"Deal Making 2.0: A Guide to Complex Negotiations" David A. Lax and James K. Sebenius Harvard Business Review, November 2012 Negotiations can be like puzzles – with pieces that fit together in one way to achieve a coherent image. I think of them as coalition building where the sequence and psychology is important but there may be several ways to achieve a positive end result. In this HBR article, the authors lay out a sequence of events to manage complex and even historically difficult negotiations using as an example the Pacific Maritime … [Read more...]
Why Can’t Kmart Be Successful While Target and Walmart Thrive?
What can arts organizations learn from the successes and failures of these three discount retailers? This conversation stresses the importance of knowing what you do well and clearly articulating created value to customers. Why Can't Kmart Be Successful While Target and Walmart Thrive? … [Read more...]
The Outside-In Approach to Customer Service — HBS Working Knowledge
An interesting Q&A in which Harvard Business School Professor Ranjay Gulati describes how companies can evolve through four levels to become more customer-centric. The Outside-In Approach to Customer Service — HBS Working Knowledge. … [Read more...]