Negotiation Research You Can Use: When Fear of Impasse Leads to Bad Deals

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Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an auto dealership, for example, you shouldn’t buy a used car if you are pretty sure you can get a better deal on a comparable car elsewhere. Yet in
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Negotiation in the News: In a new role, Hollywood actresses fight for equitable pay

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In December 2014, leaks of data hacked from Sony Pictures revealed pay inequities between men and women, both actors and studio executives. The revelations drew attention in Hollywood and beyond about the lingering salary gap between men and women. In particular, the news that American Hustle stars Jennifer Lawrence and Amy Adams were paid less
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Customer-first Marketing: Understanding customer pain and responding with action

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We have shared many helpful interviews from the MarketingSherpa Media Center at IRCE 2016. But this one was a little unique. Joe Peppers drew on his combined military and ecommerce experience to share lessons for improving the customer experience.

The Power of Social Influence

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In 1997 when I joined Seth Godin at Yoyodyne, people were calling the internet new media. But there was nothing really new. It was simply traditional media in a new wrapper — nothing new at all. We are now entering the era of “new media.” Media is now aggregated, not a place, a.k.a. the website ... Read more

A Business Negotiation Case Study: Ending the NHL Lockout

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How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by looking for tradeoffs.
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In Platform Negotiations with Clinton, Sanders is Finally Victorious

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With the Democratic National Convention fast approaching, Vermont senator Bernie Sanders used the Hillary Clinton campaign’s fear of a divisive spectacle in Philadelphia to extract concessions on the party’s official platform and committee assignments. The senator’s tough dealmaking suggests an important negotiation lesson: Always know your BATNA and ZOPA in any negotiation.
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5 Ways VARs Can Drive Revenue In a Competitive Service Ecosystem

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Today’s value-added resellers (VARs) are facing the fight of their lives. Shrinking margins. Rising costs. Intensifying competition. They’re also grappling with tough mandates (rigorous installation requirements, extensive training) from their OEM partners which further compounds their challenges.

What is a Win-Win Negotiation?

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In an episode of the American television show The Office, bumbling manager Michael Scott consults with a manual on conflict resolution while attempting to mediate a dispute between two of his subordinates, Angela and Oscar. After Scott explains that there are five approaches to resolving conflict, beginning with “win-lose,” an annoyed Angela interrupts: “Can we
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Supply Chain Security Vital to Organizations

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Despite obvious supply chain differences between organizations in different industries, IT architects should consider their generic similarities when integrating various solutions. Quite often, the complexity of the supply chain depends on the entities working together – manufacturers, logistic providers, repackages, retail stores – meaning that security and infrastructures become complex and cumbersome to manage.

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