Business Negotiations

In sales negotiations, making the first offer is often a smart move. The first offer can anchor the discussion that follows and can have a powerful effect on the final outcome. … Read Sales Negotiation Techniques

In 2011, Emiko Okuyama, the mayor of Sendai, Japan, launched a business negotiation that, at the time, seemed relatively straightforward. Sendai had been devastated by the earthquake and tsunami that hit Japan earlier that year. In hopes of lifting the spirits of children traumatized by the natural disasters, Okuyama and other local officials came up … Learn More About This Program

Men are more likely to endorse deceptive tactics in negotiation than women are, a research study reveals. But it would be a mistake to read too much into such gender differences in negotiation, as other factors appear to play a more influential role. … Read Deceptive Tactics in Negotiation

In August 2012, a California jury ruled that Samsung would have to pay Apple more than $1 billion in damages for patent violations of Apple products, particularly its iPhone. The judge eventually reduced the payout to $600 million. In November 2013, another jury ruled that Samsung would have to pay Apple $290 million of the … Learn More About This Program

Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A right of first refusal, also known as a matching right or right of first offer, is a contractual guarantee that one party to a business deal can match … Learn More About This Program

Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your next sales negotiation more challenging than it needs to be by falling into common cognitive traps. You can improve your sales negotiation skills by learning about four traps … Learn More About This Program

In 2023, a long-simmering feud among Rupert Murdoch’s four oldest children exploded into a public battle. Two years later, a seemingly simple family business negotiation resolved the conflict. Why was agreement so hard to reach? … Read Navigating Family Business Negotiation

Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down a bid, he explains, and the highest bidder wins the contents of the jar in exchange for his or her bid. … Read Winner’s Curse: Negotiation Mistakes to Avoid

In business contract negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported by sound analysis and advice, we risk winding up with regrets. Take the case of star running back Ricky Williams, now retired, and the sports agency he worked … Learn More About This Program

Business negotiators across industries can absorb key lessons from mergers and acquisitions (M&A) negotiation strategy—including choosing the right negotiating partners, considering the role of outside parties, and preparing for effective deal implementation. … Read Learning from M&A Negotiation Strategy