticleMost solopreneurs undervalue their time. -
Fighting a Government Threat (HBR Case Study and Commentary)
Communication Magazine ArticleIn this fictionalized case study, an in-house lawyer at a cosmetics company is trying to decide the best approach to negotiating with a government entity.... -
Three Tenets of Effective Diplomacy
Government Digital ArticleThe U.S. response to events in the Middle East and North Africa needs to be guided by three key tenets of effective diplomacy. First, diplomacy needs to consider our enemies tomorrow, not just our friends today. Events are unfolding, and the political landscape is changing at an astounding pace in this region. Although tempting, the […] -
How to Get a Raise When Budgets Are Tight
Leadership & Managing People Digital ArticleMy friend Dave* mentioned to me that he just received the results from a medical exam and was surprised and disappointed by his numbers. His cholesterol... -
How to Deflect Difficult Questions in an Interview or Negotiation
Negotiation strategies Digital ArticleResearch shows there can be costs to telling the truth, refusing to answer, and lying. -
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 […] -
Six Habits of Merely Effective Negotiators
Negotiation strategies Magazine ArticleLike many executives, you know a lot about negotiating. But still you fall prey to a set of common errors. The best defense is staying focused on the right problem to solve. -
How to Respond to “Take It or Leave It”
Negotiation strategies Digital ArticleYou really do have a choice. -
How to Negotiate Your Parental Leave
Strategy & Execution Best PracticeIt's often possible to get more than what a company's formal policy allows.
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The Circle Chart: A Negotiation Framework for Problem-Solving in Tough Communication Environments
Leadership & Managing People Case Study8.95View Details The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written... -
The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)
Strategy & Execution Case Study8.95View Details In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial,... -
National Distilleries Corp.: An M&A Negotiation Role Play - General Instructions
Finance & Accounting Case Study11.95View Details This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the... -
Using the Circle Chart in the Negotiation Dynamics Debrief
Leadership & Managing People Case Study8.95View Details The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written... -
Ellsworth v. Ellsworth: A Brief Outline of the Principal Tax Considerations in Divorce Negotiations
Strategy & Execution Case Study5.00View Details Two-party, multi-issue negotiation between lawyers for a divorcing couple over the terms of the divorce, including alimony, child support, and income... -
Bidding Exercises
Strategy & Execution Case Study8.95View Details Illustrates different issues in the analysis of a bidding situation, including the celebrated problem of the winner's curse. -
Emery Tech: Clif Jumping
Leadership & Managing People Case Study11.95View Details Melinda Ellis Evers, a Bay Area native and Stanford GSB alumna, founded Ellis Partners (Ellis), a commercial real estate investment and development firm... -
House for Sale: The Buyer
Management Case Study8.95View Details You are married with two teenage children and living in a two-bedroom apartment. You have lived in the north of Horsley all your life, but following the... -
The Elcer Products Transaction: Confidential Information for Elcer Products Division President
Strategy & Execution Case Study8.95View Details In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S.,... -
Cracking Oyster: Shashi Verma & Transport for London Confront a Tough Contract (B)
Global Business Case Study5.00View Details ""Cracking Oyster (B)" is the second part of a two-part case set, "Cracking Oyster (A) and (B)," intended for use in a two-class sequence. The (B) case... -
High Drama in Milford (B)
Sales & Marketing Case Study5.00View Details -
Distribution at American Airlines (A)
Leadership & Managing People Case Study11.95View Details American Airlines sought to reduce the fees it pays to global distribution services (GDSs) (such as SABRE) to reach travel agents. But GDSs held significant... -
Playing the Field: Competing Bids for Anadarko Petroleum Corp
Finance & Accounting Case Study11.95View Details On April 8, 2019, Occidental's CEO Vicki Hollub made a private offer to buy Anadarko Petroleum Corporation for $72 in cash and stock. Anadarko's CEO Al... -
Managing with Power
30.00View Details Although much as been written about how to make better decisions, a decision by itself changes nothing. The big problem facing managers and their organizations... -
National Distilleries Corp. (B): An M&A Negotiation Role Play - Confidential Instructions for National Distilleries Corp.
Finance & Accounting Case Study5.00View Details This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the... -
eBay, Inc.
Strategy & Execution Case Study11.95View Details eBay was the world's largest and most popular person-to-person trading community on the Internet. In early 1999, the company was doing very well and seemed... -
Terra Nova: A Social Business Trying to Unlock Land Rights for the Urban Poor in Brazil
Strategy & Execution Case Study11.95View Details Brothers André and Daniel Albuquerque founded the company Terra Nova in 2001 to mediate land disputes between poor families illegally living in urban... -
OldTown Berhad
Finance & Accounting Case Study11.95View Details In December 2017, Jacobs Douwe Egberts (JDE, a Dutch coffee company) made an offer to acquire OldTown Berhad (OTB), a Malaysian coffee company. Three... -
Welsh Water (F): Postscript
Strategy & Execution Case Study5.00View Details This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining... -
MW Petroleum Corp. (A)
Finance & Accounting Case Study11.95View Details Amoco Corp. is negotiating to sell a wholly-owned subsidiary, MW Petroleum, to Apache Corp. MW owns large reserves of oil and gas comprising many properties...
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The Circle Chart: A Negotiation Framework for Problem-Solving in Tough Communication Environments
Leadership & Managing People Case Study8.95View Details The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written... -
Live Life as an Experiment
Managing yourself Digital ArticleIt was an experiment. I was returning an item to the store from which I had bought it. The item was well within the return period, but there would be a 20% restocking fee. Could I evade that fee? What would I have to do or say to persuade them not to charge it to […] -
The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)
Strategy & Execution Case Study8.95View Details In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial,... -
National Distilleries Corp.: An M&A Negotiation Role Play - General Instructions
Finance & Accounting Case Study11.95View Details This case is a multi-party M&A negotiation between companies in the liquor business. The target company National Distilleries Corporation (NDC) is the... -
Using the Circle Chart in the Negotiation Dynamics Debrief
Leadership & Managing People Case Study8.95View Details The Circle Chart is a simple framework that offers users a system to think through complex, multi-party or cross-cultural negotiations, as well as written... -
Ellsworth v. Ellsworth: A Brief Outline of the Principal Tax Considerations in Divorce Negotiations
Strategy & Execution Case Study5.00View Details Two-party, multi-issue negotiation between lawyers for a divorcing couple over the terms of the divorce, including alimony, child support, and income... -
More Reasons Women Need to Negotiate Their Salaries
Leadership & Managing People Digital ArticleThey can't rely on companies' goodwill. -
Bidding Exercises
Strategy & Execution Case Study8.95View Details Illustrates different issues in the analysis of a bidding situation, including the celebrated problem of the winner's curse. -
Emery Tech: Clif Jumping
Leadership & Managing People Case Study11.95View Details Melinda Ellis Evers, a Bay Area native and Stanford GSB alumna, founded Ellis Partners (Ellis), a commercial real estate investment and development firm... -
House for Sale: The Buyer
Management Case Study8.95View Details You are married with two teenage children and living in a two-bedroom apartment. You have lived in the north of Horsley all your life, but following the...