Publications

December 2013
Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius

This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details

Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union

Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details

November 2006
Case

Kroger Union Negotiations

By: Dennis A. Yao

A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering... View Details

Keywords: Job Cuts and Outsourcing; Wages; Management; Negotiation Participants; Negotiation Process; Negotiation Tactics

9 AM – 9 AM EDT, 19 Sep 2018
HBS Online

HBX Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: September 19, 2018 - November 14, 2018 View Details

Aug 28 2012
Testimonial

Participant Spotlight: PLD

July 2007
Case

Kroger Union Negotiations 2005

By: Dennis A. Yao and Mary L. Shelman

A stylized version of the negotiations between Kroger Company and its local unions during 2005. Management faces a sequence of individual negotiations with local unions in addition to meeting the new competitive challenges presented by Wal-Mart's expansion in the... View Details

Keywords: Labor and Management Relations; Labor Unions; Reputation; Wages; Management; Negotiation Participants; Negotiation Style; Competitive Strategy; Retail Industry

Program

Strategic Negotiations

Summary The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation strategy program, you will learn how... View Details

9 AM – 10 AM EST, 09 Jan 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: January 9, 2019 - March 6, 2019 View Details

13 Feb 2006
Research & Ideas

When Gender Changes the Negotiation

the candidate. Meanwhile, male executives performed consistently across both roles, at the level of female executives negotiating as the candidate. It's not that our female participants felt less entitled to... View Details

Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

9 AM – 10 AM EDT, 20 Mar 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: March 20, 2019 - May 15, 2019 View Details

June 2014
Supplement

Ad Classification at Right Media — slide supplement (widescreen)

By: Benjamin Edelman

Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details

Keywords: Media; Online Advertising; Market Participation; Negotiation Tactics; Communication; Marketing Communications; Digital Marketing; Standards

9 AM – 10 AM EDT, 29 May 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: May 29, 2019 - July 24, 2019 View Details

9 AM – 10 AM EDT, 16 Oct 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: October 16, 2019 - December 11, 2019 View Details

February 2003 (Revised September 2009)
Background Note

Nonverbal Communication in Negotiation

By: Michael A. Wheeler and Dana Nelson

This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The... View Details

Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence

9 AM – 10 AM EDT, 07 Aug 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

is looking into how the framing of a negotiation can change the game. In one experiment, for example, it was shown that the amount of cooperation among participants was affected far more by what the game was... View Details

Keywords: by Martha Lagace

June 2014
Supplement

eBay Partner Network — slide supplement (widescreen)

By: Benjamin Edelman

eBay considers adjustments to the structure and rules of its affiliate marketing program, eBay Partner Network (ePN). In particular, eBay reevaluates affiliate compensation structure, the role of bonuses for especially productive affiliates, and the overall rationale... View Details

Keywords: History; Online Technology; Markets; Negotiation Participants; Marketing; Job Cuts and Outsourcing; Internet and the Web; Marketing Channels; Business Processes; Change; Compensation and Benefits; Web Services Industry

15 Oct 2018
Research & Ideas

Shaky Business: How Handshakes Win Negotiations

the table, according to their paper, “Handshaking Promotes Deal-Making by Signaling Cooperative Intent,” forthcoming in the Journal of Personality and Social Psychology. To shake, or not to shake? In one experiment, the researchers observed View Details

Keywords: by Michael Blanding

June 2001 (Revised March 2008)
Exercise

Privatization of Anatolia National Telekom, The: General Instructions for All Simulation Participants

Anatolia National Telekom is a multiparty negotiation simulation patterned after the Turkish government's aborted attempt to privatize its state-owned telecommunications monopoly, Turk Telekom, in late 1997. Provides participants with an opportunity to identify and... View Details

Keywords: Negotiation; Emerging Markets; Privatization; Telecommunications Industry; Turkey