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Blog2019-02-08T19:08:16+00:00

Can You Cut Costs Better by Collaborating?

By |June 1st, 2020|

 Can You Cut Costs Better by Collaborating? Is it possible  you can save more by working together with vendors or clients than you can through hard bargaining? Conventional wisdom says the way to cut costs is to lean [...]

UNIFY UNIFY UNIFY- Two Ways to Get Your Team Ready

By |January 23rd, 2019|

UNIFY UNIFY UNIFY 1. Help the team listen to each other. It fosters buy-in and cohesion. Case in point: a student project team won a $10,000 prize beating teams from Harvard, Stanford, and UT Texas [...]

Three ways to make the complex dealmaking process easier.

By |January 23rd, 2019|

Complexity can be overwhelming. That’s why seasoned dealmakers often rely on 1. ‘Framework/detail’ negotiation.First you work out broad features of the deal, then later you (or your lawyers, aides, and subordinates) workout the specifics. For [...]

Why Did Thousands of People Start Virtual Trade Wars?

By |April 5th, 2018|

A post on 538.com reports 55,000 people tried to practice international trade by playing a virtual trade game and many wound up starting a host of trade wars- puzzling given game theory's prediction they should [...]

Four Different Negotiation Goals? Here’s Why

By |July 2nd, 2014|

Should you always seek ambitious negotiation results? It might seem so. A promising new book by Lawrence Susskind is titled, Good for You, Great for Me:Finding the Trading Zone and Winning at Win-Win Negotiation. I look [...]