Successes and Messes: Ripping Up a Sweetheart Deal, Mid-Contract

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The Kansas City Royals didn’t have to give catcher Salvador Perez better terms—but did anyway.
It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team in today’s market, according to the New York Times. So why did the Kansas City Royals throw out their old agreement with star catcher Salvador
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Dear Negotiation Coach: Negotiating Reverse Auctions

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QUESTION
For years, my company had long-term relationships with our customers, in which we would sit down for annual negotiations. But over the past few years, more of our customers have required us to participate in “reverse auctions” run by procurement departments. Sometimes these auctions are online, and sometimes they are in person; sometimes they are
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Negotiating the Most Sensitive Topics of All

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In negotiation, some topics seem off-limits: difficult to bring up and perhaps impossible to resolve. Consider the following anecdotes:
– In the process of negotiating an acquisition that would include key personnel, members of the buyer’s team are concerned about rumors that a top executive from the target firm has a serious drinking problem that is
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Negotiation in the News: For Cruz and Kasich, A Short and Tenuous Alliance

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The failed partnership between the former rival presidential candidates points to the promise and perils of alliance building.
In multiparty negotiations, it’s common – and often wise – for low-power parties to form alliances with the goal of gaining leverage or a stronger voice. In international negotiations over climate change, trade, and other issues, for example,
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Negotiation Research You Can Use: Make Stronger First Offers in Multi-Issue Negotiations

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Make stronger first offers in multi-issue negotiations
New research suggests how to frame your opening offer for maximum advantage.
Should you make the first offer in negotiation?
It’s not a trivial question. The negotiator who makes the first offer can powerfully anchor the discussion in her favor, research has found. In fact, the first offer accounts for between
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My love letter to cosplay | Adam Savage

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Adam Savage makes things and builds experiments, and he uses costumes to add humor, color and clarity to the stories he tells. Tracing his lifelong love of costumes -- from a childhood space helmet made of an ice cream tub to a No-Face costume he wore to Comic-Con -- Savage explores the world of cosplay and the meaning it creates for its community. "We're connecting with something important inside of us," he says. "The costumes are how we reveal ourselves to each other."

Gotta Catch ‘Em All: How to get new customers from the Pokémon GO phenomenon

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When cultural phenomenon come around, marketers need to take notice – and the Pokémon GO craze offers a ton of ways to lure customers in. In this blog post, see how some companies are cashing in on the trend to get new customers through the door.

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