Blog & Articles | Professor Freeman
Can You Cut Costs Better by Collaborating?Is it possible you 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 hard on outsiders, demanding better deals. In
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How to Write an Essay The basic guidelines in writing an essay are to collate all the ideas and thoughts that the author has and try to organize it either from the most general point to the least or vice-versa.
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The trucking company insisted on delivering at 6 a.m., making all kinds of noise that woke the neighbors. The building manager was furious. Could key ideas from negotiation training help two tough guys reach agreement? ^^Student Jason Daniels* found out
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Seasoned negotiators know it’s not enough to talk to the other side; it’s also critical to keep the team unified. Three brief stories from Vietnam, the Cuban Missile Crisis, and the siege at Waco illustrate what can happen if you
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There are times when your job depends on getting colleagues from other departments to agree to do something, and then do it. But what do you do when office politics make them refuse? When they simply don’t care, or don’t
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Most deals have at least one Time Bomb- a serious, foreseeable problem that may well arise later. The 1987 RJR Nabisco merger nearly exploded years later because of an obscure clause the buyers overlooked. Founders of new businesses often enter
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When you see business leaders announcing a big deal on TV, the chances are excellent that you are witnessing a disaster in the making. In fact, many deals you read about (and do?) may be mistakes. How can this be,
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You find you have too much responsibility and not enough authority. What do you do? One solution is to go out and win a mandate. That is, win the authority you need by negotiating for it. ^^ For example, the
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Imagine you are about to try to negotiate with your supervisor for a budget increase. Or that you are about to confront a car dealer about a noisy transmission, or that you need to convince your companion to postpone your
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