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AUDIO Case Study In this engaging episode, we explore a procurement negotiation between TechSolutions Inc. and IT Solutions Provider, where the tactic of minimizing purchase value takes center stage. Discover how TechSolutions attempts to downplay the importance of their IT services, challenging pricing and implying alternative options. In response, IT Solutions Provider leverages their unique…
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AUDIO Case Study In this compelling episode, we delve into a high-stakes negotiation between a labor union and management at a manufacturing plant. Discover how management employs the divide and conquer tactic, attempting to weaken the union’s bargaining power by isolating issues. Faced with potential manipulation and unfair agreements, the union leaders fight back with…
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AUDIO Case Study Join us in this captivating episode as Mr. and Mrs. Johnson tackle the challenges of purchasing their dream home in a bustling real estate market. Faced with the savvy seller Ms. Smith, they confront her tactic of intentional overload, where an avalanche of documents and options threatens to cloud their judgment. Discover…
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AUDIO Case Study In this gripping episode, we delve into the high-stakes negotiations between Global Manufacturing Corporation and its labor union, where fatigue becomes a weapon. Discover how GMC’s management attempts to exploit the weariness of union representatives to secure concessions that undermine workers’ rights. Learn how the union counters with strategic defenses, from setting…
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AUDIO Case Study Join us in this episode as we explore the high-stakes procurement negotiations between AutoTech and MegaMotors, where cherry-picking tactics threaten to disrupt the balance of power. Discover how MegaMotors selectively embraced cost-saving terms while neglecting crucial quality and delivery standards. Learn how AutoTech implemented strategic defensive measures to counter these tactics, ensuring…
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AUDIO Case Study In this episode, dive into the dynamic negotiation between TechSolutions and BigMart in the fast-paced software development arena. Discover how BigMart’s “funny money” tactic aimed to sweeten the deal with enticing non-monetary perks, and how TechSolutions navigated the potential pitfalls of such offers. Learn about their defensive strategies, from evaluating true value…
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AUDIO Case Study In this episode, we explore the challenges of reverse auctions in construction procurement as ABC Construction navigates a bidding war that prioritizes price over quality. Discover how they confront the pressures to undercut their standards and the risks of compromising on materials and relationships. By adopting defensive strategies and standing firm on…
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AUDIO Case Study In this episode, dive into a high-stakes advertising negotiation where Creative Solutions Agency and Stellar Products Inc. hit a budget stalemate. Discover how the classic “split the difference” tactic unlocked a fair resolution—allocating 55% to digital marketing—while weighing the tactic’s pros and pitfalls. Perfect for anyone curious about the balance between effective…
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AUDIO Case Study In this episode, explore the high-stakes world of power plays in contract negotiations. Global Solutions Inc. deploys aggressive tactics to sway a key supplier, but at what cost? Discover how power dynamics can secure short-term wins while jeopardizing trust, reputation, and future collaborations. Perfect for listeners interested in the fine line between…
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AUDIO Case Study In this episode, dive into the subtle power of nibbling in negotiations. Discover how ABC Electronics used this tactic to secure added benefits in a supplier contract with Tech Parts Inc., focusing on extended warranties and minor price adjustments. Learn how nibbling, when applied ethically and judiciously, can finesse the final details…
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AUDIO Case Study In this episode, uncover how the subtle art of mirroring can transform employment contract negotiations. Through a case study with ABC Corporation and their sought-after candidate Sarah, we explore how mirroring—when used authentically—builds rapport, eases tensions, and leads to win-win outcomes. Discover how aligning communication styles fosters understanding and trust, paving the…
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AUDIO Case Study In this episode, explore the fine line between strategy and ethics in real estate negotiations through a case study where information control played a pivotal role. When real estate agent Emily faced multiple interested buyers for a property, she used selective information tactics to maximize the sale price while balancing transparency and…
