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| Focus on: The Right Price What is the right price for your product or service? From pricing a product to acquiring a firm, setting the price too high — or low — can lead to problems such as underpricing or overpaying. In this issue, the co-academic director of Wharton's Pricing Strategies program examines a few common mistakes and their antidotes. Then, a leading M&A expert from Wharton's Mergers and Acquisitions program explores why acquirers often overpay in the heat of the moment. We also have a link to a new Podcast of an interview with Houston NFL linebacker Kailee Wong, discussing the challenge of becoming an instant millionaire, and we offer a free chapter of a new book on "moral intelligence" from Wharton School Publishing. Finally, we take a look at the "priceless" insights from our upcoming executive education programs. Sincerely, Michael
McTigue
© The New Yorker Collection 2001 Peter Steiner from cartoonbank.com. All Rights Reserved.
Thought Leaders Z. John Zhang, academic co-director of Wharton's Pricing Strategies program, examines several common mistakes in pricing products and services and offers antidotes. More
In The Classroom The recent bidding war in medical devices between Boston Scientific and Johnson & Johnson for Guidant Corp. — which ended with Boston's $27 billion offer — once again raises questions about the dynamics of high-profile negotiations. Why do acquiring firms often pay too much? In Wharton's Mergers and Acquisitions executive education program, Professor Harbir Singh discussed some the reasons why some deals seem to reach irrational prices and ways to avoid overpaying. More
Professional athletes face unusual challenges related to financial management, especially since their peak earning period lasts a relatively short time, often just a few years. In a new Knowledge@Wharton Podcast, Kailee Wong, linebacker for the Houston Texans, discussed this challenge with Ken Shropshire, professor of legal studies and business ethics and director of the Wharton Sports Business Initiative. Wong attended an executive education program at Wharton co-sponsored by the NFL and NFLPA. Download
Wharton School Publishing There is a powerful correlation between strong moral principles and business success. In this new book published by Wharton School Publishing, two globally respected leadership experts illuminate that connection, define the specific competencies that comprise "moral intelligence," and show exactly how to promote it throughout your organization. Drawing on extensive original research, Douglas Lennick and Fred Kiel demonstrate how the best performing companies have leaders with a strong moral compass and the ability to follow it — even in a world that may reward bad behavior in the short run. Please click here to read Chapter One of this latest book by Wharton School Publishing.
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Of Special Interest
Related Stories in Knowledge@Wharton What Consumers — and Retailers — Should Know About Dynamic Pricing Choosing the Wrong Pricing Strategy Can Be a Costly Mistake The Art of Walking Away From the Deal Want More Wharton Knowledge? Learn more about current research at Wharton and gain insights from business leaders by subscribing to Wharton's free Knowledge@Wharton newsletter. In Chinese: In Spanish
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