Insights

How Social Media Can Kill or Enhance Your Deals

By BEN COOK – The disruptive effects of social media have been felt around the world, as digital technologies introduce new capabilities and dynamics that touch business, diplomacy, and politics. Yet neither scholars nor experienced practitioners have a good handle on how to use of social media most effectively and ethically as part of negotiation strategy and tactics. In effort to address this surprising gap, we recently explored a series of case studies in how social media can kill, enhance, derail or save your most important deals.

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A 3-Minute Dealmaking Challenge from Teddy Roosevelt

By JIM SEBENIUS – I have a puzzler: you’ve printed up 3 million brochures with copyrighted photos for which you didn’t get permission. If you don’t use the photos, you’ll lose the election; if you do, you could be out $3 million that you don’t have. Advice for negotiating with the greedy copyright holder?

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3D Negotiation in Practice: Dealing with a Powerful Sole Source Supplier

By DAVID LAX – We are often asked what “3D Negotiation” looks like in practice in our advisory work. To illustrate what this can mean while preserving confidentiality, the only aspect of this case study that we have not changed is the $100 million in savings achieved when we helped turn a tactical challenge into a strategically pivotal deal.

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Above all, we get it done – and the results speak for themselves.