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Show Results For
-
All HBS Web
(388)
- People (2)
- News (114)
- Research (174)
- Multimedia (3)
- Faculty Publications (44)
- 05 Feb 2014
- News
Emotions as a negotiating tool
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
improvisational music. Skillful improvising in a negotiation occurs at both the micro and macro levels; a solid understanding of both allows you to skillfully guide the improvisation, rather than letting the...
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by Kathleen L. McGinn
- November 1999
- Case
Doyle's Dealmaking Dilemma: Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package.
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Keywords:
Compensation and Benefits;
Job Interviews;
Job Search;
Negotiation Process;
Negotiation Tactics
Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
McGinn believe that negotiation skills are crucial to closing the gender gap in leadership. Riley Bowles, who earned her doctoral degree from Harvard Business School, is an assistant professor at Harvard's...
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by Martha Lagace
- Mar 28 2018
- Testimonial
Developing Critical Leadership Skills
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
Examples," Sebenius details how "3-D negotiation" provides practitioners with skills for effective dealmaking that create value on a sustainable basis. According to Sebenius, the first dimension of View Details
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by Anita M. Harris
- October 2000 (Revised December 2008)
- Case
Doyle's Dealmaking Dilemma (A): Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case.
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Keywords:
Compensation and Benefits;
Job Search;
Negotiation Process;
Personal Development and Career
Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
- 01 Mar 2008
- News
Negotiating with Wal-Mart
are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In “Sarah Talley and Frey Farms Produce: View Details
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
perspective. There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In "Sarah Talley and Frey Farms Produce:...
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- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All View Details
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by Deepak Malhotra
- 2014
- Tool
Girls Arise! Working Together for a Better Future: Negotiation Curriculum
By: Kathleen McGinn, Corinne Low and Nava Ashraf
This negotiation curriculum provides a reference guide to train Zambian girls to adopt the communication skills needed to negotiate health and education decisions with power figures in their lives.
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McGinn, Kathleen, Corinne Low, and Nava Ashraf. Girls Arise! Working Together for a Better Future: Negotiation Curriculum. Tool. 2014.
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an...
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Keywords:
Negotiations;
Nuclear;
Conflict Resolution;
Winning Coalition;
Blocking Coalition;
Strategy;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia;
Negotiation;
International Relations;
Conflict and Resolution;
Public Administration Industry;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- 01 Apr 2002
- News
Breakthrough International Negotiation
Susan Rosegrant urge business leaders to learn from the lessons of negotiators who have helped to shape recent world history. Watkins, who teaches the popular HBS elective Corporate Diplomacy, worked with Rosegrant, a political case...
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- 21 Oct 2013
- News
Negotiation Strategies for Doctors — and Hospitals
- 17 May 2016
- News
The One Thing You Should Always Ignore During Negotiations
- Dec 04 2017
- Testimonial
Master New Skills in Management
- Feb 06 2017
- Testimonial
Applying Hard-Won Skills in a New Domain
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions to be answered: How can I negotiate more skillfully and...
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- 12 Jul 2012
- Working Paper Summaries
Negotiation Processes As Sources of (And Solutions To) Interorganizational Conflict
- Mar 22 2018
- Testimonial