Latest Posts
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A Question of Leverage: When Perceived Power Reverses the Game
In complex negotiations, the dynamics of power are rarely static. They shift—sometimes subtly, sometimes dramatically—as parties use leverage to improve their own position or reassess that of their counterparts. The following case illustrates how a perceived imbalance of power can be strategically challenged—even in the absence of a real alternative. It will show that alternatives…
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Game Theory in Negotiation: A Useful Lens — But Not the Whole Picture
Over the past weeks, we’ve explored a range of negotiation “games” — from the Prisoner’s Dilemma to the Battle of the Sexes — each revealing patterns that show up in real business settings. These weren’t academic exercises. Each game surfaced dynamics like: But bear in mind: These models are archetypes of discrete, non-cooperative, often one-shot…
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Game Practice #6: The Battle of the Sexes
In this classic game theory scenario, a couple wants to spend the evening together. One prefers the ballet, the other a prize fight. But they both prefer going to either together than attend their favorite event alone. It’s less about getting your way—it’s about getting aligned. In the B2B context, such coordination problems are common…