Many popular books are written on how to succeed at high stakes negotiation, but researchers continue to study specific techniques to determine what really works. What about the emotion of sadness? If you need something from someone, are you more likely to get it if you let your lip tremble and solemnly wipe a tear from the corner of your eye? Or is that going to backfire?
Whether it is a billion dollar venture or a simple request between departments, doing business effectively requires myriad successful deals to be made. Ideally both parties come away happy, while your company achieves the greatest possible profit on the best possible terms. Any edge in negotiations is something to treasure.
Competition for rewards can be fierce within a company. Many employees fear making too big a wave or drawing too much attention to themselves. But some research paints an opposite picture for how to get promoted. Rewards are likely to go to the employees who interact with their bosses the most. Keeping your head down and working hard may not be the best recipe for success.
When customers complain about service or products, many retailers turn to coupons and established procedures to manage complaints quickly. But how do these decisions by management actually interact and affect customer behavior? In this paper, authors investigate both the interaction of reacting quickly and using coupons to respond to a customer complaint.
In this article, Wessel and Christensen (2012) focus on how practitioners and business leaders can anticipate and address disruptions to their business models. The authors guide us in ways to maximize company response to disruptions.
Topic: Business Strategy, Change Management Publication: Harvard Business Review (DEC 2012) Article: Two Routes to Resilience Authors: Clark Gilbert, Matthew Eyring and Richard N. Foster Reviewed By: Susan Rosengarten Strategists at every organization worry about keeping their companies’ products and services relevant for the twenty first century. With new electronics