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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)
- 24 Feb 2021
- News
How to Negotiate and Avoid Costly Medical Bills
- 1975
- Book
Negotiating Third World Mineral Agreements: Promises as Prologue
By: David N. Smith and L. T. Wells Jr.
Smith, David N., and L. T. Wells Jr. Negotiating Third World Mineral Agreements: Promises as Prologue. Cambridge, MA: Ballinger Publishing Company, 1975. (Wells also wrote or was co-author of chapters 5, 7, 8, and 9.)
- May 2011
- Article
Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit
By: A.W. Brooks and M.E. Schweitzer
Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to...
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Brooks, A.W., and M.E. Schweitzer. "Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit." Organizational Behavior and Human Decision Processes 115, no. 1 (May 2011): 43–54. (Awarded Best Paper with a Student as First Author by the International Association for Conflict Management, 2010.)
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates
By: Mihir A. Desai, Alberto Moel and Kathleen Luchs
Supplements the (A) case.
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Keywords:
Developing Countries and Economies;
Fairness;
Financial Institutions;
Corporate Governance;
Rights;
Ownership Stake
Desai, Mihir A., Alberto Moel, and Kathleen Luchs. "Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates." Harvard Business School Case 204-119, February 2004.
- 31 Mar 2023
- News
What HBO’s “Succession” Can Teach Us About Negotiating
- June 2006
- Supplement
Jack Valenti Negotiating for the Motion Picture Association
By: James K. Sebenius, Michael Kull PHD and Ellen Knebel
Sebenius, James K., Michael Kull PHD, and Ellen Knebel. "Jack Valenti Negotiating for the Motion Picture Association." Harvard Business School Video Supplement 906-702, June 2006.
- Article
Which Comes First? How to Handle Linked Negotiations
By: Michael Wheeler
Keywords:
Negotiation
Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005).
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
Here’s an easy tip for anyone negotiating to buy a car, a house, or even a company. When you make an initial offer, don’t bid with a round number like $10,000 or $1 million or $15 per share. Rather, bid with a more precise number, like...
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Keywords:
by Carmen Nobel
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B3)-Zelezny Negotiates
By: Mihir A. Desai, Alberto Moel and Kathleen Luchs
Supplements the (A) case.
View Details
Keywords:
Developing Countries and Economies;
Fairness;
Financial Institutions;
Corporate Governance;
Rights;
Ownership Stake
Desai, Mihir A., Alberto Moel, and Kathleen Luchs. "Czech Mate: CME and Vladimir Zelezny (B3)-Zelezny Negotiates." Harvard Business School Case 204-121, February 2004.
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B2)-SBS Negotiates
By: Mihir A. Desai, Alberto Moel and Kathleen Luchs
Supplements the (A) case.
View Details
Keywords:
Developing Countries and Economies;
Fairness;
Financial Institutions;
Corporate Governance;
Rights;
Ownership Stake
Desai, Mihir A., Alberto Moel, and Kathleen Luchs. "Czech Mate: CME and Vladimir Zelezny (B2)-SBS Negotiates." Harvard Business School Case 204-120, February 2004.
- 2004
- Working Paper
Perceived Relative Power and Its Influence on Negotiations
By: Rebecca J. Wolfe and Kathleen L. McGinn
- 1999
- Working Paper
The Negotiation Matching Process: Relationships and Partner Selection
By: Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag and Max Bazerman
- December 1999
- Article
The Negotiation Matching Process: Relationships and Partner Selection
By: A. E. Tenbrunsel, K. A. Wade-Benzoni, K. A. Moag and M. H. Bazerman
Tenbrunsel, A. E., K. A. Wade-Benzoni, K. A. Moag, and M. H. Bazerman. "The Negotiation Matching Process: Relationships and Partner Selection." Organizational Behavior and Human Decision Processes 80, no. 3 (December 1999).
- Column
It's Not Intuitive: Strategies for Negotiating More Rationally
By: M. H. Bazerman and Deepak Malhotra
Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).
- 01 Feb 1997
- News
Leading the Way In Negotiation and Decision Making
negotiation has become a key part of daily management. "Instead of being an important skill for special occasions - making deals and managing disputes - negotiation is increasingly a way of life for...
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Keywords:
Judith A. Ross
- 01 Oct 2001
- News
Calling the Tune: Negotiation as an Improvisational Dance
Before you make that next big deal — to buy a car, hire new staff, or acquire a company — you'd better brush up on your ballroom skills. In business today, negotiating is more like an intricate dance than a cold transaction, according to...
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- February 1997
- Background Note
Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1
For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic errors when judging others. This note examines the ways in which these tendencies pose difficulties for...
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Robinson, Robert J. "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1." Harvard Business School Background Note 897-103, February 1997.
- 2015
- Chapter
"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable...
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Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.
- 06 Sep 2019
- News