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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 […] -
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. -
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.... -
3 Negotiation Myths Still Harming Women's Careers
Leadership & Managing People Digital Article#1: Men negotiate and women don't. -
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 Without a Net: A Conversation with the NYPD’s Dominick J. Misino
Business communication Magazine ArticleWhat’s the best way to handle a crisis negotiation? Know your hot buttons, says an expert hostage negotiator, and help the other guy save face. -
Rethinking Negotiation
Negotiation strategies Magazine ArticleA smarter way to split the pie -
We Often Overlook Opportunities to Negotiate
Leadership & Managing People Digital ArticleEveryday encounters can prepare you for when the stakes are high. -
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 Make the Other Side Play Fair
Communication Magazine ArticleIn legal disputes, contested insurance claims, and similarly adversarial negotiations, one party is likely to open with an inflated claim or a lowball...
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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.... -
Whirlpool Corp.: Structuring the Deal to Acquire Hefei Rongshida Sanyo Electric Company
Finance & Accounting Case Study8.95View Details Ian Lee, Whirlpool's VP for North Asia, had been negotiating a possible acquisition with Jackie Jin, the chairman of a leading Chinese appliance manufacturer... -
Automated Intelligence Corp.
Strategy & Execution Case Study8.95View Details Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an... -
Milkpak Ltd.: International Joint Venture
Sales & Marketing Case Study8.95View Details Considers a Pakistani company's decision to conduct a joint venture with a foreign multinational. In 1987, Milkpak Ltd. had successfully developed a market... -
Adam Baxter Co./Local 190 1985 Negotiation, Baxter Management Confidential Information (1983 Arbitrated Ruling)
Strategy & Execution Case Study8.95View Details Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned... -
Dovercourt Recreation Centre - Healing a Rift
Leadership & Managing People Case Study8.95View Details In July 2001, the newly elected president of the board of directors at Dovercourt Recreation Centre in Ottawa, Ontario, faces a dilemma. The facility's... -
Barber of Buenos Aires: Argentina's Debt Renegotiation
Global Business Case Study8.95View Details Tells the story of Argentina's aggressive strategy for renegotiating its sovereign debt from 2003 to 2005. Most creditors accepted the offer to swap their... -
ChatChat (VC Version)
Leadership & Managing People Case Study8.95View Details This is a role-play case, intended for use in a leadership development course for MBA students. The case has four roles: two for students playing the... -
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... -
Environmental Defense Fund and the Leveraged Buyout of TXU
Leadership & Managing People Case Study8.95View Details In 2006, the regional director for Texas' Environmental Defense Fund (EDF) was on his way to a hearing about permits for new coal plants proposed by Texas... -
FIJI Water: Carbon Negative?
Sales & Marketing Case Study8.95View Details Seeking to go beyond global best practices in reducing environmental impacts, FIJI Water, a premium artesian bottled water company in the United States,... -
Compass Maritime Services, LLC: Valuing Ships
Finance & Accounting Case Study8.95View Details Tom Roberts, a founding partner of Compass Maritime Services, a New Jersey-based shipping research and consulting firm, has been asked by a new potential... -
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... -
Hard-Won Accord: British Columbia & EDS Canada Negotiate a Complex Revenue Management Contract
Global Business Case Study8.95View Details When a public sector agency decides to privatize a large government function (as opposed to a more discreet job), the process of negotiating the service... -
Negotiate for Success Ebook Collection
Sales & Marketing Special Offer85.00View Details Negotiating is a tricky business. Despite your best efforts at the bargaining table, you may end up holding the short end of the stick. This specially-priced... -
Fairstar Heavy Transport (C)
Strategy & Execution Case Study5.00View Details Supplements the (A) and (B) case. -
Bryanboy (A)
Organizational Development Case Study8.95View Details Who doesn't want the ability to wield influence, and build or possess some sort of power? This case describes the ascent of a blogger at the top of the... -
Sunk Costs: The Plan to Dump the Brent Spar (A)
Strategy & Execution Case Study8.95View Details This case explores the conflict between Shell Oil and Greenpeace over Shell's plans to sink the aging Brent Spar oil platform in the North Atlantic. It... -
Sorensen Chevrolet File Reporting Form
Leadership & Managing People Case Study8.95View Details This reporting form accompanies the Sorensen Chevrolet (Harvard Case No. 9-175-258) and captures the student's assessments of the outcomes of the court... -
Pierre Foods Acquisition of Advance Foods (B-2): Stock Purchase Agreement - Seller's Perspective
Sales & Marketing Case Study5.00View Details Supplement to case 919022
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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 […]