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- 01 Apr 2002
- News
Breakthrough International Negotiation
negotiations and to respond appropriately, bringing about a desired outcome in a wide range of scenarios. "The ultimate goal of learning breakthrough negotiation is to be an architect of structure and View Details
- 30 Mar 2017
- News
Negotiating Peace in Canada's Largest Rainforest
the future of BC’s forests for decades and had grown bitter, and there was little hope of resolution. But within four years, Wally and his fellow negotiators hashed out a tentative way forward, and—a decade later—the agreement was... View Details
- 01 Oct 2001
- News
Calling the Tune: Negotiation as an Improvisational Dance
"It Takes Two: Improvisations in Negotiations," Valley told alumni that successful negotiations result from a solid understanding of the individuals involved as well as of the process through which the... View Details
- 01 Feb 1997
- News
Leading the Way In Negotiation and Decision Making
Jerry R. Green, using game-theory insights, studies the negotiation process within agencies as he looks for ways that business or government can make the right decision for an organization as a whole while... View Details
Keywords: Judith A. Ross
- 01 Dec 1999
- News
Negotiating in 3-D: An Overarching Way to Get to Yes?
and BATNA interact to set up a joint problem. "A 3-D negotiator solves that problem elegantly by using both process insight and substantive understanding, by taking actions both at and away from the table,... View Details
Keywords: Anita M. Harris
- 17 Dec 2014
- News
Deceiving with the truth
- 09 Nov 2023
- News
From the Brink
Washington, DC. At the time, GOP fiscal hawks controlled the House and the Senate while the Democrats and President Barack Obama held the White House and the executive branch. Negotiations with the Republican Senate officially stalled in... View Details
Keywords: Ralph Ranalli
- 01 Mar 2024
- News
In Harmony
Kim at Seoul’s government-built Hoehyeon “Citizens’ Apartments.” Opened in 1970, it stands as a reminder of a Korea from a very different era. Like so many South Koreans of a certain age, Michael ByungJu Kim (MBA 1990) lives in a country where the past lingers,... View Details
- 01 Jun 2023
- News
Buy Big, Sell Small
If you live in a rural village or small city in India and run low on toothpaste, rice, or cooking oil, you’ll likely visit your local kirana, the equivalent of a US neighborhood variety store and a mainstay of the country’s $932 billion retail economy. The shops are... View Details
- 11 Mar 2024
- News
In Harmony
situations that challenge his loyalties, conscience, and sense of duty. The book, which will be made into a movie, took Kim 20 years to write. Kim sees no conflict between the business and literary parts of his life. “I like doing deals because it’s a View Details
- 26 Jan 2022
- News
Making Peace with Anger
push them really hard. And then, in the process of this work, it changed the way you approached that group. So let’s take that example and talk about how that illustrates the value of the work that you were doing around anger management.... View Details
- 01 Aug 2001
- News
Richard B. Fisher (MBA '62)
significance of globalization by taking a much-publicized gamble in relatively untested markets such as India and China. In 1997, getting out in front of the industry's move toward consolidation, he helped negotiate a $10 billion merger... View Details
- 01 Dec 2019
- News
Bridging the Gap
officials, nonprofit leaders, and business executives, they kick-start that process by coming together for four days—and learning to speak each other’s language—in a Hawes Hall classroom. You can see it starting to happen in a discussion... View Details
- 12 Nov 2021
- News
Alumni Business Leaders on Confronting the Climate Change Challenge
Business leaders around the world are currently focused on the discussions and negotiations taking place at the 26th Conference of the Parties (COP26) in Glasgow from October 31 to November 12. The outcome of these international View Details
- 01 Mar 2017
- News
The Middle Way
embassies around the world. Even after agreeing to attempt a compromise, the talks would often stall; sometimes they threatened to cease. By 2002, the original process was in disarray, and a whole new structure with new View Details
Keywords: Dan Morrell; photos by Kamil Bialous
- 01 Dec 2009
- News
Faculty Books
Dealmaking Strategies for a Competitive Marketplace by Guhan Subramanian (W.W. Norton) Today’s marketplace is filled with business transactions that include elements of both negotiations and auctions, yet the received wisdom on dealmaking... View Details
- 01 Mar 2009
- News
An Excerpt from The Innovator’s Prescription: A Disruptive Solution for Health Care
“The current health-care system generally is modular. Specialized companies operate hospitals, process paperwork, negotiate blanket service contracts, and manage outpatient and retail clinics. Most doctors’... View Details
Keywords: Health, Social Assistance
- 01 Dec 2013
- News
Faculty Books
a Chaotic World by Michael Wheeler (Simon & Schuster) Wheeler, the MBA Class of 1952 Professor of Management Practice, retired, shows how master negotiators thrive in the face of chaos and uncertainty. They understand View Details
- 01 Mar 2017
- News
Ask the Expert: Capital Architect
Skydeck podcast BRUNELL: Human motivation for supporting or catalyzing change only comes from within. We can’t “make” people’s behavior or “mandate” mindset. Citizens must have reason to care, want, and believe in the change agenda—and to trust the View Details