Negotiations

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How to Manage Alliances Strategically

Companies that lack the resources and knowledge to undertake key strategic growth initiatives often seek partners who can fill in the gaps. The skills that make such alliances work, however, aren’t well understood; executives often make flawed assumptions that prevent the partnership from achieving its goals. An integrative, holistic framework for alliance management helps executives avoid these pitfalls and create value via strategic alliances.

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Skills That Will Remain in Demand In a Computer-Rich World

  • Blog
  • Read Time: 2 min 

Skills such as applied math and statistics, negotiation and group dynamics, and persuasion can help you prepare yourself for careers in a fast-changing economy filled with ever-faster, ever-smarter computers, write MIT Sloan’s Erik Brynjolfsson and Andrew McAfee.

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When Is It Legal to Lie in Negotiations?

When someone asks, “What is your bottom line?” few negotiators tell the truth. But how much bluffing is ok? Business negotiations law is infused with ethical considerations. Author G. Richard Shell outlines the basic elements of legal fraud, illustrating the evolving concepts with numerous cases in which negotiators have been penalized for what some consider merely unethical behavior. “An ethical sensibility, far from being a ‘luxury’ in business negotiations, may be a negotiator’s best counselor,” Shell writes.

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