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- Faculty Publications (171)
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- 1997
- Dictionary Entry
Negotiation Tactics
By: J. Polzer
Keywords:
Negotiation Tactics
Polzer, J. "Negotiation Tactics." In Blackwell Encyclopedic Dictionary of Human Resource Management, edited by L. Peters, S. Youngblood, and C. Greer. Cambridge, MA: Blackwell Publishers, 1997.
- 1990
- Article
Tactical Behavior and Negotiation Outcomes
By: L. R. Weingart, L. L. Thompson, J. S. Carroll and M. H. Bazerman
Weingart, L. R., L. L. Thompson, J. S. Carroll, and M. H. Bazerman. "Tactical Behavior and Negotiation Outcomes." International Journal of Conflict Management 1 (1990): 7–32.
- December 2013
- Case
Bruce Allyn: Negotiating with the KGB (A)
Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was...
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Keywords:
Negotiation;
Bargaining;
Hard Bargaining;
KGB;
Espionage;
Spying;
War;
National Security;
Alliances;
Ethics;
Negotiation Tactics;
Decision Choices and Conditions;
Negotiation Participants;
Negotiation Offer;
Cambridge;
Moscow;
Soviet Union
Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (A)." Harvard Business School Case 914-027, December 2013.
- April 16, 2021
- Article
A Playbook for Negotiators in the Social Media Era
By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness...
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Keywords:
Negotiation Analysis;
Bargaining;
Negotiation;
Analysis;
Negotiation Tactics;
Social Media;
North America
Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
- December 2013
- Supplement
Bruce Allyn: Negotiating with the KGB (B)
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the...
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Keywords:
Negotiation;
Bargaining;
Hard Bargaining;
KGB;
Espionage;
Spying;
War;
National Security;
Alliances;
Ethics;
Negotiation Tactics;
Decision Choices and Conditions;
Negotiation Participants;
Negotiation Offer;
Cambridge;
Moscow;
Soviet Union
Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
- Teaching Interest
Negotiation
By: Kevin P. Mohan
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out...
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Keywords:
Experience and Expertise;
Negotiation Preparation;
Negotiation Process;
Negotiation Tactics;
Behavior
Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
- Article
Ignore June 30: Time is on the Side of a Better Iran Deal
Prior to the "interim deal" reached in November 2013, Iranian nuclear negotiators could—and did—play for time while the regime rapidly added more centrifuges and increased production of enriched uranium. That is no longer the case. For the first time in years, the...
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Keywords:
International Relations;
Negotiation Tactics;
Negotiation Deal;
Iran;
United States;
Iran;
United States
Sebenius, James K. "Ignore June 30: Time is on the Side of a Better Iran Deal." Iran Matters (June 28, 2015).
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
Tactics, deal design, and set-up are three crucial components of the most effective negotiations. Yet many negotiators focus only on the tactical part, running the risk of undermining their own best...
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Keywords:
by Martha Lagace
- April 2010
- Article
From Strategy to Business Models and onto Tactics
By: Ramon Casadesus-Masanell and Joan Enric Ricart
The notion of business model has been used by strategy scholars to refer to "the logic of the firm, the way it operates and how it creates value for its stakeholders." On the surface, this notion appears to be similar to that of strategy. We present a conceptual...
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Keywords:
Business Model;
Competitive Strategy;
Value Creation;
Business and Stakeholder Relations;
Framework;
Negotiation Tactics;
Competition
Casadesus-Masanell, Ramon, and Joan Enric Ricart. "From Strategy to Business Models and onto Tactics." Special Issue on Business Models Long Range Planning 43, no. 2 (April 2010): 195–215.
- November 2006
- Case
Kroger Union Negotiations
By: Dennis A. Yao
A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering...
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- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into...
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Keywords:
Knowledge Acquisition;
Knowledge Use and Leverage;
Negotiation Process;
Negotiation Tactics;
Motivation and Incentives;
Perspective;
Pharmaceutical Industry
Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
- November 2012
- Article
Are You Ready for the 'Hardest Question'?
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the...
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Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
- December 2007
- Background Note
Tools and Tactics for Transformation: Three "Whats" and Three "Hows"
By: James K. Sebenius and Stephen Friedman
Important transformation at Goldman Sachs, where one of the authors was Chairman, required analysis, political leadership, and management in order to fundamentally shift the strategy, people, and culture on a sustainable basis. After describing the actions needed to...
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Keywords:
Negotiation Tactics;
Business Strategy;
Organizational Culture;
Transition;
Strategic Planning;
Core Relationships;
Multinational Firms and Management;
Leadership Style;
Organizational Change and Adaptation;
Private Equity
Sebenius, James K., and Stephen Friedman. Tools and Tactics for Transformation: Three "Whats" and Three "Hows". Harvard Business School Background Note 908-028, December 2007.
- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
No business skill may be as important to success as negotiation. We negotiate everything: agreements with partners and vendors, in-scope/out-of-scope parameters around important projects, and our own compensation and job responsibilities,...
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Keywords:
by Sean Silverthorne
- August 2000 (Revised December 2014)
- Background Note
Negotiation Analysis: An Introduction
Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a...
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Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)
- June 2002
- Background Note
Complexity Theory and Negotiation
By: Michael A. Wheeler and Gillian Morris
This case highlights an application of current thoughts in complexity science to negotiation theory. It emphasizes a provocative approach that questions much of traditional negotiation research thus far. The case explains the roots of complexity science and some broad...
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Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002.
- 15 Oct 2018
- Research & Ideas
Shaky Business: How Handshakes Win Negotiations
see whether handshaking might still help with negotiating deals. “ If your instinct is not to shake, it would be wise to think of sending another signal of cooperation” They found that shaking hands is a powerful gesture that creates a...
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Keywords:
by Michael Blanding
- 2011
- Working Paper
From Single Deals to Negotiation Campaigns
By: David A Lax and James K. Sebenius
Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of...
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Keywords:
Negotiation Deal;
Framework;
Business Subsidiaries;
Agreements and Arrangements;
Mergers and Acquisitions;
Information Management;
Finance;
Business and Shareholder Relations;
Corporate Governance;
Business and Government Relations;
Governing Rules, Regulations, and Reforms;
Cross-Cultural and Cross-Border Issues
Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
What do you do when the people with whom you are negotiating act in ways that can best be called counterproductive? Before throwing up your hands, take a deep breath and ask yourself 3 questions. Do these people lack good information? Are...
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Keywords:
by Deepak Malhotra & Max H. Bazerman