Leading Change
Procurement in the Age of Automation
Research points to six practices leaders can use to overcome stakeholder resistance to automated negotiation technology.
Negotiations
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Analytics & Business Intelligence
Buyer Beware! MLB Free Agents Underperform Their Contracts
By adding new incentives to long-term contracts, teams may be able to offset the likelihood of poor effort.
Ben Shields, Paul Michelman, and Richard Paulson
Global Strategy
Negotiating With Chinese Investors
Chinese companies are increasingly investing overseas — and bring a different negotiating style.
Li Ma, Jeanne Brett, Hao Wang, and Zhi-Xue Zhang
Collaboration
Embracing a Strategic Paradox
If handled well, conflicting demands in a business can be sources of creativity and opportunity.
Toshiro Wakayama and Karen LaPierre
Executing Strategy
How to Manage Alliances Strategically
A strategic framework that eliminates faulty assumptions can help make alliances successful.
Ha Hoang and Frank T. Rothaermel
Diversity & Inclusion
Getting the Short End of the Stick: Racial Bias in Salary Negotiations
Companies need to be aware of — and take action to mitigate — pay inequity in the hiring process.
Morela Hernandez and Derek R. Avery
Leadership Skills
Negotiating Lessons From the Browser Wars
In 1996, the Web-browser “wars”
James K. Sebenius
Developing Strategy
When Is It Legal to Lie in Negotiations?
When someone asks, “What is your bottom line?” few negotiators tell the truth. How much bluffing is ok?
G. Richard Shell
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