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All HBS Web
(429)
- People (2)
- News (114)
- Research (171)
- Multimedia (3)
- Faculty Publications (44)
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- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
No business skill may be as important to success as negotiation. We negotiate everything: agreements with partners and vendors, in-scope/out-of-scope parameters around important projects, and our own...
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Keywords:
by Sean Silverthorne
- May 2020
- Article
Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment
By: Nava Ashraf, Natalie Bau, Corinne Low and Kathleen McGinn
Using a randomized control trial, we examine whether offering adolescent girls nonmaterial resources—specifically, negotiation skills—can improve educational outcomes in a low-income country. In so doing, we provide the first evidence on the effects of an intervention...
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Keywords:
Negotiation;
Competency and Skills;
Training;
Age;
Gender;
Education;
Investment;
Outcome or Result;
Developing Countries and Economies
Ashraf, Nava, Natalie Bau, Corinne Low, and Kathleen McGinn. "Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment." Quarterly Journal of Economics 135, no. 2 (May 2020): 1095–1151.
- 27 Jun 2018
- Working Paper Summaries
Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out...
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Keywords:
Experience and Expertise;
Negotiation Preparation;
Negotiation Process;
Negotiation Tactics;
Behavior
Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
- Teaching Interest
Negotiation
By: Kevin P. Mohan
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details
- September 2011 (Revised December 2014)
- Background Note
Learning to Negotiate
By: Michael Wheeler
This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.
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Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011. (Revised December 2014.)
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
is an essential skill, and where the science of negotiation is headed. Negotiation is a core competence for life, "not merely an important skill to be wheeled out for...
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by Martha Lagace
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
negotiated for herself and others? Business people often ask us whether men or women are better negotiators. According to our research, gender is not a reliable predictor of negotiation performance; neither...
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- 16 Dec 2015
- Research & Ideas
What Happens When Zambian Schoolgirls Receive Negotiation Training
2009, Harvard Business School Professor Kathleen McGinn has developed keen insight into the exigent nature of such challenges. Her experiences there prompted her to study how teaching communication and negotiation View Details
Keywords:
Re: Kathleen L. McGinn
- November 1999
- Case
Doyle's Dealmaking Dilemma: Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package.
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Keywords:
Compensation and Benefits;
Job Interviews;
Job Search;
Negotiation Process;
Negotiation Tactics
Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
improvisational music. Skillful improvising in a negotiation occurs at both the micro and macro levels; a solid understanding of both allows you to skillfully guide the improvisation, rather than letting the...
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by Kathleen L. McGinn
- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
McGinn believe that negotiation skills are crucial to closing the gender gap in leadership. Riley Bowles, who earned her doctoral degree from Harvard Business School, is an assistant professor at Harvard's...
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by Martha Lagace
- October 2000 (Revised December 2008)
- Case
Doyle's Dealmaking Dilemma (A): Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case.
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Keywords:
Compensation and Benefits;
Job Search;
Negotiation Process;
Personal Development and Career
Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
Examples," Sebenius details how "3-D negotiation" provides practitioners with skills for effective dealmaking that create value on a sustainable basis. According to Sebenius, the first dimension of View Details
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by Anita M. Harris
- 2014
- Tool
Girls Arise! Working Together for a Better Future: Negotiation Curriculum
By: Kathleen McGinn, Corinne Low and Nava Ashraf
This negotiation curriculum provides a reference guide to train Zambian girls to adopt the communication skills needed to negotiate health and education decisions with power figures in their lives.
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McGinn, Kathleen, Corinne Low, and Nava Ashraf. Girls Arise! Working Together for a Better Future: Negotiation Curriculum. Tool. 2014.
- 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:...
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- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All View Details
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by Deepak Malhotra
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an...
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Keywords:
Negotiations;
Nuclear;
Conflict Resolution;
Winning Coalition;
Blocking Coalition;
Strategy;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia;
Negotiation;
International Relations;
Conflict and Resolution;
Public Administration Industry;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- 12 Jul 2012
- Working Paper Summaries
Negotiation Processes As Sources of (And Solutions To) Interorganizational Conflict
- 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...
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