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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 […] -
An Innovative Way to Prevent Adversarial Supplier Relationships
Technology & Operations Digital ArticleFormal relational contracts can keep suppliers and buyers from turning on each other when times get tough. -
Rethinking Negotiation
Communication Magazine ArticleFor decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created... -
Negotiate from the Inside Out
Negotiation strategies Digital ArticleTap into all of your life experiences. -
How to Negotiate a Term Loan
Finance & Accounting Magazine ArticleThe loan negotiation process between bankers and company managers is not always skewed in the banker's favor. Success depends on negotiating strategy.... -
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 -
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 […] -
The Explainer: How to Negotiate Nicely Without Being a Pushover
Don't avoid confrontation. -
Lessons From Brexit on How (Not) to Negotiate
Negotiation strategies Digital ArticleHighlights and lowlights from the last three and a half years. -
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 […] -
The Most Important Negotiation in Your Life
Leadership & Managing People Digital ArticleIt's the one you have with yourself. -
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 […] -
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. -
How to Respond to “Take It or Leave It”
Negotiation strategies Digital ArticleYou really do have a choice. -
The Labor-Savvy Leader
Society and business relations Magazine ArticleThe time has come for management to start working with—rather than against—organized labor. Here’s how. -
When and How To Let a Conflict Go
Leadership & Managing People Digital ArticleNot every workplace battle needs to be waged. -
Negotiation? Auction? A Deal Maker’s Guide
Negotiation strategies Magazine ArticleWhen you have something to sell, the best way to get a good price for it is to hold an auction, conventional wisdom tells us. The success of the online giant eBay is a monument to that belief, and a lot of academic research supports it as well. Auctions aren’t just for ordinary folks trying […] -
Beware "the Pledge"
Strategy & Execution Digital ArticleAs we hear each day in the news, numerous politicians have taken a "pledge" not to increase taxes (this apparently includes closing tax loop holes). The... -
The Electronic Negotiator
Business communication Magazine ArticleNegotiations conducted over e-mail often go nowhere. Here’s what you can do to improve the odds of success.
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Jedi Bank
Finance & Accounting Case Study11.95View Details Major Insurance Co. is a $15 billion insurance company that is an active, multi-family mortgage leader. This case is part of a negotiation game simulation... -
Wyoff and China-LuQuan: Negotiating a Joint Venture (B)
Global Business Case Study5.00View Details Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and Jinan-based China-LuQuan, strategic and cross-cultural negotiation challenges... -
The Indonesia Strategy Case: Confidential Instructions for Joanna
Leadership & Managing People Case Study11.95View Details This is a multi-issue one-on-one internal negotiation between a recently promoted boss, Joanna, and an older-than-her employee, Rupert, who is disgruntled... -
Fighting Bonded Labor in Rural India: Village Activist Gyarsi Bai Tackles an Entrenched System of Coercion
Leadership & Managing People Case Study11.95View Details In October 2010, the beating of a 30-year-old bonded laborer-his punishment for staying home sick from work-in India's northwestern state of Rajasthan... -
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."... -
Juno (B): Leveraging Student Power
Sales & Marketing Case Study5.00View Details In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly... -
Golden Rule
Organizational Development Case Study11.95View Details Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to "do the right... -
BHP: Negotiating Iron Ore Prices With China
Global Business Case Study11.95View Details As the largest iron ore consumer and steel producer, China accounted for 35% of world iron ore imports and over 25% of world steel production. Two-thirds... -
National Distilleries Corp. (C): An M&A Negotiation Role Play - Confidential Instructions for Liquor America
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... -
Mittal's Pursuit of Arcelor (A)
Finance & Accounting Case Study11.95View Details Lakshmi Mittal, CEO of Mittal Steel, a UK-based company with Indian roots, took advantage of a weakened Arcelor that had successfully won a bidding war... -
Asocomun-Peacebuilders: Negotiating Resources for Social Projects. Confidential instructions for Peacebuilders International
Sales & Marketing Case Study5.00View Details Asocomún and Peacebuilders are two organizations that have made an oral and informal agreement to present a joint proposal to the European Union (henceforth... -
Intercontinental Breweries (Abridged)
Finance & Accounting Case Study11.95View Details A senior executive of a U.S. multinational is attempting to develop a set of financial, operating, and ownership arrangements that will be acceptable... -
Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1
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... -
Textile Corp. Building
Finance & Accounting Case Study11.95View Details Describes the potential acquisition of a downtown office building in Boston through a sealed bid auction. The prospective buyer analyzes in detail all... -
Luna Pen (A)
Strategy & Execution Case Study11.95View Details Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. -
Discount and Hawkins Exercise: Confidential Instructions for Landlord
Strategy & Execution Case Study8.95View Details This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned... -
Taurion Inc.: Built to Cure an Incurable Disease (Entrepreneurs)
Finance & Accounting Case Study11.95View Details Taurion Inc. is a start-up company established in 2006 and based in Vienna. It specializes in researching the causes of Alzheimer's disease (AD) as well... -
Aguas Argentinas: Settling a Dispute
Strategy & Execution Case Study11.95View Details The French-owned Aguas Argentinas faces a demand from the Argentine government that it renegotiate its concession to operate the Buenos Aires water and... -
Windham Negotiation: Confidential Information for the Abbott Executor
Strategy & Execution Case Study8.95View Details Six-party negotiation of land use and development. -
Canadian Pacific's Bid for Norfolk Southern
Finance & Accounting Case Study11.95View Details In December 2015, Canadian Pacific Railroad (CPR) has just made its third bid to acquire Norfolk Southern Corporation (NSC), one of the largest railroads...
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Jedi Bank
Finance & Accounting Case Study11.95View Details Major Insurance Co. is a $15 billion insurance company that is an active, multi-family mortgage leader. This case is part of a negotiation game simulation... -
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 […] -
An Innovative Way to Prevent Adversarial Supplier Relationships
Technology & Operations Digital ArticleFormal relational contracts can keep suppliers and buyers from turning on each other when times get tough. -
Wyoff and China-LuQuan: Negotiating a Joint Venture (B)
Global Business Case Study5.00View Details Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and Jinan-based China-LuQuan, strategic and cross-cultural negotiation challenges... -
The Indonesia Strategy Case: Confidential Instructions for Joanna
Leadership & Managing People Case Study11.95View Details This is a multi-issue one-on-one internal negotiation between a recently promoted boss, Joanna, and an older-than-her employee, Rupert, who is disgruntled... -
Fighting Bonded Labor in Rural India: Village Activist Gyarsi Bai Tackles an Entrenched System of Coercion
Leadership & Managing People Case Study11.95View Details In October 2010, the beating of a 30-year-old bonded laborer-his punishment for staying home sick from work-in India's northwestern state of Rajasthan... -
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."... -
Juno (B): Leveraging Student Power
Sales & Marketing Case Study5.00View Details In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly... -
Golden Rule
Organizational Development Case Study11.95View Details Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to "do the right... -
Rethinking Negotiation
Communication Magazine ArticleFor decades, negotiators have been working out agreements by focusing on interests, not positions. But the messy problem of how to share the gains created...