negotiated agreement

Writing the Negotiated Agreement

| Guhan Subramanian | Dealmaking

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix … Read Writing the Negotiated Agreement

healthcare

High Stakes Negotiations in the Healthcare Industry

| | Teaching Negotiation

Teach Your Students to Negotiate One of the Most Critical Global Industries
With the COVID-19 pandemic devastating communities around the world, the acute importance of the healthcare industry … Read This Post

International Bargaining

How To Create a Better Deal in International Bargaining Situations

| | International Negotiation

On April 19, 2013, after what was undoubtedly an intensive series of international bargaining and negotiation sessions, Toyota announced that it would begin manufacturing its Lexus luxury … Read This Post

authoritarian leadership style

How an Authoritarian Leadership Style Blocks Effective Negotiation

| | Leadership Skills

Those who favor an authoritarian leadership style, also known as an autocratic leadership style, tend to believe their approach to management is more efficient and decisive than … Read This Post

Business Negotiations Two negotiation experts high-fiving over a laptop.

15 Top Business Negotiations

| | Dealmaking

Looking for negotiation examples in business to learn from—both mistakes to avoid and best practices? Here’s a list of 15 notable business negotiations from recent years. … Read 15 Top Business Negotiations

Negotiating Salary

Negotiating Salary: Confronting the Gender Pay Gap

| | Salary Negotiations

In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy … Read This Post

famous negotiations

Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table

| | Crisis Negotiations

It’s a classic famous negotiations case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At … Read This Post

business negotiators

For Business Negotiators, Patience Can be a Virtue

| | BATNA

Business negotiators know that persistence and tenacity can make all the difference between impasse and a game-changing breakthrough. Take the saga behind Microsoft’s 2013 announcement of its … Read This Post

Dispute Resolution Example: The Chicago Symphony’s Contract Dispute

Dispute Resolution Example: The Chicago Symphony’s Contract Dispute

| | Salary Negotiations

A 2019 contract dispute between the Chicago Symphony Orchestra (CSO) and its musicians led to a disruptive seven-week strike, the longest in the venerable orchestra’s 128-year history. … Read This Post

winners curse

The Winner’s Curse: Avoid This Common Trap in Auctions

| | Dealmaking

Imagine that a professor shows a jar full of coins to his class and announces he’s auctioning it off. Students are told they can write down a … Read This Post

negotiation techniques

Negotiation Techniques To Get New Business Partnerships Off on the Right Foot

| | Negotiation Skills

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and … Read This Post

anchoring effect

Teaching Contract Negotiation: Using the Mutual Gains Approach

| | Teaching Negotiation

How do you use the mutual gains approach in contract negotiations?
In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. … Read This Post