Act first to negotiate better!
September 17, 2019
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September 17, 2019

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?

written by Hannes Lang & Lukas Franken
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Can I borrow your negotiation power for a moment?
August 22, 2019
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August 22, 2019

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...

written by Daniel Wagner
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Drivers take action, Uber does not!
July 24, 2019
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July 24, 2019

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...

written by Hannes Lang & Johannes Stiegler
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Airbus-Emirates: a deal fueled by game theory
March 17, 2018
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March 17, 2018

Disclaimer: The January 2018 Airbus-Emirates A380 deal was widely covered in the press with different analysts’ opinions. This article is an original game theory take on the topic and the strategies we discuss may or may not have been deployed by the involved parties. TWS Partners presents a plausible account of events...

written by Nafa Ben Haddej
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