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Show Results For
-
All HBS Web
(3,141)
- People (4)
- News (608)
- Research (2,110)
- Events (5)
- Multimedia (47)
- Faculty Publications (1,712)
- 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.
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Wu, George. "Anchoring and First Offers in Negotiation." Harvard Business School Background Note 895-070, April 1995. (Revised June 1995.)
- 03 Nov 2019
- News
Sunday Strategist: Negotiation Strategies for Donald Trump (And You)
- June 1992
- Article
Nonrational Escalation of Commitment in Negotiation
By: M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Bazerman, M. H., and M. A. Neale. "Nonrational Escalation of Commitment in Negotiation." European Management Journal 10, no. 2 (June 1992): 163–68.
- 2012
- Chapter
Commentary and Future Directions for Negotiations
By: Chia-Jung Tsay and Max Bazerman
Keywords:
Negotiation
Tsay, Chia-Jung, and Max Bazerman. "Commentary and Future Directions for Negotiations." In The Psychology of Negotiations in the 21st Century Workplace, edited by Barry M. Goldman and Debra L. Shapiro. Organizational Frontiers Series. Routledge, 2012.
- January 1992
- Article
Negotiation Analysis: A Characterization and Review
Keywords:
Negotiation
Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
- February 2003
- Article
Negotiating the Spirit of the Deal
By: Ron S. Fortgang, David A. Lax and James K. Sebenius
Keywords:
Negotiation
Fortgang, Ron S., David A. Lax, and James K. Sebenius. "Negotiating the Spirit of the Deal." Harvard Business Review 81, no. 2 (February 2003): 66–75.
- summer 2002
- Article
Negotiating Lessons from the Browser Wars
Sebenius, James K. "Negotiating Lessons from the Browser Wars." MIT Sloan Management Review 43, no. 4 (summer 2002): 43–50.
- April 2006
- Article
Negotiation Design for Large, Multistakeholder Projects
Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
- Article
A Negotiated Solution to the Shutdown
Sebenius, James K. "A Negotiated Solution to the Shutdown." The Hill (January 10, 2019).
- February 1990 (Revised April 1990)
- Case
Contract Negotiations at Local 26 (A)
Friedman, Raymond A. "Contract Negotiations at Local 26 (A)." Harvard Business School Case 490-062, February 1990. (Revised April 1990.)
- 2000
- Working Paper
It Takes Two: Improvisations in Negotiations
By: Kathleen L. McGinn and Angela Keros
- 30 Mar 2017
- News
Negotiating Peace in Canada's Largest Rainforest
the future of BC’s forests for decades and had grown bitter, and there was little hope of resolution. But within four years, Wally and his fellow negotiators hashed out a tentative way forward, and—a decade later—the agreement was...
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- February 1997 (Revised September 2000)
- Case
3M: Negotiating Air Pollution Credits (B)
By: Michael A. Wheeler and Thomas Dretler
Supplements the (A) case.
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Keywords:
Conflict of Interests;
Negotiation Types;
Pollutants;
Negotiation Participants;
Laws and Statutes;
Policy;
Government and Politics;
United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (B)." Harvard Business School Case 897-135, February 1997. (Revised September 2000.)
- June 2007
- Supplement
EZAmuse Negotiation (C): Woody Ronaldson Background
By: G. Felda Hardymon and Ann Leamon
Keywords:
Negotiation
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation (C): Woody Ronaldson Background." Harvard Business School Supplement 807-170, June 2007.
- Article
The Perils of Negotiating to Win
By: Deepak Malhotra
Keywords:
Negotiation
Malhotra, Deepak. "The Perils of Negotiating to Win." Negotiation 10, no. 3 (March 2007).
- February 1997 (Revised October 1999)
- Case
3M: Negotiating Air Pollution Credits (C)
By: Michael A. Wheeler and Thomas Dretler
An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups.
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Keywords:
Agreements and Arrangements;
Pollutants;
Negotiation Participants;
Performance Effectiveness;
United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (C)." Harvard Business School Case 897-136, February 1997. (Revised October 1999.)
- January 1996 (Revised October 1999)
- Background Note
Sources of Joint Gains in Negotiations
Presents two basic principles that underlie the creation of joint gains. Four sources of joint gains--differences in interests, opinion, risk preference, and time preference--are discussed, and simple examples are provided to illustrate the basic concepts.
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Wu, George. "Sources of Joint Gains in Negotiations." Harvard Business School Background Note 396-241, January 1996. (Revised October 1999.)
- Mar 07 2018
- Testimonial
Laying the Groundwork for Successful Negotiation
- Dec 05 2017
- Testimonial
Elevating Negotiation to the Next Level
- December 1992 (Revised November 1993)
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #3
Describes the position of Utility #3 in negotiating Group C with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment.
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Keywords:
Negotiation Participants;
Negotiation Process;
Pollutants;
Laws and Statutes;
Governing Rules, Regulations, and Reforms;
Governance Compliance;
Utilities Industry;
United States
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #3." Harvard Business School Exercise 793-083, December 1992. (Revised November 1993.)