• Oct 03 2016
• Testimonial

Mastering Negotiation Strategy

• December 1998 (Revised May 1999)
• Exercise

Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

Citation

Purchase

Related

"Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information." Harvard Business School Exercise 899-095, December 1998. (Revised May 1999.)

• 08 Dec 2015
• News

Control the Negotiation Before It Begins

• November 2021
• Article

The Dynamics of Gender and Alternatives in Negotiation

By: Jennifer E. Dannals, Julian J. Zlatev, Nir Halevy and Margaret A. Neale

A substantial body of prior research documents a gender gap in negotiation performance. Competing accounts suggest that the gap is due either to women’s stereotype-congruent behavior in negotiations or to backlash enacted toward women for stereotype-incongruent... View Details

Keywords: Alternatives; Gender Gap; Negotiation; Gender; Performance

Citation

Find at Harvard

Related

Dannals, Jennifer E., Julian J. Zlatev, Nir Halevy, and Margaret A. Neale. "The Dynamics of Gender and Alternatives in Negotiation." Journal of Applied Psychology 106, no. 11 (November 2021): 1655–1672.

• 26 Sep 2007
• Sharpening Your Skills

Sharpening Your Skills: Negotiation

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions to be answered: How can I negotiate more skillfully and confidently? How can I View Details

• September 1991
• Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

Citation

Find at Harvard

Related

Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.

• February 2004
• Article

Negotiating in Three Dimensions

By: James K. Sebenius

Keywords: Negotiation

Citation

Find at Harvard

Related

Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.

• 1991
• Book

Handbook of Negotiation Research

By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard

Keywords: Negotiation; Research

Citation

Find at Harvard

Related

Bazerman, M. H., R. J. Lewicki and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.

• 2012
• Chapter

Communicating Frames in Negotiations

By: Kathleen L. McGinn and Markus Noth

Keywords: Negotiation; Communication

Citation

Read Now

Purchase

Related

McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.

• 01 May 2013
• News

How to Negotiate with VCs

• 2011
• Chapter

Building Intercultural Trust at the Negotiating Table

By: Sujin Jang and Roy Y.J. Chua

This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation

Citation

Related

Jang, Sujin, and Roy Y.J. Chua. "Building Intercultural Trust at the Negotiating Table." In Negotiation Excellence: Successful Deal Making, edited by Michael Benoliel. World Scientific, 2011.

• Summer 2013
• Article

Nuclear Negotiations With Iran

By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh

Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details

Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States

Citation

Find at Harvard

Read Now

Related

Pillar, Paul R., Robert Reardon, James K. Sebenius, and Michael K. Singh. "Nuclear Negotiations With Iran." International Security 38, no. 1 (Summer 2013): 174–192.

• June 2007
• Exercise

EZAmuse Negotiation Background (A)

By: G. Felda Hardymon and Ann Leamon

This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have... View Details

Keywords: Borrowing and Debt; Negotiation Deal; Valuation; Leadership Style; Venture Capital; Partners and Partnerships; Product; Germany

Citation

Purchase

Related

Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.

• March 2007 (Revised October 2007)
• Module Note

Negotiating Effectively in Family Business Systems

By: Deepak Malhotra and John A. Davis

Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described. View Details

Keywords: Family Business; Negotiation; Family Ownership

Citation

Purchase

Related

Malhotra, Deepak, and John A. Davis. "Negotiating Effectively in Family Business Systems." Harvard Business School Module Note 807-144, March 2007. (Revised October 2007.)