Imagine that you are a sales rep with a company that is getting hit hard by the current financial crisis. No one has been laid off yet, but everyone is nervous about that possibility. In an effort to save jobs, your sales manager has quietly proposed that everyone take lower base salaries, along with more
Ian Larkin
The following items are tagged Ian Larkin.
When you have all the power
Adapted from “The Danger of ‘Take It or Leave It,’” by Ian Larkin (professor, Harvard Business School), first published in the Negotiation newsletter, January 2010.
Imagine that one of your organization’s suppliers, with whom you have been very happy, recently lost its only other big customer. Your contract comes up for renegotiation next month. You know
When Negotiation Trumps Procurement Auctions
Adapted from “Negotiations versus Auctions: New Advice for Buyers,” first published in the Negotiation newsletter, August 2007.
Economists have long advocated auctions as an effective means of increasing value. Yet recent research contradicts this conventional wisdom. In fact, as compared with negotiations, auctions can actually raise prices in procurement contracts. Suppliers tend to prefer negotiations because
Managing, Organizing & Motivating for Value
Managing, Organizing & Motivating for Value (1816)
HARVARD BUSINESS SCHOOL
WINTER 2013
Instructors:
Ian Larkin
617-495-6884
Brian Hall
617-495-5062
Andrew Wasynczuk
617-495-8043
This course is about how to become a better value creator. Managers and negotiators create value by influencing (e.g. persuasion skills) and motivating (e.g. incentive systems) the behavior and decisions of others. This course provides a powerful framework (and set of practical
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