Publications

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January 2002 (Revised April 2015)
Background Note

A Note on Maneuvering in War and Negotiation

By: Michael Wheeler and Gillian Morris

Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of... View Details

Keywords: Negotiation Tactics; Situation or Environment; Conflict and Resolution; War; Adaptation

1991
Book

Cognition and Rationality in Negotiation

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation; Cognition and Thinking

9 AM – 9 AM EDT, 02 May 2018
HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details

Web

Negotiation Course Online | HBS Online

This course is part of the Entrepreneurship & Innovation and Leadership & Management track. Introduction to Negotiation Mastery ENROLL NOW No application needed for our certificate programs. Start your journey today! View Details

March 2004
Article

How to Negotiate Successfully Online

By: Michael Wheeler

Keywords: Negotiation; Internet and the Web; Success

April 1996 (Revised May 2008)
Exercise

Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information

By: Kathleen L. McGinn and Victoria Medvec

ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details

Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations

August 2008 (Revised April 2012)
Case

Real Property Negotiation Game : Lender Case, Porus Bank

By: Arthur I Segel and John H. Vogel, Jr.

The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the lender case... View Details

Keywords: Financing and Loans; Negotiation; Property; Real Estate Industry

November 2006
Case

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel

Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details

Keywords: Negotiation; Distribution Channels; Sales

August 1978
Exercise

Streaker: Negotiating Exercise - Seller

By: Howard Raiffa

Keywords: Negotiation

31 Mar 2020
News

Controlling the Emotion of Negotiation

03 Nov 2019
News

Sunday Strategist: Negotiation Strategies for Donald Trump (And You)

10 Jan 2016
News

How five emotions come into play at the negotiating table

30 Aug 2016
News

How to achieve attractive solutions in ugly negotiations

February 2004
Article

Risky Business: Trust in Negotiation

By: Deepak Malhotra

Keywords: Trust; Negotiation

Jun 21 2017
Testimonial

Appreciating the Art of Negotiation

July 2000 (Revised October 2019)
Exercise

Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

By: Michael Wheeler

The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details

Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry

April 1995 (Revised June 1995)
Background Note

Anchoring and First Offers in Negotiation

Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. View Details

Keywords: Negotiation Tactics; Negotiation Offer