negotiation - Publications - Faculty & Research

December 2010 (Revised January 2013)
Case

Triple Point Technology

The founding CEO of Triple Point Technology, Peter Armstrong, was considering the sale of the company. The company specialized in providing its clients with software used for transaction processing and risk management in various commodity markets. Triple Point... View Details

Keywords: Business Exit or Shutdown; Private Equity; Financial Management; Negotiation Offer; Sales; Valuation

Citation

Educators

Purchase

April 2004 (Revised July 2008)
Case

Showdown on the Waterfront: The West Coast Port Dispute (A)

By: Kathleen L. McGinn and Dina R. Pradel

New technology underlies a protracted dispute between West Coast longshoremen and their employers. Severe economic consequences lead to government intervention in the dispute. View Details

Keywords: Economics; Negotiation Process; Business and Government Relations; Labor and Management Relations; Conflict and Resolution; Shipping Industry; Western United States

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August 2007
Case

New York Magazine

By: Guhan Subramanian and David Chen

Describes the events surrounding the sale of New York Magazine to Bruce Wasserstein in 2003. Wasserstein's last-second cash bid of $55 million surprised other potential buyers and allowed him to win ownership of the magazine. View Details

Keywords: Journals and Magazines; Auctions; Bids and Bidding; Negotiation Deal; Publishing Industry; Media and Broadcasting Industry

Citation

Educators

29 Dec 2014
Research & Ideas

Most Popular Articles and Research Papers of 2014

Silvia Bellezza, Francesca Gino, and Anat Keinan shows there may be prestige advantages when you stand out rather than fit in. The Role of Emotions in Effective Negotiations Senior Lecturer Andy Wasynczuk, a former View Details

01 Mar 2017
News

Ask the Expert: Capital Architect

business, and social leadership. Similarly, we mandated that respected Zambian private or civil sector leaders chair all negotiating transaction teams. What consideration do you give to the spiritual and ethical components of building a... View Details

04 Oct 2016
First Look

October 4, 2016

common in negotiations and that many negotiators prefer to palter than to lie by commission. Paltering, however, may promote conflict fueled by self-serving interpretations; palterers focus on the veracity... View Details

01 Jun 2011
News

Stevenson’s Own

desired future state Do I fully comprehend what human, financial, material, and other assets I will need? Is it feasible for me to launch, and succeed with, that product or service? A skill in negotiating for access to the required... View Details

Keywords: Management

01 Mar 2013
News

Oil Rigs and Ripe Fruit

Financial Times (November 5, 2012), Keppel CEO Choo Chiau Beng (PMD 44, 1982) discussed how the global nature of the oil industry requires a nuanced knowledge of how to do business in a variety of different cultures. As an example, Choo cited a View Details

Keywords: Oil and Gas Extraction; Mining

12 PM – 1 PM EST, 11 Feb 2016
Webinars: Career

Sales Skills Everyone Needs

Are you a sales professional looking to break through the noise? Could you use some insight into leveraging social dynamics and modern persuasion techniques? Whether you are a seasoned sales rep looking to sharpen your skills, or an entrepreneur looking to unravel... View Details

October 1977
Article

Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation

By: A. E. Roth

Keywords: Negotiation; Games, Gaming, and Gambling

Citation

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May 2009
Article

When Contracts Destroy Trust

By: Deepak Malhotra

Contracts exist to foster trust, but they can actually do the opposite. Overly detailed contracts leave no room for spontaneous acts of kindness to create goodwill between parties; too-rigid contracts leave parties unable to respond to the unanticipated; and, strangely... View Details

Keywords: Contracts; Negotiation; Trust

Citation

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