All negotiators should build a value case for the positions they would like the other side to accept. As a buyer, you would like the seller to understand the value of doing business with you because, ...

CHARGE+ and Creative Motors: This two-party, single-issue, distributive negotiation simulates a negotiation between representatives of two companies: a potential seller, an electric vehicle ...

WASHINGTON — A federal judge ruled against Boehringer Ingelheim’s challenge to the new Medicare drug price negotiation program, handing the pharmaceutical industry its latest in a string of legal ...

This course is available on the CEMS Exchange, Global MSc in Management, Global MSc in Management (CEMS MIM), Global MSc in Management (MBA Exchange), MBA Exchange, MRes/PhD in Management (Employment ...

Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Buyer Case, Celia Hernandez." Harvard Business School Case 209-034, August 2008 ...

Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Seller Case, Raleigh Commons." Harvard Business School Case 209-039, August 2008 ...

Harvard could choose to either keep fighting or seek a deal with the administration. Its leaders are starting to realize that any path will very likely change the identity of the school. By Michael S.