How to avoid a bidding war

When negotiating against competitors for a prized contract, think outside the box.

By PON Staff on December 15th, 2014

Article Excerpt

In the National Basketball Association (NBA), signing an endorsement deal with footwear giant Nike has become a rite of passage for newly anointed superstars. Save for a few notable deals by Adidas, Nike has dominated the practice of paying top talent millions for the right to sell lines of collectible shoes in their names.

This past … Read How to avoid a bidding war

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IN THIS ISSUE

In job negotiations, set yourself up for long-term success
Status concerns, insecurity, and inattentiveness to our bargaining power can prevent us from negotiating for a position that will be satisfying over time.
How to avoid a bidding war
Five strategies to help you think outside the box
The insincere negotiator
The risks of emotional displays
When a private dispute goes public
The cases of Market Basket and Hachette
Dear Negotiation Coach
“How can we deal more successfully with our kids?”

WHAT’S NEW

Don’t miss our three-day course, Negotiation and Leadership: Dealing with Difficult People and Problems, on December 8, or William L. Ury’s one-day course, The Art of Saying No, on December 11, both in Cambridge, Mass www.executive.pon.harvard.edu to find out more.

Download the Negotiation Briefings Special Report “Dealing with Difficult People” by visiting www.pon.harvard.edu/free-reports

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