Updated: 13 Nov 2020
Gates of Heaven
Business Contract Agreement Advice
There are some common causes why negotiated deals fall flat. There are some constructive ways to firm up our hard won agreements.
Contract Renegotiation with the Chilean Government
Although starting a contract renegotiation at a disadvantage, with a weak BATNA, US company Kennecott managed to enhance and turn things around with an offer the Chilean government
Scientists and Bureaucrats - Orientation Issues
This negotiation case is published with permission from Dr Bob March's excellent book "Chinese Negotiator".