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Show Results For
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All HBS Web
(388)
- People (2)
- News (114)
- Research (174)
- Multimedia (3)
- Faculty Publications (44)
- 13 Jan 2009
- First Look
First Look: January 13, 2009
and, as a result, gain the capacity to curb its influence. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Cultural Notes on Chinese Negotiating Behavior Authors:James K. Sebenius and Cheng (Jason) Qian Abstract Western...
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Martha Lagace
- 22 May 2018
- First Look
New Research and Ideas, May 22, 2018
strong beliefs in the meaning of their work experience better performance. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54523 Negotiating a Better Future: How Interpersonal Skills...
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Dina Gerdeman
- August 2022
- Case
The Spreadsheet
By: Zoë B. Cullen and Alexander J. MacKay
Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting...
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Cullen, Zoë B., and Alexander J. MacKay. "The Spreadsheet." Harvard Business School Case 723-366, August 2022.
- June 1994 (Revised February 1999)
- Case
Marcia Radosevich and Health Payment Review--1989 (A)
Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap...
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Keywords:
Negotiation;
Cash Flow;
Entrepreneurship;
Applications and Software;
Sales;
Information Technology Industry
Bhide, Amar. "Marcia Radosevich and Health Payment Review--1989 (A)." Harvard Business School Case 394-204, June 1994. (Revised February 1999.)
- 20 May 2008
- First Look
First Look: May 20, 2008
Working PapersGender in Job Negotiations: A Two-Level Game Authors:Hannah Riley Bowles and Kathleen L. McGinn Abstract We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates View Details
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Martha Lagace
- 22 Nov 2022
- Research & Ideas
When Agreeing to Disagree Is a Good Beginning
Disagreements don’t have to end discussions. In fact, as researchers from the Harvard Kennedy School and Harvard Business School discussed at a recent event, engaging with those who hold opposing views can be constructive and lead to new discoveries and new allies....
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by Clea Simon, Harvard Gazette
- 07 May 2012
- Research & Ideas
The Art of Haggling
intent on dominating, and who refuse to engage in problem solving. Skillful negotiation starts with having a clear sense of when to walk away, in order to avoid being browbeaten into accepting unreasonable...
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by Katie Johnston
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
another negotiator—who may be under the false impression that you've already said "yes." Opening Up The Process The secrecy that surrounds some sequenced deals can make them appear manipulative. By contrast, a group of View Details
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by James K. Sebenius
- 29 May 2007
- First Look
First Look: May 29, 2007
Working PapersLeading and Creating Collaboration in Decentralized Organizations Authors:Heather M. Caruso, Todd Rogers, and Max Bazerman Download the paper: http://www.hbs.edu/research/pdf/07-090.pdf Extremeness Seeking: When and Why Consumers Prefer the Extremes...
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Martha Lagace
Alison Wood Brooks
Alison Wood Brooks is the O'Brien Associate Professor of Business Administration and Hellman Faculty Fellow in the Negotiation, Organizations & Markets Unit at Harvard Business School. She teaches a cutting-edge course in the MBA elective curriculum called "How... View Details
- Article
Investing in Distressed Situations: A Market Survey
By: S. C. Gilson
The risks of investing in distressed companies—a practice popularly known as "vulture" investing—are highly firm specific and idiosyncratic. Investors who are adept at managing these risks, who understand the legal rules that must be followed in corporate bankruptcy,...
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Gilson, S. C. "Investing in Distressed Situations: A Market Survey." Financial Analysts Journal 51, no. 6 (November–December 1995): 8–27.
- 15 Dec 2003
- Research & Ideas
The New Global Business Manager
really is less about managing content and more about managing or framing context, creating an environment in which these people can negotiate the best solution for the organization. Q: What is your advice for people who want to develop...
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by Cynthia Churchwell
- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the...
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Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
- TeachingInterests
Executive Education - Owner/President Management Program
Delivered in three units that span 24 months over three calendar years, the Owner/President Management (OPM) program is a transformative learning experience that boosts leadership skills and the value of participants’ enterprises. Sinozich teaches the Finance... View Details
- January 2008
- Supplement
Joe Bachelder: Reflections
By: Brian Hall and James K. Sebenius
After Charles Suarez's failed compensation negotiations with Victor, Suarez's attorney, Joe Batchelder, joined class discussions of the case in a course taught by Professor Brian Hall. Professor James Sebenius also interviewed Joe Bachelder at length on this case and...
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- 30 Jul 2014
- Lessons from the Classroom
Teaching The Deal
says. And that's the nice thing about testing out negotiating skills in a classroom setting: Mohan assures his students it's OK to experiment and even to fail. "This isn't the real world, and you should...
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- September 2002
- Background Note
Presence of Mind
This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and...
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Keywords:
Management Skills;
Negotiation Tactics;
Negotiation Style;
Interpersonal Communication;
Decision Making
Wheeler, Michael A. "Presence of Mind." Harvard Business School Background Note 903-009, September 2002.
- 26 Oct 2010
- First Look
First Look: October 26, 2010
http://sloanreview.mit.edu/the-magazine/articles/2010/fall/52111/selling-to-many-cultures-within-the-us/ Building Intercultural Trust at the Negotiating Table Authors:Sujin Jang and Roy Y.J. Chua Publication:In View Details
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Sean Silverthorne
- December 1998 (Revised March 1999)
- Case
Guangdong Nowada Group, The
By: Ray A. Goldberg, Carin-Isabel Knoop and Anthony St. George
In late 1998, 38-year-old He Boquan, CEO of the Guangdong Nowada Group, a health beverage producer, needs to decide how to fund his company's growth and ambition to become China's number one domestic health beverage producer by 2002. A consultants study revealed that...
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Keywords:
Forecasting and Prediction;
Capital;
Foreign Direct Investment;
Growth and Development;
Leadership Style;
Management Skills;
Negotiation Offer;
Competitive Strategy;
Food and Beverage Industry;
China
Goldberg, Ray A., Carin-Isabel Knoop, and Anthony St. George. "Guangdong Nowada Group, The." Harvard Business School Case 599-064, December 1998. (Revised March 1999.)
- 19 Jul 2016
- News