Articles from Best Partner (trending on the web)

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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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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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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Should You Appeal to Their Sense of Sympathy?

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Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because of difficulties you are suffering behind the scenes. Maybe your organization is struggling financially and needs a break to stay in the black. Or you are planning to ask for a raise to help cover
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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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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
The post Negotiation Research You Can Use: When Cultural Expectations Lead Us Astray appeared first on PON - Program on Negotiation at Harvard Law School.

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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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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How to Overcome Barriers and Save Your Negotiated Agreement at the Bargaining Table

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On November 20 of last year, Hostess Brands announced that it had failed to reach agreement with its second-biggest union and, as a result, was permanently shutting down its operations.
The news was met with dismay by baby boomers and others who had grown up with the 80-year-old company’s shelf-stable confections. But consumers had been passing
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The Two Koreas Practice Conflict Management

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In August 2015, the decades-long conflict between South Korea and North Korea threatened to reach a breaking point. The causes of conflict between North and South go deep, but in this case, the South accused the North of planting land mines that seriously injured two South Korean border guards. South Korea retaliated with an old
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