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Negotiation Strategy: Pattern Recognition Game
Barron, Gregory; Wheeler, Michael A.Case HBS-908015-EIn negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior--or adapt appropriately to what they are doing. This case--and its related computer-based exercise (Negotiation Strategy Simulation)--illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party tends to be cooperative or competitive. The material also demon...Starting at €8.20
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Confidential Information for RIGGS ENGINEERING (Seller) (Spanish version)
Wheeler, Michael A.Case HBS-812S11StrategyThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Starting at €8.20
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Confidential Information for VERICOMP (Buyer) (Spanish version)
Wheeler, Michael A.Case HBS-812S12StrategyThe seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on pr...Starting at €8.20
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Learning to Negotiate
Wheeler, Michael A.Case HBS-912004-EThis brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.Starting at €8.20
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Negotiating with Emotion
Leary, Kimberlyn; Pillemer, Julianna; Wheeler, Michael A.Article HBS-R1301G-ESome people are practically phobic about going to the bargaining table. If their minimum needs are met, they'll sign on the dotted line just to end the stress of dealing with people who have different agendas and styles. But that can be an expensive aversion, the authors write. When you're facing an important negotiation, rigorous preparation--running the numbers, scouting the marketplace, developing a Plan B--is essential. But it's only half the...Starting at €8.20