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Negotiations

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Strategy

The Power of AI to Shape Negotiations

Horacio Falcão

How to harness the vast potential of AI to enhance negotiation outcomes – while navigating its challenges.

Strategy

Real Estate Negotiations: A Value Win-Win Approach

H. Falcao, T. Wiegelmann

A comprehensive framework for achieving long-term success in the industry.

Strategy

Negotiating Beyond Win-Win

H. Falcão, R. Swaab, E. L. Uhlmann

Constructive dialogues and sustainable negotiation strategies can bring us closer to a more humane world.
2 comments

Strategy

The Negotiation Reality in Real Estate

Horacio Falcão

How to move away from traditional adversarial negotiation tactics and embrace more ethical and collaborative approaches.

Career

How Bacteria May Influence Your Behaviour

Hilke Plassmann

Evidence that the tiny organisms in our gut impact our social decisions.

Strategy

Six Principles for Successful Multiparty Negotiations

H. Falcao, N. Ferchachi

What managers can learn from COP28, which resulted in nearly 200 nations endorsing a landmark climate accord.

Leadership & Organisations

Winning the Game of Boardroom Chess

M. Jarrett, A. J. Yap, C. LeBaron

How subtle, seemingly innocuous actions can shift the balance of power in your favour.
1 comment

Economics & Finance

Key Players in the Indo-Pacific Region

Pushan Dutt

Amid ongoing conflicts, shifting allegiances and incumbents jostling for influence, emerging powers such as India will play an increasingly important role in shaping Indo-Pacific relations.

Leadership & Organisations

Leadership Challenges When Companies Merge

Andy J. Yap

Lessons from an Indonesian telco merger success: When organisations merge, people must come together.

Leadership & Organisations

Stop Asking Candidates for Their Last-Drawn Salary

Mark Mortensen

A holistic approach does more to ensure the right fit and boost employee well-being and retention.

Strategy

How Does Self-Serving Attribution Affect Strategic Decisions?

Ji-Yub (Jay) Kim

How a firm evaluates its past alliance performance can influence its choice between future alliances and acquisitions.

Career

The Problem With Being Too Easy-going

A. Barasch, K. Woolley, P. J. Liu

Failure to express your preferences in everyday situations can make you seem less likeable and even slightly less human.

Operations

How Biotech Firms Can Improve Cross-Functional Collaboration

O. Schiltz, R. Lehman

Optimising the R&D-to-commercialisation handover process is crucial for the survival of young biotech companies.

Strategy

Will China’s Internet Giants Conquer the World?

G. Chen, J. Li

Dissecting the success and strategies of Chinese internet firms as more of them venture overseas.

Leadership & Organisations

What It Means to Lead in a Multipolar World

H. Falcão, M. Le Menestrel

By overcoming our fears and creating a brave space for dialogue, we can relate and lead better in the new multipolar world.
2 comments