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Show Results For
- All HBS Web
(3,160)
- People (4)
- News (609)
- Research (2,118)
- Events (5)
- Multimedia (49)
- Faculty Publications (1,718)
- 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.
- 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
Setting the Stage for Productive Negotiations
Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator's success. The discussion was held in his... View Details
- 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.)
- 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.)
- 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
- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218). View Details
- 2002
- Chapter
International Negotiation Analysis
- March 2024
- Supplement
Negotiating the Gift of Life (B)
By: Alex Chan
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details
Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Mission and Purpose; Health Industry
Chan, Alex. "Negotiating the Gift of Life (B)." Harvard Business School Supplement 924-021, March 2024.
- 18 Nov 2015
- News
Emotion and the Art of Negotiation
- 04 Apr 2016
- News
How to Negotiate Situations That Feel Hopeless
- March 2024
- Case
Negotiating the Gift of Life (A)
By: Alex Chan
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details
Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Health Industry
Chan, Alex. "Negotiating the Gift of Life (A)." Harvard Business School Case 924-020, March 2024.
- October 2003 (Revised November 2004)
- Case
Joe Bachelder: Executive Pay Negotiator
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details
- May 2001 (Revised December 2002)
- Exercise
Alphexo Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)
- 12 PM – 1 PM EDT, 12 Apr 2018
- Webinars: Career
The Challenge of Negotiating Inside Your Company
Our toughest negotiations often arent those with outside parties. Instead they are with our boss, our colleaguesand sometimes even people who report to us. Drawing on his recently launched HBX Negotiation Mastery course, Professor Wheeler will present strategies for... 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:... View Details
- January–February 2000
- Article
The Electronic Negotiator: Negotiations over Email
It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details
Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
- 03 Oct 2016
- Video