![]() ![]() ![]() ![]() Examples of Negotiation in Real Life – “Malice in Dallas” Whoever won the best of three would earn rights to the slogan, and the loser of each match would make a donation to a charity of the winner’s choice. Instead of bringing in the lawyers, however, Stevens chairman Kurt Herwald came up with a novel approach to resolving the conflict: he challenged Southwest CEO Herb Kelleher to an arm-wrestling match. ![]() The dispute easily could have cost both sides hundreds of thousands of dollars in legal fees. Consider the legendary “Malice in Dallas.” Back in 1990, Stevens Aviation, a South Carolina–based aviation sales and maintenance company, began using the advertising slogan “Plane Smart.” In 1991, Southwest Airlines coined the phrase “Just Plane Smart,” and Stevens notified Southwest of the apparent trademark infringement.Ĭlaim your FREE copy: Business Negotiation Strategies: How to Negotiate Better Business Dealsĭiscover step-by-step techniques for avoiding common business negotiation pitfalls when you download a copy of the FREE special report, Business Negotiation Strategies: How to Negotiate Better Business Deals, from the Program on Negotiation at Harvard Law School. In negotiation, figuring out who should get what is rarely easy, but creative solutions to problems in negotiation do exist. What is the best way to ensure win-win solutions at the bargaining table? The Mutual Gains Approach at the Negotiation Table: Integrative Negotiations and the Negotiation Process Tough distributive negotiations, or value-claiming negotiations, can poison negotiations and destroy business partnerships. Those who effectively engage in a mutual-gains approach to negotiation, a bargaining scenario in which parties work together to meet interests and maximize value creation, can be stymied by the task of dividing up a seemingly fixed pie of resources, such as budgets, revenue, and time. ![]()
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