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Negotiating with a Customer You Can’t Afford to Lose
Negotiation strategies Magazine ArticleEight ways to save a disintegrating sale -
What’s Your Negotiation Strategy?
Negotiation strategies Magazine ArticleHere’s how to avoid reactive dealmaking -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Difficult conversations Best PracticeExplain how you’ll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Negotiating skills Magazine ArticleA framework for assessing your strategic options -
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. -
What HBO's "Succession" Can Teach Us About Negotiating
Strategy & Execution Digital ArticleSometimes when you win, you also lose. -
Two Questions to Ask When Entering a Negotiation
Negotiation strategies Digital ArticleThe Writers’ Guild of America (WGA) strike is now behind us, and new episodes of our favorite shows are once again in production. Given the tremendous cost of the 100-day strike (reportedly as high as $3 billion), our question is “Was it worth it?” Did the agreement reached accomplish something worth the price each side […] -
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. -
Keys to Working with Alpha Personalities
Business communication Digital ArticleGill Corkindale, executive coach and former management editor of the Financial Times. Alpha personalities present unique challenges for those who work with them. You need a different set of strategies for getting along with an alpha boss than for managing an alpha employee. -
How to Negotiate with a Liar
Negotiation strategies Magazine ArticleTactics for getting to the truth -
A Playbook for Negotiators in the Social Media Era
Strategy Digital ArticleLessons from Amazon and beyond. -
How to Negotiate - Virtually
Strategy & Execution Digital ArticleA brief guide. -
3-D Negotiation: Playing the Whole Game
Strategy & Execution Magazine ArticleWhat stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common... -
Negotiation? Auction? A Deal Maker's Guide
Strategy & Execution Magazine ArticleWhat's the best way to buy or sell an asset? Should you hold an auction and accept the most attractive offer? Or should you identify the most likely prospects... -
How One Political Start-Up Is Trying to Fight Gridlock
Leadership & Managing People Digital ArticleThe Silicon Valley-inspired approach of No Labels. -
Two Kinds of People You Should Never Negotiate With
Negotiation strategies Digital ArticleAnd two you’ll want to avoid, but shouldn’t. -
A Great Negotiator’s Essential Advice
Negotiation strategies Digital ArticleHow Ambassador Tommy Koh struck his most complicated, contentious deals. -
How to Negotiate for Vacation Time
Managing yourself Digital ArticleA plan to help you get the time off you want. -
How to Get the Answer You Want
Sales and marketing Digital ArticleWe are all selling something.
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Negotiate in a Crisis: Oil Disaster in the Argentine Sea. Confidential Instructions for the National Government Negotiator, Spanish Version
Sales & Marketing Case Study5.00View Details The case aims to exercise skills in decision-making, negotiations, and conflict resolution in extreme crisis management. It is a multi-party negotiation:... -
Daka International, Inc. (B)
Organizational Development Case Study5.00View Details Describes the resolution to the dilemma raised in the (A) case. -
Melissa Wood Health: How to Win in the Creator Economy
Leadership & Managing People Case Study8.95View Details In October 2020, Melissa Wood-Tepperberg, founder of the digital subscription wellness platform Melissa Wood Health (MWH) and creator of 'The MWH Method,'... -
Negotiate in a Crisis: Oil Disaster in the Argentine Sea. Special Instructions for the Major of Puerto Madryn, Spanish Version
Sales & Marketing Case Study5.00View Details The case aims to exercise skills in decision-making, negotiations, and conflict resolution in extreme crisis management. It is a multi-party negotiation:... -
EDM (Energie du Mali)
Leadership & Managing People Case Study8.95View Details In the spring of 2005, the government of Mali was negotiating major changes in the concession of Energie du Mali (EDM), the private firm that operated... -
Project Deutschland: Unpeeling the Onion of a Distressed Real Estate Portfolio
Finance & Accounting Case Study8.95View Details James Tallest analyzed the opportunity to invest in a distressed portfolio of high quality properties in Germany by acquiring one or more non-performing... -
The Campbell Home (C)
Sales & Marketing Case Study5.00View Details Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while... -
V-Cola: Confidential Instructions for Mark Ketting Chief Marketing Officer, Trek Beverages
Communication Case Study5.00View Details This is information for one of the six roles to be used in the V-Cola negotiation exercise. Please see V-Cola General Instructions (912043) and Teaching... -
Village Ventures
Innovation & Entrepreneurship Case Study8.95View Details Matt Harris, general partner and founder of Village Ventures, a nationwide umbrella organization for VC firms in secondary cities, is about to negotiate... -
Stoy Foods: Role Information for Milan Stoyanovic
Leadership & Managing People Case Study8.95View Details In this simulation exercise, four family members must negotiate over the future of the family business. Should the business be sold to a strategic buyer,... -
A Lesson in Extreme Negotiation: Negotiating With Kidnappers
Sales & Marketing Case Study8.95View Details This is a negotiation where a hostage negotiates with kidnappers and gets out of a life threatening situation unscathed -
HOYA Corporation (A)
Finance & Accounting Case Study8.95View Details In 2007, HOYA of Japan must decide whether to change its friendly exchange offer for Pentax into a hostile cash tender offer. A surprising sequence of... -
edocs, Inc. (A)
Finance & Accounting Case Study8.95View Details Describes the development of edocs, an Internet company aimed at revolutionizing the on-line bill presentment market. Kevin Laracey must negotiate a venture... -
Security Factors
Finance & Accounting Case Study8.95View Details A very successful entrepreneur who has built a factoring business in Atlanta is trying to decide how to sell this business. The issues are how to value... -
Negotiate in a Crisis: Oil Disaster in the Argentine Sea. Confidential Instructions for the CEO of Seal S.A., Spanish Version
Sales & Marketing Case Study5.00View Details The case aims to exercise skills in decision-making, negotiations, and conflict resolution in extreme crisis management. It is a multi-party negotiation:... -
The Grand Afroport: Confidential Instructions for the Minister of Labor and Social Welfare of the Republic of Africania
Communication Case Study5.00View Details "The Grand Afroport" is a cross-cultural contextualization of Harvard University's Harborco exercise. The case can be used in the context of multicultural,... -
BMP POLICY MEETING - Confidential Instructions for G. McGuire, Design Engineer
Strategy & Execution Case Study5.00View Details Five-party, four-issue internal negotiation among employees of a major engine manufacturer to agree on procurement guidelines in preparation for external... -
International Steel Group
Innovation & Entrepreneurship Case Study8.95View Details Profiles veteran investor Wilbur L. Ross, Jr.'s plan to turn around the aging steel assets of LTV, formerly America's second largest integrated steel... -
An Activist Approach: Confidential Role Assignment for Remingtons Housewares
Strategy & Execution Case Study8.95View Details A three party, multiple-issue negotiation exercise dealing with a potential merger between two leading department stores, called for by an activist investor... -
Fairstar Heavy Transport (B)
Strategy & Execution Case Study5.00View Details Supplements the (A) case.
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Negotiating with a Customer You Can’t Afford to Lose
Negotiation strategies Magazine ArticleEight ways to save a disintegrating sale -
What’s Your Negotiation Strategy?
Negotiation strategies Magazine ArticleHere’s how to avoid reactive dealmaking -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Difficult conversations Best PracticeExplain how you’ll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Negotiating skills Magazine ArticleA framework for assessing your strategic options -
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. -
What HBO's "Succession" Can Teach Us About Negotiating
Strategy & Execution Digital ArticleSometimes when you win, you also lose. -
Negotiate in a Crisis: Oil Disaster in the Argentine Sea. Confidential Instructions for the National Government Negotiator, Spanish Version
Sales & Marketing Case Study5.00View Details The case aims to exercise skills in decision-making, negotiations, and conflict resolution in extreme crisis management. It is a multi-party negotiation:... -
Two Questions to Ask When Entering a Negotiation
Negotiation strategies Digital ArticleThe Writers’ Guild of America (WGA) strike is now behind us, and new episodes of our favorite shows are once again in production. Given the tremendous cost of the 100-day strike (reportedly as high as $3 billion), our question is “Was it worth it?” Did the agreement reached accomplish something worth the price each side […] -
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.