November 28, 2019

The story of the other wise mum

written by Manuel von Krosigk

...and how she used the subtle power of agenda setting “What’s for dinner?” is a question that can be heard around the world on a daily basis, often asked after a hard day(‘s night) with urgency in anticipation of some delicious culinary delights. And yet, the issue of what’s for dinner is never more important than on...

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October 18, 2019

How to manoeuvre in damage claim negotiations – A case for game theory

written by Manuel von Krosigk

We encounter cartels on a daily basis in our free time, through blockbuster TV series such as AMC’s Breaking Bad and Netflix’ El Chapo. However, cartels also affect us in our daily lives in other ways, although they tend to revolve around different commodities.

September 17, 2019

Act first to negotiate better!

written by Hannes Lang & Lukas Franken

In negotiations about prices and salaries, it is best to act first to set a reference point. The other party must then negotiate starting from your reference point. This is straight forward in bilateral negotiations, but what happens if a negotiation involves three parties?

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August 22, 2019

Can I borrow your negotiation power for a moment?

written by Daniel Wagner

Power in negotiations comes from outside options – your own options or the other side’s, or the other side’s in another negotiation, as Apple has found out in their recent acquisition of Intel’s modem division. Intel was successful in the negotiation with Apple not because their relative power in that deal, but because...

July 24, 2019

Drivers take action, Uber does not!

written by Hannes Lang & Johannes Stiegler

Uber and Lyft, famous for their innovative peer-to-peer ridesharing service and their disruption of the taxi industry, have often been criticised for the low pay of their drivers. Drivers have gone on strike in New York, San Francisco and London to demand better pay and increased job security. These strikes have seen...