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General Manager Luke Kolville, of the Los Angeles Spartans, struggles with the best approach to negotiate a long-term contract for his star quarterback. The agent for Washington is relatively new to the industry and has his sights set particularly high. Kolville needs to weigh a number of effects th... More

This note reviews some of the relevant research and offers advice for managing and dealing with emotions in the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings and be aware of the emotions the other party may be expressing. By learning to r... More

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Pravost Consulting Services considers a division manager's response to the stringent demands of his boss who lambasts him for the division's weak performance. Six months earlier Jakub Kowalski, CEO of Pravost, promoted Viktor Novak to head up the faltering Pravost Consulting Services (PCS). For the ... More

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"As his flight reached cruising altitude, Scott Stephenson pulled out his laptop to finalize his talking points for the next morning. It was the fall of 2016, three years after Stephenson had taken over as CEO of Verisk Analytics, a leader in the arena of data analytics and decision support solution... More

When Hewlett-Packard Enterprise notified Rhode Island's Governor's Office that it won't be able to deliver a "fully-functioning" technology upgrade for the Department of Motor Vehicles, both parties had reached a breaking point. HPE argued that it would need more money to complete the system, while ... More

A 2-party negotiation role play between a search engine startup, YOUReka, and Quantron, a supplier of the subassembly boards used at YOUReka's data centers. At issue is a possible breach of contract. Roles include Role for Quantron (#916035) and Role for YOUReka (#916036).... More

Industry and Background Note... More