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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.


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.


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.


The Pitfalls of Flaunting Your Social Status

A. Barasch, S. Srna, D. Small

Ditch the luxury logos if you want to be seen as a cooperative team player.
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Negotiating With a Team? Skip the Chit-Chat

R. Swaab, R. B. Lount Jr., S. Chung, J. M. Brett

Team negotiators may achieve higher joint gains when they first discuss superordinate goals that either team can’t achieve without the help of the other.


Why Businesses Should Negotiate Prices With Customers

H. Falcao, A. Komaromi

In most scenarios, B2C companies have more to gain by bargaining than not.


Negotiators Should Decrease Concessions Across Rounds

K. S. Tey, R. Swaab, M. Schaerer, N. Madan

Signalling your bottom line reduces your counterparty’s ambitions.