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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?
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
Compensation and benefits Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Negotiation strategies 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
Difficult conversations 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
Leadership & Managing People 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. -
Obama and the High Cost of High Expectations
Government Digital ArticleThere’s an old saying that putting someone on a pedestal makes it a lot easier to get kicked in the head. I mention this because two years ago many voters put Barack Obama on a very high pedestal. Expectations went through the roof as crowds of people (even outside the U.S.) shouted that oft-repeated campaign […] -
Research: In Supplier Negotiations, Lying Is Contagious
Strategy & Execution ResearchYou might want to be careful about who you're doing business with, because in the end, your behavior is likely to be influenced by theirs. -
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 […] -
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. -
Three Tenets of Effective Diplomacy
Global Business 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... -
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 […] -
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. -
Industrial Marketing with a Flair
Sales & Marketing Magazine ArticleA case history illustrates how a supplier cut into the sales of his competitors' identical products by devising a new promotional strategy. Advertising... -
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 Women Can Get What They Want in a Negotiation
Leadership & Managing People Digital ArticleFive strategies for success. -
When and How To Let a Conflict Go
Managing conflicts Digital ArticleNot every workplace battle needs to be waged.
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The Fuji-Xerox Merger (C)
Sales & Marketing Case Study5.00View Details Supplement to case 919002. -
Foster Fuels and Dexter Construction
Strategy & Execution Case Study8.95View Details This multipart scenario lays out the challenges confronting Dwight Golann, a professional mediator who is seeking to resolve a dispute between two companies.... -
Cementownia Odra (B)
Strategy & Execution Case Study5.00View Details Supplements the (A) case. -
TruthCRM Competitive Auction in Mergers and Acquisitions: Instructions for Tank Software Team
Management Case Study8.95View Details The TruthCRM case provides students with an interactive simulation of the competitive auction process to maximize value for a company involved in an acquisition.... -
Taurion Inc.: Built to Cure an Incurable Disease (VCs)
Finance & Accounting Case Study5.00View Details Supplement to case IES519. Taurion Inc. is a start-up company established in 2006 and based in Vienna. It specializes in researching the causes of Alzheimer's... -
Drinkworks: Home Bar by Keurig
Sales & Marketing Case Study15.05View Details In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company's upcoming product launch.... -
Airbus vs. Boeing (B): The Storm Intensifies
Global Business Case Study5.00View Details Discusses the growing competition faced by U.S. producers of civil aircraft due to the success and expanding product line of Airbus Industries. Designed... -
Labour Dispute at Dr. Reddy's: Tip of the Iceberg in a Globalization Effort
Leadership & Managing People Case Study8.95View Details The case describes a dispute between the management of Dr. Reddy's and a trade union over the employment terms of contract workers. However, as events... -
Managing a Security Response to the Ebola Epidemic in Liberia (B)
Leadership & Managing People Case Study5.00View Details On August 19, 2014, Liberia President Ellen Johnson Sirleaf was faced with an agonizing decision: should she quarantine a densely populated township of... -
Canadian Pacific's Bid for Norfolk Southern
Finance & Accounting Case Study8.95View 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... -
Ben & Jerry's Homemade, Inc. (A): Acquisition Suitors at the Door
Innovation & Entrepreneurship Case Study8.95View Details Ben Cohen and Jerry Greenfield were best friends and socially conscious entrepreneurs when they founded Ben & Jerry's Homemade in the 1970s in Burlington,... -
Negotiating a New Agreement (E): Marcus Tatum-Owner of the San Antonio Sharks
Organizational Development Case Study5.00View Details Supplement for product W21390. -
emmtrix Technologies: Patent Negotiations in High-Tech Academic Spinoffs
Strategy & Execution Case Study8.95View Details In May 2016, three scientists from Germany's Karlsruhe Institute of Technology were preparing for a meeting with several managers from the institute's... -
Tomasz Budziak
Strategy & Execution Case Study5.00View Details Provides private information for students assuming the role of Tomasz Budziak in a simulated negotiation of the sale of Cementownia Odra. -
THE STAKES OF ENGAGEMENT - Confidential Instructions for Jacques Parker
Strategy & Execution Case Study5.00View Details Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns. Marlene... -
Pierre Foods Acquisition of Advanced Foods (A)
Sales & Marketing Case Study15.05View Details This case (A), and its related cases (B-E), establish a setting to discuss an M&A transaction and some of the key legal contracts that are associated... -
Rewa Solar India: PPP Innovation Unleashed
Strategy & Execution Case Study8.95View Details Set in July 2020, this case talks about a solar park public-private partnership (PPP) project in Madhya Pradesh, India. Manu Srivastava, Chairperson of... -
VacationSpot.com & Rent-A-Holiday: Negotiating a Trans-Atlantic Merger of Start-Ups
Innovation & Entrepreneurship Case Study6.95View Details Describes a potential trans-Atlantic merger between two young companies in the Internet space. VacationSpot.com, based in Seattle, and Rent-A-Holiday,... -
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.
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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?
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
Compensation and benefits Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Negotiation strategies 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
Difficult conversations 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
Leadership & Managing People 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. -
Obama and the High Cost of High Expectations
Government Digital ArticleThere’s an old saying that putting someone on a pedestal makes it a lot easier to get kicked in the head. I mention this because two years ago many voters put Barack Obama on a very high pedestal. Expectations went through the roof as crowds of people (even outside the U.S.) shouted that oft-repeated campaign […]