Guhan Subramanian

Features tagged “Guhan Subramanian”

When their agent is the problem

November 3, 2009
Edited by: Lisa Witzler, filed in: Business Negotiations, Daily

Adapted from “Their Agent, Your Advantage,” by Guhan Subramanian, Professor, Harvard Business School and Harvard Law School.

The benefits of hiring an agent are well known. Yet negotiation experts often overlook the ways in which you can use the other side’s agent to your advantage.

Suppose you’re stuck in contentious negotiations with the other side’s agent. How can you break an impasse? … read more »

Negotiate before the damage is done

October 6, 2009
Edited by: Lisa Witzler, filed in: Business Negotiations, Daily

Suppose you work for a specialty bicycle manufacturer and have negotiated a one-year contract to buy 500 headlamps per month from a supplier for $10 each, with payment due 30 days after receipt. The seller makes five deliveries; you promptly pay $5,000 after each shipment. The seller fails to make the sixth delivery, however, and announces it will not be … read more »

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