Negotiation in the News

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Making group decisions when values are at stake

President Trump’s controversial remarks have left business groups struggling to find a unified way to respond.
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Adapting the BATNA strategy across cultures

The BATNA (best alternative to a negotiated agreement) concept, popularized by Roger Fisher, William Ury, and Bruce Patton in their book Getting to Yes (Penguin Books, second edition, 1991), has been disseminated all over the world and doubtless helped thousands avoid settling for less than what they want in negotiations. When you have identified your BATNA, you can compare it to the offers you receive, turn down subpar offers, and exercise your BATNA instead.
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Before building a coalition, consider the consequences

This past July, the News Media Alliance (NMA), a trade association of approximately 2,000 U.S. and Canadian news organizations, announced that it was planning to ask Congress for a limited antitrust exemption to allow its members to negotiate collectively with Google and Facebook regarding digital advertising. With consumers increasingly accessing their news through web platforms, print and online newspapers have seen their ad revenues plummet, while Google’s and Facebook’s have soared.
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The Amazon–Whole Foods merger: Scoring a table for two in a crowded field

Imagine you’re competing with multiple parties to secure a coveted resource, such as your dream house, a cool invention, or a talented new hire. How might you stand out from the pack and win the prize? Maybe by finding a way to preempt the competition. That’s what Amazon recently did in its $13.4 billion acquisition of upscale grocer Whole Foods.
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For Hollywood writers, a heavily negotiated new script

In its negotiations for a new contract with entertainment companies this spring, the Writers Guild of America delivered at the bargaining table what many film and TV viewers crave onscreen: plenty of suspense and a hard-won, if imperfect, victory.
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When Two Deals are Better than One

When you have multiple negotiations to conduct with one or more partners, should you combine them into one big deal? In negotiations for the sale of new books by Barack and Michelle Obama, the answer was an emphatic yes.
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Negotiating Controversial Issues

When you’re trying to negotiate a hot-button issue, what’s the best approach to take? That was the question facing U.S. president Donald Trump as he and his administration attempted to convince the government of Mexico to fund a wall along the U.S.-Mexico border, in addition to negotiating other matters of concern to both governments.
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Switching Channels: How Fox Star Megyn Kelly Ended up at NBC

In the summer of 2016, it seemed the approaching end of television journalist Megyn Kelly’s contract with Fox News in mid-2017 couldn’t have been better timed for her. The host of the daily evening news program The Kelly File on Fox, she had seen her profile rise over the past year, beginning with her pointed questioning of Donald J. Trump at the first Republican presidential debate in August 2015. Kelly would later characterize Trump’s coarse post-debate criticism and lingering fixation on her as unnerving, but the drama boosted her stature as a bold, tough reporter, and ratings for her Fox show rose steadily.
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Don’t Forget to Negotiate the Process

This past October, as the United Kingdom (UK) began gearing up for its negotiations to exit the European Union (EU)—a process known as Brexit—scheduled to begin in March, Reuters reported that the EU’s lead Brexit negotiator, former French foreign minister Michel Barnier, had asked for the negotiations to be conducted in French rather than English.
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Taking the Plunge: How a Controversial Partnership was Born

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and entertainment firm Time Warner, announced on October 22 of last year. As of November, it was the biggest merger of 2016, with $85.4 billion in cash and
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