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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)
- 2008
- Working Paper
Beyond Gender and Negotiation to Gendered Negotiations
By: Deborah M. Kolb and Kathleen L. McGinn
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differences in thought, motivation, style, appetite for risk, and propensity...
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Kolb, Deborah M., and Kathleen L. McGinn. "Beyond Gender and Negotiation to Gendered Negotiations." Harvard Business School Working Paper, No. 09-064, October 2008.
- 2014
- Working Paper
Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal
The November 2013 "interim" nuclear deal between Iran and the "P5+1"—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a more comprehensive deal? Or will it drift into...
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Keywords:
Negotiations;
Iran;
Nuclear;
Conflict Resolution;
Winning Coalition;
Blocking Coalition;
Strategy;
Negotiation;
International Relations;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia
Sebenius, James K. "Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal." Harvard Business School Working Paper, No. 14-061, January 2014. (Revised March 2014.)
- September 2011 (Revised December 2014)
- Background Note
Learning to Negotiate
By: Michael Wheeler
This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.
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Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011. (Revised December 2014.)
- August 1996
- Exercise
Exercises in Negotiation Analysis
Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple...
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Keywords:
Negotiation
Wu, George. "Exercises in Negotiation Analysis." Harvard Business School Exercise 897-037, August 1996.
- 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
- Research Summary
Middle East Negotiation Initiative
The Middle East Negotiation Initiative is a component of the Harvard Negotiation Project that seeks to analyze and develop grounded analysis and advice for complex negotiations in and around the Middle East. Its current focus is on the intellectual and study...
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- 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 interests. How can you View Details
Keywords:
by Martha Lagace
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
negotiated for herself and others? Business people often ask us whether men or women are better negotiators. According to our research, gender is not a reliable predictor of negotiation performance; neither...
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HBS Online: Negotiation Mastery
Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details
- 2017
- Other Teaching and Training Material
Organizational Behavior Reading: Negotiation
By: Max Bazerman, Francesca Gino and Katherine Shonk
Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and...
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Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.
- August 2022
- Case
Negotiating Peace in Colombia
By: Deepak Malhotra and Cody Smith
This case follows the protracted armed conflict between the Colombian government and the Revolutionary Armed Forces of Colombia (FARC), tracing it from its origins over 50 years ago, through the private and public negotiations that ultimately resulted in the 2016...
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- February 2000 (Revised May 2000)
- Background Note
Negotiation Analysis: A Synthesis
Presents a framework for analyzing and conducting negotiations. Highlights the importance of four mutually supporting modes of analysis: diagnosing the situation, shaping the structure, managing the process, and judging success. Key concepts are illustrated through the...
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Keywords:
Negotiation
Watkins, Michael D. "Negotiation Analysis: A Synthesis." Harvard Business School Background Note 800-316, February 2000. (Revised May 2000.)
- 2010
- Working Paper
Developing Negotiation Case Studies
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on...
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Sebenius, James K. "Developing Negotiation Case Studies." Harvard Business School Working Paper, No. 11-008, July 2010. (Revised October 2010.)
- January 2005 (Revised February 2018)
- Background Note
Negotiation Advice: A Synopsis
By: Michael Wheeler
Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation,...
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Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
The book What's Fair: Ethics of Negotiators is a rich collection of pointers from professional dealmakers, attorneys, academic specialists, and, not least, ethicists. Michael Wheeler, an HBS professor and editor of View Details
Keywords:
by Martha Lagace
- 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.
- August 2007
- Teaching Note
Negotiation Strategy Simulation (TN)
By: Michael A. Wheeler and Gregory M. Barron
This tool can be used with the Negotiation Strategy Simulation. To access the tool please use this URL: http://hbsp.harvard.edu/multimedia/neg_strat/index.html.
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