Negotiation: Playing Chicken

This article is part of the Negotiation Series. Chicken is a famous game by which two drivers drive their cars towards each other at high speed. The first driver to swerve to safety is deemed a “chicken” and the loser. If neither driver swerves then a high speed collision results with serious injury and even death. This negotiating style has gained

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Negotiation Basics: The Missing Lesson

This article is part of the Negotiation Series. There are many books and articles that discuss contemporary negotiation basics and I won’t repeat what they have to say. My aim, instead, is to discuss how my experience differed from what I was taught about negotiating basics. This experience includes buying and selling companies, raising funds from investors and shareholders, entering

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Extracting Value from Consultants

عربي A standard joke in business is that consultants work by asking existing employees for the solution and then packaging it nicely, rubber stamping it and presenting it as their solution to senior executives. The pervasiveness of this joke in business points to the the deeply held belief that this characterisation of consultants is true. Although the frustrations that businesses

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