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Decision Making Under Deep Uncertainty
Vincent A. W. J. Marchau, Warren E. Walker, Pieter J. T. M. Bloemen,
amazon.com
Defensive Research is a common practice found inside organizations that attempt to justify the business’ existing model, practices, and systems, at the expense of change. At best, this practice can delay the eventual decline of the business but that comes at the cost of squandering considerable scarce and expensive knowledge resources. Disruptive
... See moreIdentifying value-creating opportunities requires probing for the underlying interests of each side, rather than playing the traditional game of positional bargaining.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
Professor Howard Raiffa’s maximum bid of others (or MBOO, pronounced “maboo”) analysis, which captures the fundamental trade-off in graphical form.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
amazon.com
Gokul's S.P.A.D.E. Toolkit: How to implement Square's famous decision-making framework
Gokul Rajaramcoda.io
Competition for the deal must be deployed in a nuanced way—seemingly small process choices can have big substantive implications.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
The best negotiators and leaders are the ones who ask the right questions and therefore get the right information to help them make better deals.