Filter Results
:
(3,141)
Show Results For
-
All HBS Web
(3,141)
- People (4)
- News (608)
- Research (2,110)
- Events (5)
- Multimedia (47)
- Faculty Publications (1,712)
Show Results For
-
All HBS Web
(3,141)
- People (4)
- News (608)
- Research (2,110)
- Events (5)
- Multimedia (47)
- Faculty Publications (1,712)
- November 2006 (Revised September 2007)
- Case
The Bollingers: Negotiating with Wal-Mart (A)
By: James K. Sebenius and Ellen Knebel
Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for...
View Details
Keywords:
Negotiation Preparation;
Product Development;
Supply Chain;
Problems and Challenges;
Retail Industry
Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-009, November 2006. (Revised September 2007.)
- 2004
- Other Teaching and Training Material
Great Negotiator 2002: Lakhdar Brahimi
By: James K. Sebenius and Kristin Schneeman
The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
psychological research points toward new directions in the understanding of what makes a negotiation work or not work. In an article recently published in the Annual Review of Psychology, HBS Professor Kathleen L. Valley, HBS Senior...
View Details
Keywords:
by Martha Lagace
- March 1992
- Article
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Soundview Executive Book Summaries 14 (March 1992).
- 2005
- Guest Column
Negotiator Focus
By: M. Bazerman
Keywords:
Negotiation
Bazerman, M. "Negotiator Focus." Leadership Excellence 22, no. 2 (2005): 17.
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
What do you do when the people with whom you are negotiating act in ways that can best be called counterproductive? Before throwing up your hands, take a deep breath and ask yourself 3 questions. Do these people lack good information? Are...
View Details
Keywords:
by Deepak Malhotra & Max H. Bazerman
- August 2001 (Revised August 2005)
- Case
Guinness PLC: Managing Negotiations
Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local...
View Details
Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)
- 15 Oct 2018
- News
Shaky Business: How Handshakes Win Negotiations
- January 2011
- Article
Developing Superior 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...
View Details
Sebenius, James K. "Developing Superior Negotiation Case Studies." Negotiation Journal 27, no. 1 (January 2011): 69–85.
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS View Details
Keywords:
by Anita M. Harris
- 01 Mar 2017
- News
The Negotiator
- April 1995 (Revised March 1996)
- Background Note
Framing and Negotiation
How can framing--alternative description of an object, event, or situation--can be used effectively in negotiation? A real estate dialog is used to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and...
View Details
Keywords:
Negotiation Tactics
Wu, George. "Framing and Negotiation." Harvard Business School Background Note 895-023, April 1995. (Revised March 1996.)
- February 1991 (Revised April 1994)
- Background Note
Note on Negotiation
By: David E. Bell
Keywords:
Negotiation
Bell, David E. "Note on Negotiation." Harvard Business School Background Note 191-154, February 1991. (Revised April 1994.)
- 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
- 2012
- Other Teaching and Training Material
Learning to Negotiate
- June 2002
- Background Note
Negotiating Strategic Alliances
This cse lays out a framework for how smaller companies should approach building strategic alliances with larger partners.
View Details
Watkins, Michael D. "Negotiating Strategic Alliances." Harvard Business School Background Note 902-166, June 2002.
- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218).
View Details
- 2002
- Chapter
International Negotiation Analysis
- 04 Apr 2016
- News