WHY NEGOTIATION IS THE MOST POPULAR BUSINESS SCHOOL COURSE

by Leigh Thompson, Geoffrey J. Leonardelli et al.Issue: July / August 2004

Just as negotiating has become an ongoing process, so too has learning new negotiating techniques. "Improving your negotiation……

HOW NO-DEAL OPTIONS CAN DRIVE GREAT DEALS: WHEN ACTIONS AWAY FROM THE TABLE ECLIPSE FACE-TO-FACE NEGOTIATION

by David A. Lax, James K. Sebenius et al.Issue: July / August 2004

Negotiating successfully very much involves what you do away from the table. These co-authors, widely experienced in…

DEAN CAROL STEPHENSON ON NEGOTIATION

by Carol Stephenson, O.C.Issue: July / August 2004

The French author, Andre Marois, once wrote that: "Business is a combination of war and sport." And to be sure, business……

THE “OTHER” PARTY: GETTING INTO THE MIND OF YOUR NEGOTIATING COUNTERPART

by John Gasink, Jeff Weiss et al.Issue: July / August 2004

To a certain extent, you can get to "know when to hold them and when to fold them" before you get to the negotiating…

ETHICS OR EXCELLENCE? CONSCIENCE AS A CHECK ON THE UNBALANCED PURSUIT OF ORGANIZATIONAL GOALS

by Kenneth E. GoodpasterIssue: March / April 2004

That the terrain of decision making is mined with moral hazards has never been much in doubt. But the real question…

THE TYRANNY OF TOXIC MANAGERS: AN EMOTIONAL INTELLIGENCE APPROACH TO DEALING WITH DIFFICULT PERSONALITIES

by Roy LubitIssue: March / April 2004

Toxic managers are a fact of life. Some managers are toxic most of the time; most managers are toxic some of the time.……

THE SEARCH FOR MORAL CAPITALISM AND THE HOLY GRAIL OF BUSINESS VALUATION

by Stephen B. YoungIssue: March / April 2004

Critics often contend that capitalism will never be able to reconcile the public good with the self-interest of the…

CONNECTING THE DOTS BETWEEN INTENTIONS, ACTION AND RESULTS: A COMPREHENSIVE APPROACH TO ETHICAL DECISION MAKING

by Jason Lunday, Megan Barry et al.Issue: March / April 2004

Even though ethics may be a relatively "soft" issue for executives, there are very concrete steps that they can take…

“LET’S JUST GO WITH IT”: THE PERILS OF DECISION NEGLECT

by J. Frank YatesIssue: March / April 2004

Why apparently good decisions prove to be bad ones is often blamed on internal and external factors - unexpected economic……

SOME KEY QUESTIONS ABOUT STAKEHOLDER THEORY

by Robert PhillipsIssue: March / April 2004

When it comes to ethics in business, many accept that standards can not only be different from, but even lower than,…