- Deal with deceptive consumers.
- Avoid the winner’s curse.
Business Negotiations
Negotiations between corporate entities, their vendors, or their employees.
The following items are tagged Business Negotiations.
The Darker Side of Perspective Taking
Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes.
Recent research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark side to this generally sound negotiation advice. The researchers ran a series of experiments in which they asked participants to determine the fair division of a scarce resource. Half of the subjects (the “self-focused condition”) were asked how much would be fair for them to take. The other subjects (the “other-focused” condition) were asked to think about what would be fair for others to take and then write down how much would be fair for each party (not just themselves) to take.
Who’s Watching? How Onlookers Affect Team Talks: Negotiating in Front of Allies and Enemies
Imagine that you and a colleague get in an argument about the layout of a final report in front of a coworker you both like. Now suppose the same argument occurs in front of someone your colleague likes but you do not or vice versa – in front of an ally who is your colleague’s foe.
Who’s Watching? How Onlookers Affect Team Talks: Negotiating in Front of Superiors in Business Negotiations
How well will you negotiate in front of your boss? Conventional wisdom suggests that the presence of superiors motivates us to put our best foot forward and seize opportunities to make a good impression. This expectation is probably overly optimistic.
Who’s Watching? How Onlookers Affect Team Talks in Business Negotiations
Your boss, turning to you and a coworker near the end of your team’s weekly meeting, says, “So, which one of you wants to present our proposal in San Francisco next week?”
Resolving the First-Offer Dilemma in Business Negotiations
Should you make the first offer? Few questions related to negotiation have yield more academic attention and debate among practitioners.
Negotiating for Continuous Improvement: Monitor and Assess Your Negotiation Skills
Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually subsumed under categories such as “emotional intelligence,” or “persuasiveness.” The negotiator-related questions posed in most “36-degree assessments” don’t measure the right skills and abilities, such as preparation. When evaluators do assess negotiations, they typically rely only on post hoc accounts and overlook the details of the bargaining experience.
Blessing or Curse: The Right of Refusal
When transferring property, sellers sometimes insist on rights of first refusal – the chance to be first in line to repurchase the property if their buyer later decides to sell. Rights of first refusal can be obvious advantages if your financial circumstances later change. If you’re keeping adjoining land, you may wish to protect yourself against the risk of something unattractive being built next door.
Deals
Deals
HARVARD BUSINESS SCHOOL (2267)
WINTER 2013
Instructor:
Guhan Subramanian
This advanced negotiation course examines complex corporate deals. Many of the class sessions will be structured around recent or ongoing deals, selected for the complex issues of law and business that they raise. Student teams will research and analyze these transactions in order
Transnational Negotiations
Transnational Negotiations
BRANDEIS UNIVERSITY INTERNATIONAL BUSINESS SCHOOL (BUS 275F 1)
FALL 2012
Instructor:
Steven Cohen
Explores the dynamics of international business negotiations in the context of evolving global industries. Students will develop an understanding of negotiation strategy, positioning, and process, as well as the skills necessary to effectively design, negotiate, and manage transnational deals. Usually offered
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