Have You Negotiated How You’ll Negotiate?
A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.
When the talks reached a standstill over … Read Have You Negotiated How You’ll Negotiate?
Business Negotiations: Imposing Procedural Constraints
Sometimes the courts will be unwilling to get involved in the substantive terms of the deal but will impose procedural constraints on the more powerful party.
Consider the … Read This Post
Deal Making: When You Hold All the Cards
Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:
– One of your customers has just landed a lucrative new contract, and … Read Deal Making: When You Hold All the Cards
A winning pitch?
Under the terms of the Major League Baseball (MLB) 2011 collective bargaining agreement, the New York Yankees, known for their deep pockets, faced incentives to break with … Read A winning pitch?
Bringing Congress back to the negotiating table
“I’ve always had a Republican partner, every time,” says former Democratic senator Chris Dodd, speaking of his legislative victories during his 30 years of service.
Members of Congress … Read Bringing Congress back to the negotiating table
Dealmaking Negotiations: Reading Additional Terms Into the Deal
In a related maneuver aimed at protecting the weaker party to the deal, courts might infer additional terms within the contract or expand common-law notions of fiduciary … Read This Post
In College Athletics, Dealmaking Could Be a Win-Win
A recent ruling by a regional branch of the National Labor Relations Board (NLRB) raises the question of whether college football and basketball players will engage in … Read This Post
Program on Negotiation to honor Ambassador Tommy Koh as 2014 Great Negotiator
Join us for a conversation with Ambassador Tommy Koh of Singapore, the recipient of the 2014 Great Negotiator Award. This public program will feature panel discussions with … Read This Post
Others May Be More Powerful Than You Think They Are
Imagine that you’re a national account sales manager and are preparing to negotiate your annual raise.
You have met all your sales objectives and feel that you are … Read This Post
Meeting Negotiation Challenges in the Repatriation of Native American Museum Collections
The passage of the 1990 Native American Graves Protection and Repatriation Act (NAGPRA) fundamentally shifted relationships between museums and Native American tribes. Because it is federal legislation, … Read This Post
You Have Less Information Than You Think
Most negotiators understand the importance of preparation and will dedicate significant time and energy to analyzing important negotiations in advance.
Chances are, however, that powerful negotiators will undertake … Read You Have Less Information Than You Think
You Aren’t Invincible
In a hypothetical raise negotiation, suppose you find out that your peers have told your boss disparaging and blatantly untrue stories about your interactions with customers.
You feel … Read You Aren’t Invincible