Negotiating Acquisitions and Partnerships
How can leaders increase their odds of having successful negotiations? This collection of articles from MIT Sloan Management Review examines the many stages of negotiation, from evaluating potential partners and valuing the deal to providing protection from lies during the bargaining process and managing the ongoing relationship.
Articles included with this collection:
Beat the Odds in M&ATurnarounds by Martin Reeves, Lars Faeste, Daniel Friedman, and Hen Lotan
How to Manage Alliances Strategically by Ha Hoang and Frank T. Rothaermel
Negotiating With Liars by Robert S. Adler
Creating More Accurate Acquisition Valuations by Han Smit and Dan Lovallo
The Art of Managing Complex Collaborations by Eric Knight, Joel Cutcher-Gershenfeld, and Barbara Mittleman