Updated: 13 Nov 2020
Gates of Heaven
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
Negotiation (Book Review) – Is This the Best Negotiation Book?
A detailed examination of negotiation theory with plenty of useful advice and application to everyday negotiations. A good overview but tries to cover too much material.
Win-Win Negotiation Case Study
This case study discusses some of the critical errors that can be made in a Management and Union Labour negotiation, where Management were trying to achieve a win-win negotiation.