Archive for Marina Bott

How to set and execute a winning concession strategy in any negotiation?
March 31, 2021
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March 31, 2021

Every negotiation, in business as in life, is a matter of give and take. How you set and execute your concession strategy will determine whether you have a successful agreement, a poor one, or no agreement at all. In our webinar, we will explain successful strategies and tactics you need to achieve excellent results fast. As Sun […]

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Committing fraud and getting rewarded – part 1
March 26, 2021
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March 26, 2021

French transport company, Keolis, won a public tender in 2019 for the bus transportation rights in the Eastern provinces of the Netherlands. The contract, valued at 900 million Euros, was revoked in the summer of 2020 as reports showed that Keolis had signed fraudulent agreements with their subcontractors. With the contract already due in December, the government had to award Keolis a two-year emergency concession to limit welfare losses. This article will demonstrate, through a game-theoretical analysis, how this tender rewarded fraudulent behaviour at the expense of society, potentially setting a bad precedent. We will also explain how the government should redesign future tender processes, to incentivise ethical behaviour and discourage fraud.

written by Bart Vreugdenhil & Dieter van de Scheur
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How to respond to dirty negotiation tactics? Learn to recognise and tackle any dirty tactics that get in your way
March 24, 2021
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March 24, 2021

Do you recall the last time you were lied to in a negotiation? Were you frustrated, angry or disappointed? As most of us, you probably experienced very negative feelings, but what did you do about it? Making untrue statements in negotiations is shockingly common and you probably encounter it daily without even realising. However, the […]

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