Negotiation Participants - Publications - Faculty & Research

30 Apr 2021
Research & Ideas

Why Anger Makes a Wrongly Accused Person Look Guilty

from anger. Then, they looked at whether displays of anger related to actual guilt. Anger isn’t a good look The authors conducted several studies to examine these questions. In one experiment, the researchers showed participants clips... View Details

Keywords: by Michael Blanding

29 Jun 2007
First Look

First Look: June 29, 2007

Abstract Stigmatized minorities may have an advantage in persuading majority group members during some face-to-face interactions due to the greater self-presentational demands such interactions elicit. In contrast to models which predict greater persuasive impact of... View Details

Keywords: Martha Lagace

08 Apr 2008
First Look

First Look: April 8, 2008

sign superstar Japanese pitcher Daisuke (Dice-K) Matsuzaka within the context of the team's attempts to keep pace with longtime rival, the New York Yankees. In late 2006, Dice-K is viewed as the prize of the free agent pitching market. However, View Details

Keywords: Martha Lagace

Program

Senior Executive Leadership Program—China

brand equity Measure, monitor, and communicate corporate performance while driving critical change Lead authentically and ethically at all levels and nurture a culture of accountability Build confidence in yourself as a leader, decision-maker, and View Details

05 Apr 2016
First Look

April 5, 2016

for your acquisition, find and evaluate the right prospects, avoid the pitfalls that could derail your search, understand why a "dull" business might be the best investment, negotiate a potential deal with the seller, and avoid... View Details

Keywords: Sean Silverthlorne

Web

Program Requirements - Doctoral

required to complete the following: Consumer Behavior (HBS 4630) Marketing Models (HBS 4660) Micro Topics in Organizational Behavior (HBS 4882) Behavioral Approaches to Decision Making and Negotiation (HBS 4420) Two breadth courses One... View Details

14 Nov 2017
First Look

New Research and Ideas: November 14, 2017

October 2017 Negotiation Journal Prescriptions Based on a Realistic View of Human Behavior By: Bazerman, Max Abstract—No abstract available. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53096 November–December 2017... View Details

Keywords: Carmen Nobel

October 2001 (Revised March 2006)
Case

Chad-Cameroon Petroleum Development and Pipeline Project (A), The

By: Benjamin C. Esty and Carrie Ferman

On June 6, 2000, the World Bank's and IFC's board of directors was scheduled to vote on whether to approve funding for the $4 billion Chad-Cameroon Petroleum Development and Pipeline project. Although the project presented a unique opportunity to alleviate poverty in... View Details

Keywords: Risk Management; Negotiation; Ethics; Social Issues; Economic Sectors; Investment; Cost vs Benefits; Project Finance; Developing Countries and Economies; Corporate Finance; Mining Industry; Chad; Cameroon

Citation

Educators

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Podcast - Business & Environment

leading negotiations on Article 6 of the Paris Agreement and advising on global carbon finance. Amy explains how ICVCM uses a multi-stakeholder approach to enhance the integrity of carbon credits, including by developing ten Core Carbon... View Details

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Negotiation, Organizations & Markets - Faculty & Research

Negotiation, Organizations & Markets Overview Faculty Curriculum Seminars & Conferences Awards & Honors Doctoral Students March 2025 Case Bidding for the Bunker: Crown Wine Cellars’ Complex Negotiations By: Alex Chan and Rachel Lau March... View Details

10 Nov 2022
Research & Ideas

Too Nice to Lead? Unpacking the Gender Stereotype That Holds Women Back

and hold fewer seats on the boards of Fortune 500 companies. Researchers have investigated everything from women’s behavior during pay negotiations to their choice of jobs in order to understand why this gap exists. Exley collaborated on... View Details

Keywords: by Shalene Gupta

13 May 2013
Research & Ideas

How to Spot a Liar

Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert... View Details

Keywords: by Carmen Nobel

Web

Topics - HBS Working Knowledge

(9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) View Details

11 Apr 2024
In Practice

Why Progress on Immigration Might Soften Labor Pains

for skilled and unskilled labor. Either way, immigration will be a critical issue during the US election season. The carefully negotiated bipartisan bill that failed in the House of Representatives earlier this year highlights the thorny... View Details

Keywords: by Rachel Layne

Web

2023 Reunion Presentations - Alumni

distinguished group, Professor Sebenius, who chairs the Great Negotiator program and coauthored the recently published book Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level , will offer session View Details

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Online Leadership and Management Courses | HBS Online

Certificate Negotiation Mastery Professor Michael Wheeler Master negotiation techniques to secure maximum value for yourself and your organization. 8 weeks, 4-5 hrs/week Enroll by June 12 $1,850 Certificate... View Details

03 Mar 2011
Research & Ideas

HBS Faculty on Revolution in the Middle East and North Africa

members—Deepak Malhotra, an authority on negotiation strategy; Noel Maurer, an expert on the politics and economics of the energy business; and Magnus Thor Torfason, an authority on how behavior is influenced by the social structures of... View Details

Keywords: Re: Deepak Malhotra; Energy; Utilities

21 Dec 2010
First Look

First Look: December 21

of racial inclusion on boards of directors among large public corporations, and we draw upon in-depth interviews with key participants to gain insights into the mechanisms that are likely to have generated the patterns we detect in our... View Details

September 2023 (Revised October 2023)
Case

Mohamed Salah

By: Anita Elberse and Taher El Moataz Bellah

In June 2022, Mohamed Salah, one of the world’s best soccer players, and his lawyer and advisor Ramy Abbas Issa were in ongoing discussions with top English Premier League club Liverpool FC about a new playing contract for Salah. Arguably the Arab world’s biggest... View Details

Keywords: Soccer; Football; Superstars; General Management; Sports; Entertainment; Media; Marketing; Strategy; Compensation and Benefits; Contracts; Negotiation Participants; Negotiation Process; Sports Industry; England