Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management

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How do you divide the pie of resources with those that helped you grow it in the first place? In this negotiation case study, we examine how executives can expand the pie while helping those who contribute claim equitable value.
The negotiation scenario: I’m the 100% owner and CEO of a privately held business. I’m planning
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Dispute Resolution in Job Negotiations: Repairing a Work Relationship

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On October 15, 2012, Citigroup CEO Vikram Pandit walked into the office of the bank’s chairman, Michael E. O’Neill, expecting a routine meeting and perhaps some words of praise. The day before, Citigroup had released a favorable earnings report that suggested the bank was beginning to rebound from the financial crisis. Citi had received a
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10 ways to have a better conversation | Celeste Headlee

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When your job hinges on how well you talk to people, you learn a lot about how to have conversations -- and that most of us don't converse very well. Celeste Headlee has worked as a radio host for decades, and she knows the ingredients of a great conversation: Honesty, brevity, clarity and a healthy amount of listening. In this insightful talk, she shares 10 useful rules for having better conversations. "Go out, talk to people, listen to people," she says. "And, most importantly, be prepared to be amazed."

Examples of Negotiation in Business: When “Shrink to Grow” Pays Off

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Learn how BP and Russian negotiators came together and created value in a tough business negotiation even though expansion of the negotiated relationship was not on the bargaining table.
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The brain may be able to repair itself -- with help | Jocelyne Bloch

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Through treating everything from strokes to car accident traumas, neurosurgeon Jocelyne Bloch knows the brain's inability to repair itself all too well. But now, she suggests, she and her colleagues may have found the key to neural repair: Doublecortin-positive cells. Similar to stem cells, they are extremely adaptable and, when extracted from a brain, cultured and then re-injected in a lesioned area of the same brain, they can help repair and rebuild it. "With a little help," Bloch says, "the brain may be able to help itself."

In Business Negotiations, Set the Stage for Success

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In negotiation, it’s said, preparation is key. Without careful research and logistical planning, we may be left trying to skate by on wits and charm alone—and in today’s business world, they will seldom carry us far.
Advance work is especially critical when you expect your talks to be complex, involving numerous issues, multiple parties, and plenty
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Dear Negotiation Coach: Data Driven Negotiations

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QUESTION
Q: I have been running a small restaurant for 10 years. The business is both my work and my passion. However, my family and I are relocating out of state, so I am looking to sell. Our financials are pretty good, and we have a great set of suppliers. But I want buyers to know how
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Negotiation Research You Can Use: When Cultural Expectations Lead Us Astray

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In September 2014, a Chinese court found the British pharmaceutical firm GlaxoSmithKline (GSK) guilty of bribing government officials, hospital officials, and doctors to sell more drugs at higher prices, according to the Wall Street Journal. The court fined the company nearly $500 million and convicted five of GSK’s managers, including its former top executive in
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Negotiators: Resist the Vividness Trap

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For the New York Mets, it was hard not to get carried away in their negotiations with Ben Zobrist this past fall. The utility player had a pivotal role in helping the Kansas City Royals defeat the Mets and win the 2015 World Series. When the 34-year-old Zobrist became a free agent, the Mets pursued
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