Negotiations | INSEAD Knowledge

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.

miniature figure of a man looking at chess pieces

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.

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.

Career

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.

Strategy

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.

Strategy

Why Businesses Should Negotiate Prices With Customers

H. Falcao, A. Komaromi

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

Strategy

Negotiators Should Decrease Concessions Across Rounds

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

Signalling your bottom line reduces your counterparty’s ambitions.

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