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How to Respond to "Take It or Leave It"
Strategy & Execution Digital ArticleYou really do have a choice. -
Research: In Supplier Negotiations, Lying Is Contagious
Negotiation strategies ResearchYou might want to be careful about who you’re doing business with, because in the end, your behavior is likely to be influenced by theirs. -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
U.S. Health Care Reform Will Require Politicians to Change Their Attitude
Negotiation strategies Digital ArticleAn “I win, you lose” approach won’t work. -
These Strategies Will Help You Influence How Decisions Get Made
Organizational Development Digital ArticleNegotiators who understand the most common decision rules - majority rule, chair-decides, and consensus - are more likely to get their way. -
Rethinking Negotiation
Negotiation strategies Magazine ArticleA smarter way to split the pie -
How to Save the Detroit Symphony Orchestra
Leadership Digital ArticleMy wife, Ann Strubler, a Detroit Symphony Orchestra violinist, ended her career on a blue but grateful note. She felt privileged to have held a position in the first violin section of the nation’s 10th-ranked U.S. orchestra for 30 years. Originally planning to retire in December 2010, she hit the ‘send button’ announcing her departure […] -
Negotiating with a Customer You Can’t Afford to Lose
Negotiation strategies Magazine ArticleEight ways to save a disintegrating sale -
Do You Know How to Get What You’re Worth?
Negotiation strategies Digital ArticleA negotiation expert reveals some rules for success in tricky terrain. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Negotiation strategies Digital ArticleIt might work, but it’s risky, especially for women. -
Negotiating with Clients You Can't Afford to Lose
Strategy & Execution Digital ArticleRemember that they need you too. -
Nice Girls Don't Ask
Organizational Development Magazine ArticleManagers who pride themselves on giving employees what they request may be shortchanging women, simply because men ask for a lot more than women do. This... -
Independent Bookstores Should Negotiate a Better Offer with Amazon Source
Web-based technologies Digital ArticleAmazon’s new offer to booksellers isn’t as outrageous as it seems. -
Keys to Working with Alpha Personalities
Business communication Digital ArticleGill Corkindale, executive coach and former management editor of the Financial Times. Alpha personalities present unique challenges for those who work with them. You need a different set of strategies for getting along with an alpha boss than for managing an alpha employee. -
Does Hachette Have any Cards to Play Against Amazon?
Communication Digital ArticleThe publishing world has been watching the standoff between Amazon and Hachette - at its heart a dispute over contract terms, but one in which Amazon... -
We Often Overlook Opportunities to Negotiate
Leadership & Managing People Digital ArticleEveryday encounters can prepare you for when the stakes are high. -
Research: How to Build Trust with Business Partners from Other Cultures
International business Digital ArticleUnderstanding cultural differences helps us navigate them respectfully. -
If You’re About to Take a New Job, Should You Consider Your Boss’s Counteroffer?
Career transitions Digital ArticleIt’s usually — but not always — a bad idea. -
The Value of Asking Open-Ended Questions
Audrey J. Lee, principal at Perspectiva LLC, shares how she learned an important lesson in negotiation. -
A Great Negotiator's Essential Advice
Communication Digital ArticleHow Ambassador Tommy Koh struck his most complicated, contentious deals.
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UpDown: Confidential Instructions for GEORG
Innovation & Entrepreneurship Case Study5.00View Details Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement."... -
Reinsurance Negotiation: Confidential Information for JLT Insurance Company
Finance & Accounting Case Study8.95View Details The Reinsurance Negotiation case is a fictional three-party negotiation between a primary insurer and two reinsurers. The case is appropriate for use... -
Next-Level Negotiating (HBR Women at Work Series)
Communication Book24.95View Details Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your... -
Note on Acquiring Bank Credit
Innovation & Entrepreneurship Case Study8.95View Details Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing... -
Syndexa and Technology Transfer at Harvard University
Innovation & Entrepreneurship Case Study11.95View Details Gokhan Hotamisligil is a star researcher at Harvard School of Public Health who has made groundbreaking discoveries linking fat cells, inflammation, and... -
THE STAKES OF ENGAGEMENT - Confidential Instructions for Jacques Parker
Strategy & Execution Case Study5.00View Details Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns. Marlene... -
Reinsurance Negotiation: Confidential Information for Auburn Re
Finance & Accounting Case Study8.95View Details The Reinsurance Negotiation case is a fictional three-party negotiation between a primary insurer and two reinsurers. The case is appropriate for use... -
India: The Dabhol Power Corporation (A)
Finance & Accounting Case Study11.95View Details In the wake of the fraud conspiracy convictions of its former executives Kenneth Lay and Jeffrey Skilling, the name Enron will likely long be synonymous... -
Koppert Cress: Creation of New Markets
Strategy & Execution Case Study11.95View Details Koppert Cress, a Dutch horticultural company founded by Rob Baan, specializes in growing and selling micro-vegetables that promote health or prevent disease.... -
The Campbell Home (C)
Sales & Marketing Case Study5.00View Details Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while... -
AIT Group Plc
Finance & Accounting Case Study11.95View Details A U.S. venture capital firm has just learned that the deal structure for purchasing an illiquid U.K. software firm is unacceptable to institutional investors.... -
Pricing and Market Making on the Internet
Sales & Marketing Case Study8.95View Details Considers the impact of the Internet on how market exchanges will take place. Discusses the role of shopping agents and alternatives to fixed prices such... -
Adam Baxter Co./Local 190: 1983 Negotiation, Baxter Management Confidential Information
Strategy & Execution Case Study8.95View Details Includes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned... -
The HBT Merger (China Roles Version)
Leadership & Managing People Case Study11.95View Details This is a role-play case, intended for use in a leadership development course for MBA students. The case has four roles, two each for students playing... -
Nestle-Rowntree (B)
Strategy & Execution Case Study5.00View Details The second of a three-part series on the 2.5 billion British pounds takeover of Rowntree by Nestle in 1988. Nestle has launched a hostile bid for Rowntree;... -
Negotiation brief for Euroland Motors
Leadership & Managing People Case Study5.00View Details Supplement for ES1221 -
An Activist Approach: Confidential Role Assignment for Fultons Department Stores
Strategy & Execution Case Study8.95View Details A three party, multiple-issue negotiation exercise dealing with a potential merger between two leading department stores, called for by an activist investor... -
Integral Vision Ltd. (A)
Strategy & Execution Case Study11.95View Details A stop-action simulation case takes participants through the process whereby four people (three young entrepreneurs and an investor) take a machine vision...
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How to Respond to "Take It or Leave It"
Strategy & Execution Digital ArticleYou really do have a choice. -
UpDown: Confidential Instructions for GEORG
Innovation & Entrepreneurship Case Study5.00View Details Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement."... -
Reinsurance Negotiation: Confidential Information for JLT Insurance Company
Finance & Accounting Case Study8.95View Details The Reinsurance Negotiation case is a fictional three-party negotiation between a primary insurer and two reinsurers. The case is appropriate for use... -
Next-Level Negotiating (HBR Women at Work Series)
Communication Book24.95View Details Build trust--and create more value. Whether you're negotiating a salary, a deal with a supplier, or your workload, thoughtful preparation increases your... -
Research: In Supplier Negotiations, Lying Is Contagious
Negotiation strategies ResearchYou might want to be careful about who you’re doing business with, because in the end, your behavior is likely to be influenced by theirs. -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
U.S. Health Care Reform Will Require Politicians to Change Their Attitude
Negotiation strategies Digital ArticleAn “I win, you lose” approach won’t work. -
Note on Acquiring Bank Credit
Innovation & Entrepreneurship Case Study8.95View Details Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing... -
Syndexa and Technology Transfer at Harvard University
Innovation & Entrepreneurship Case Study11.95View Details Gokhan Hotamisligil is a star researcher at Harvard School of Public Health who has made groundbreaking discoveries linking fat cells, inflammation, and... -
THE STAKES OF ENGAGEMENT - Confidential Instructions for Jacques Parker
Strategy & Execution Case Study5.00View Details Two-party, multi-issue, scoreable negotiation regarding a prenuptial agreement, calling for a balance of substantive and relationship concerns. Marlene...