In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read How to Negotiate a Business Deal
predictable surprises
The following items are tagged predictable surprises:
How Short-Term Focus Contributes to Future Disasters in Business Negotiations
Negotiators tend to concentrate too closely on the here and now. By incorporating future concerns into your talks, you’ll make sounder decisions and guard against crises.
In the midst of the current U.S.financial crisis, accusations of greed on Wall Street have sounded across the globe. Greed may be a significant factor in the collapse of credit … Read More
Negotiation Skills: Bring Future Concerns to the Bargaining Table
You can’t control the U.S. financial markets, but you can take these three steps to make sure your deals don’t contribute to a predictable surprise in your own home or organization.
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Three Steps for Crisis Prevention
Michael D. Watkins and Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School)
Leaders who don’t prepare for predictable surprises make their companies vulnerable unnecessarily. In this article, the authors outline a three-step process for recognizing, prioritizing and mobilizing for disasters that can be foreseen.
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… Read Three Steps for Crisis Prevention
When Goal Setting Goes Bad
Max Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School; author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises)
Setting goals has become an embedded practice in management, but does it truly produce beneficial results? In this provocative article by Max Bazerman, he and his collaborators from top business … Read When Goal Setting Goes Bad
A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future
Author: Max Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School, author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises
Over the past 30 years, the collaboration between the social sciences and the practical application of new ideas in negotiation have provided exciting results. In this paper, Max Bazerman … Read More
To Avoid Disaster, Plan Ahead
In the midst of the recent financial crisis, accusations of greed on Wall Street have sounded across the globe. Greed may be a significant factor in the collapse of credit markets, but it’s not the only one. Overlooked in cries to punish the “bad apples” is the role of a mistake that virtually all negotiators … Read To Avoid Disaster, Plan Ahead