Negotiation - Publications - Faculty & Research

05 Dec 2017
First Look

First Look at New Research and Ideas, December 5, 2017

(n=290, n=188), an organization-based field study (n=94), and a negotiation simulation (n=124), demonstrate that giving advice enhances the advisor’s sense of power because it gives the advisor perceived influence over others’ actions.... View Details

Keywords: Sean Silverthorne

08 Dec 2015
First Look

December 8, 2015

would focus on 10 high-growth categories and divest 100 smaller brands in the portfolio. As of September 2015, Lafley had negotiated the sale of 93 brands. Shareholders were left wondering whether this would be enough. Two days before the... View Details

Keywords: Sean Silverthorne

04 Dec 2007
First Look

First Look: December 4, 2007

aeronautic plant, I demonstrate how an implicitly negotiated leniency between management and workers around the use of company materials and tools, on company time, to produce artifacts for personal use, enhances workers' identities. This... View Details

Keywords: Martha Lagace

September 2017 (Revised January 2019)
Case

FJ Management Inc.

By: Lynda M. Applegate and Matthew G. Preble

In late 2015, Crystal Call Maggelet, president and CEO of FJ Management, is working with her investment committee to help set the company’s strategic direction. Maggelet, daughter of the company’s founder, has led FJ Management since 2009 when she stepped in as CEO... View Details

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07 Aug 2012
First Look

First Look: August 7

Communicating Frames in Negotiation Authors:Kathleen L. McGinn and Markus Noth Publication:." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson. Oxford University Press,... View Details

Keywords: Sean Silverthorne

05 May 2003
Research & Ideas

Sharing the Responsibility of Corporate Governance

California consumers who rely on gas to heat their homes and cook their food. On the other hand, directors negotiating the sale of a Delaware corporation to a company controlled by a single individual would be obligated to accept the... View Details

Keywords: by Carla Tishler

24 Oct 2017
Research & Ideas

Tax Reform is on the Front Burner Again. Here’s Why You Should Care

this proposal that is appealing to those Trump voters. Desai: The other aspect you might have expected to see his fingerprints on is not in terms of the agenda but in terms of the process. Part of the Trump promise was negotiation and... View Details

Keywords: by Sean Silverthorne

06 Mar 2012
First Look

First Look: March 6

(diversified), an insurer, a lab/diagnostic firm, a medical device manufacturer, a nursing home operator, a pharmaceuticals company (branded), a pharmaceuticals company (generics), and a private practice. Purchase this... View Details

Keywords: Sean Silverthorne

01 Feb 2011
First Look

First Look: Feb. 1

Fundamental principles of intellectual property rights and agricultural subsidies are described, along with the challenges of creating and operating multilateral institutions. The note begins with a brief history of multilateral View Details

July 2024
Case

Jacqueline Cook at Vendasta: Debating an IPO

By: Reza Satchu, Tom Quinn and Andrew Kosc

In May 2021, after a surge in demand for digital services that prompted high valuations for startups across the Canadian tech sector, Saskatchewan-based Vendasta entered the final stages of the initial public offering (IPO) process. COO Jacqueline Cook had invested her... View Details