When we think of win-lose negotiation examples, we think of competitions in which it seemed that one party had to succeed and the other had to fail. In fact, in the majority of win-lose negotiation examples, a win-win negotiation was possible, but parties overlooked opportunities to create value. As a consequence, they reached subpar results.
… Read Win-Lose Negotiation Examples 
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auctions
The following items are tagged auctions:
Win-Win Bargaining: Private Negotiation, Public Auction, or Both?
Win-win bargaining requires us to choose the right dealmaking process. News stories involving Amazon and Apple highlight the pros and cons of private negotiations, public auctions, and hybrid negotiauctions.
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Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and entertainment firm Time Warner, announced on October 22, 2016, for $85.4 billion.
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Winner’s Curse: Negotiation Mistakes to Avoid
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
The Winner’s Curse: Will You Be Its Next Victim?
The winner’s curse can lead us to overpay in auctions—and fear of the winner’s curse can lead to other problems. Here’s advice on addressing this common risk in auctions and other competitions.
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Don’t Fall for Bad-Faith Bargaining
In 2017, Amazon encouraged cities to compete for the prize of hosting its second headquarters, dubbed HQ2—but the contest that followed had the hallmarks of bad-faith bargaining. Business negotiators can learn to avoid such traps.
… Read Don’t Fall for Bad-Faith Bargaining
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