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Coping with Culture at the Bargaining Table

By on / International Negotiation

Intercultural negotiations are common these days—and so are culture clashes. Here’s how to handle the added complexity such talks can bring.

Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying … Read More 

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Exercising Its BATNA, American Apparel Ousts Dov Charney

By on / BATNA

On June 18, the board of retailer American Apparel informed the company’s controversial founder, Dov Charney, that it was ousting him from his roles as chairman and CEO. For years, Charney had fended off sexual-harrassment lawsuits and rumors of inappropriate behavior. But only when the company’s creditors grew anxious about its long-term liability did the … Read More 

In Conflict Resolution, Fairness Concerns Loom Large

By on / Conflict Resolution

On June 30, compensation expert Kenneth R. Feinberg unveiled a plan to give restitution to victims of accidents related to the fatal ignition flaw in 2.6 million General Motors vehicles. The plan—designed to be as generous as other compensation plans Feinberg has overseen, including payouts to victims of the 2013 Boston Marathon bombings—is part of … Read More 

In Career Dealmaking, Strike the Right Balance

By on / Dealmaking

Two stories emerged in the news this month that illustrate polar opposite attitudes toward negotiating salary and benefits in the workplace.

First, a New York Times profile revealed that Ira Glass, the creator and host of the popular radio show “This American Life,” is highly uncomfortable earning a high salary. In recent years, Glass earned … Read More 

Five Fundamentals of Negotiation from Great Negotiator 2014 Tommy Koh

By on / Negotiation Skills

While the blueprint for achieving your negotiation goals may differ depending on the type of negotiation, the road to negotiation success looks much the same across most negotiation scenarios.

In discussing the art and science of negotiation, Great Negotiator 2014 Tommy Koh described five “fundamentals” that Program on Negotiation faculty member James K. Sebenius says, “have … Read More