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Live Life as an Experiment
Managing yourself Digital ArticleIt was an experiment. I was returning an item to the store from which I had bought it. The item was well within the return period, but there would be a 20% restocking fee. Could I evade that fee? What would I have to do or say to persuade them not to charge it to […] -
Going, Going, Gone
Technology & Operations Magazine ArticleReverse auctions certainly look like a good deal for buyers. Who wouldn't want hoards of suppliers bidding one another's prices down? But a new study... -
U.S. Health Care Reform Will Require Politicians to Change Their Attitude
Negotiation strategies Digital ArticleAn “I win, you lose” approach won’t work. -
Make Your Emotions Work for You in Negotiations
Communication Digital ArticleA five-step approach to using triggers to your advantage. -
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. -
Make It Easy for Decision Makers to Approve Your Deal
Sales & Marketing Digital ArticleBy understanding their personal motivations. -
3 of the Most Common Challenges Women Face in Negotiations
Gender Digital ArticleAdvice for overcoming biased expectations. -
Negotiate Like a Pro
Managing yourself Magazine ArticleTips from a crisis veteran -
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. -
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 […] -
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. -
If You're About to Take a New Job, Should You Consider Your Boss's Counteroffer?
Leadership & Managing People Digital ArticleIt's usually - but not always - a bad idea. -
Case Study: Navigating Labor Unrest
Strategy execution Magazine ArticleA factory manager considers whether to accept or resist union demands. -
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. -
Lessons From Brexit on How (Not) to Negotiate
Negotiation strategies Digital ArticleHighlights and lowlights from the last three and a half years. -
Keep Time and Emotion from Killing a Negotiation
Negotiation strategies Digital ArticleFive ways to move a deal forward. -
Research: When Men Have Lower Status at Work, They're Less Likely to Negotiate
Strategy & Execution Digital ArticleThey anticipate the same social costs that women do. -
The Leadership Clash That Led Colombia to Vote Against Peace
Leadership & Managing People Digital ArticleHow hard-liners got their way. -
How Women Can Get What They Want in a Negotiation
Leadership & Managing People Digital ArticleFive strategies for success.
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Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
Leadership & Managing People Case Study8.95View Details This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change.... -
Double Dealmaking in the Browser Wars (A)
Strategy & Execution Case Study11.95View Details Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the... -
Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division
Strategy & Execution Case Study8.95View Details Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units.... -
Luna Pen (D)
Strategy & Execution Case Study5.00View Details Supplements the (A) and (B) cases. -
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
Leadership & Managing People Case Study8.95View Details This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change.... -
Lac Seul First Nation: Development in a Changing Landscape
Leadership & Managing People Case Study11.95View Details This case examines the history of the Lac Seul First Nation from first contact with Europeans through treaty negotiations with the Canadian government,... -
Smart Health (A): Negotiation with a Social Purpose- Role of Founder and CEO of Smart Health (Jamie Zheng)
Sales & Marketing Case Study8.95View Details This case describes the background to an upcoming negotiation between a Chinese social entrepreneur (Jamie Zheng) and a venture capitalist (Chris Liu).... -
Structuring Real Estate Deals: An Investor's Perspective
Finance & Accounting Case Study8.95View Details Addresses the following questions: What are the portfolio-level implications? What are the asset-level characteristics? How do I invest? With whom do... -
Seneca Systems (A): General and Confidential Instructions for R. Thompson, Vice President, Marketing
Strategy & Execution Case Study8.95View Details Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units.... -
HBA Job Offer Negotiation: Applicant
Organizational Development Case Study5.00View Details Supplement to case W16896. -
Incept LLC and Confluent Surgical (A)
Innovation & Entrepreneurship Case Study11.95View Details A venture capitalist must decide whether to invest in a medical technology company that licenses intellectual property from a privately held IP holding... -
Creating the French Behavioral Insights Team
Sales & Marketing Case Study11.95View Details This case explores how neuroscientist Mariam Chammat helped set up the first behavioral insights team at the center of the French government, and encouraged... -
Shareholder Activists at Friendly Ice Cream (A2)
Strategy & Execution Case Study5.00View Details The A1 and A2 versions of the "Shareholder Activists at Friendly Ice Cream (A)" split the original A case into two parts. The A1 case ends as activists... -
Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division
Leadership & Managing People Case Study8.95View Details This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change.... -
Temporary Staffing at Christie's: An Operations Management Approach
Technology & Operations Case Study11.95View Details The case is based on an actual challenge faced by Christie's Hong Kong, the Hong Kong subsidiary of the renowned auction house. For its biannual auctions,... -
An Activist Approach: Confidential Role Assignment for Castle Rock Management
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... -
Seed Stage Fund: Dispute in Venture Capital (A) - Emma Walker
{{MajorSubject}} Case Study8.95View Details This role-play exercise presents students with a realistic and complex negotiation challenge: it asks them to participate in a quantifiable negotiation... -
Cat Fight in the Pet Food Industry (B)
Strategy & Execution Case Study5.00View Details Describes the contest for the takeover of Anderson Clayton as industry players compete for one of the seven major dog food makers. -
MuMate B-1: Confidential for Maxwell
Innovation & Entrepreneurship Case Study5.00View Details MuMate, a fictional cult beverage company, requires capital to fund national expansion. Its cofounders, who have bootstrapped to this point, are now negotiating... -
Fiat's Strategic Alliance with Tata: Its Evolution from Tata's Perspective (C)
Global Business Case Study5.00View Details Supplement to case IES202. Five months after the signing of a memorandum of understanding and with a delay of almost a year, Tata saw the first product...
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Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
Leadership & Managing People Case Study8.95View Details This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change.... -
Double Dealmaking in the Browser Wars (A)
Strategy & Execution Case Study11.95View Details Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the... -
Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division
Strategy & Execution Case Study8.95View Details Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units.... -
Live Life as an Experiment
Managing yourself Digital ArticleIt was an experiment. I was returning an item to the store from which I had bought it. The item was well within the return period, but there would be a 20% restocking fee. Could I evade that fee? What would I have to do or say to persuade them not to charge it to […] -
Luna Pen (D)
Strategy & Execution Case Study5.00View Details Supplements the (A) and (B) cases. -
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
Leadership & Managing People Case Study8.95View Details This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change.... -
Going, Going, Gone
Technology & Operations Magazine ArticleReverse auctions certainly look like a good deal for buyers. Who wouldn't want hoards of suppliers bidding one another's prices down? But a new study... -
Lac Seul First Nation: Development in a Changing Landscape
Leadership & Managing People Case Study11.95View Details This case examines the history of the Lac Seul First Nation from first contact with Europeans through treaty negotiations with the Canadian government,... -
Smart Health (A): Negotiation with a Social Purpose- Role of Founder and CEO of Smart Health (Jamie Zheng)
Sales & Marketing Case Study8.95View Details This case describes the background to an upcoming negotiation between a Chinese social entrepreneur (Jamie Zheng) and a venture capitalist (Chris Liu).... -
Structuring Real Estate Deals: An Investor's Perspective
Finance & Accounting Case Study8.95View Details Addresses the following questions: What are the portfolio-level implications? What are the asset-level characteristics? How do I invest? With whom do...