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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)
- March 1984
- Supplement
Doug Heath Negotiations (B)
By: Paul A. Vatter
Vatter, Paul A. "Doug Heath Negotiations (B)." Harvard Business School Supplement 684-057, March 1984.
- April 1980 (Revised July 1986)
- Case
1979 Automobile Negotiations (A)
Bourdon, Clinton C. "1979 Automobile Negotiations (A)." Harvard Business School Case 680-125, April 1980. (Revised July 1986.)
- September 1983 (Revised April 1984)
- Case
1982 Automobile Negotiations (B)
McCormick, Janice. "1982 Automobile Negotiations (B)." Harvard Business School Case 484-011, September 1983. (Revised April 1984.)
- September 1983 (Revised April 1984)
- Case
1982 Automobile Negotiations (A)
McCormick, Janice. "1982 Automobile Negotiations (A)." Harvard Business School Case 484-010, September 1983. (Revised April 1984.)
- 01 Jan 2021
- News
Negotiating Your Next Job
How to Negotiate with VCs
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant... View Details
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords:
Negotiation
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
Keywords:
Negotiation
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
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
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.
- 21 Jun 2016
- News
How to Negotiate with a Liar
- 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
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
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.
- 2009
- Working Paper
Negotiating the Path of Abraham
By: Kimberlyn Leary, James K. Sebenius and Joshua Weiss
In the face of daunting barriers, the Abraham Path Initiative envisions uncovering and revitalizing a route of cultural tourism that follows the path of Abraham and his family some 4,000 years ago across the Middle East. It begins in the ancient ruins of Harran, in...
View Details
Keywords:
Development Economics;
Social Entrepreneurship;
Negotiation;
Business and Community Relations;
Business and Government Relations;
Religion;
Environmental Sustainability;
Tourism Industry;
Middle East
Leary, Kimberlyn, James K. Sebenius, and Joshua Weiss. "Negotiating the Path of Abraham." Harvard Business School Working Paper, No. 10-049, December 2009.
- July 2023 (Revised July 2024)
- Case
Miracle Therapeutics: Negotiating an IP License (A)
By: Satish Tadikonda, Michael Singer, William Marks and Wendi Yajnik
(General Experience Case) Beth Sharp and Jennifer Brilliant founded Miracle Therapeutics based on intellectual property developed by Brilliant and her post-doctoral student, John Supreme, in Brilliant’s lab at Elite University (EU). Miracle will have to obtain a...
View Details
Tadikonda, Satish, Michael Singer, William Marks, and Wendi Yajnik. "Miracle Therapeutics: Negotiating an IP License (A)." Harvard Business School Case 824-020, July 2023. (Revised July 2024.)
- 14 Dec 2015
- News
What Happens When Zambian Schoolgirls Receive Negotiation Training
- 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...
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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.
- January 2007
- Case
Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding...
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Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
- 05 Jul 2018
- News
Henry Kissinger's Lessons for Business Negotiators
- December 2001
- Background Note
A Note on Critical Moments in Negotiation
By: Michael A. Wheeler and Gillian Morris
This case provides an introduction to the wide field of literature that addresses the presence of critical moments--moments that fundamentally can change the negotiation. Critical moments have been examined by a range of theorists and scientists, from mathematicians to...
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Keywords:
Negotiation Tactics;
Decision Choices and Conditions;
Change;
Negotiation Process;
Body of Literature
Wheeler, Michael A., and Gillian Morris. "A Note on Critical Moments in Negotiation." Harvard Business School Background Note 902-163, December 2001.