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Show Results For
- All HBS Web
(4,545)
- People (16)
- News (1,044)
- Research (2,043)
- Events (18)
- Multimedia (96)
- Faculty Publications (1,136)
- July–August 2016
- Article
How to Negotiate with a Liar
By: Leslie John
People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has... View Details
John, Leslie. "How to Negotiate with a Liar." Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
- 1999
- Chapter
Agents in Negotiations: Toward Testable Propositions
By: T. Kurtzberg, D. Moore, K. L. McGinn and M. H. Bazerman
Kurtzberg, T., D. Moore, K. L. McGinn, and M. H. Bazerman. "Agents in Negotiations: Toward Testable Propositions." In Negotiating on Behalf of Others: Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians, and Everybody Else, edited by Robert Mnookin, Lawrence Susskind, and Pacey C. Foster, 283–298. Thousand Oaks, CA: SAGE Publications, 1999.
- 2014
- Working Paper
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
- August 2013
- Teaching Plan
Remicade-Simponi
By: Guhan Subramanian and Charlotte Krontiris
This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details
Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry
Subramanian, Guhan, and Charlotte Krontiris. "Remicade-Simponi." Harvard Business School Teaching Plan 914-006, August 2013.
- December 2011
- Article
Data Impediments to Empirical Work on Health Insurance Markets
By: Leemore S. Dafny, David Dranove, Frank Limbrock and Fiona Scott Morton
We compare four datasets that researchers might use to study competition in the health insurance industry. We show that the two datasets most commonly used to estimate market concentration differ considerably from each other (both in levels and in changes over time),... View Details
Dafny, Leemore S., David Dranove, Frank Limbrock, and Fiona Scott Morton. "Data Impediments to Empirical Work on Health Insurance Markets." B.E. Journal of Economic Analysis & Policy 11, no. 2 (December 2011).
- 1998
- Chapter
Can Negotiators Outperform Game Theory?
By: M. H. Bazerman, R. Gibbons, L. Thompson and K. L. McGinn
Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. McGinn. "Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998. (Reprinted in A. Rau, E. Sherman, & S. Peppet (Eds.), Processes of Dispute Resolution, Foundation Press, 2002.)
- October 2013
- Case
Pearle Vision: Clearly Different?
By: Rajiv Lal and Natalie Kindred
Ohio-based optical retailer Pearle Vision, part of the vertically integrated Italian eyewear group Luxottica, sold glasses and offered in-store eye exams. Once the largest U.S. optical retailer, Pearle Vision, with 266 corporate stores and 356 franchised stores in... View Details
Keywords: Eye Care; Competitive Advantage; Market Participation; Retail Industry; Health Industry; United States
Lal, Rajiv, and Natalie Kindred. "Pearle Vision: Clearly Different?" Harvard Business School Case 514-015, October 2013.
- 1999
- Chapter
The Effects of Agents and Mediators on Negotiation Behavior
By: M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. "The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
- August 1996 (Revised June 2007)
- Case
Nicholson File Company Takeover (B), The
By: Thomas R. Piper
Management of a small hand tool company must decide on the terms and conditions of its sale to a "friendly" acquirer. View Details
Keywords: Decisions; Negotiation Preparation; Negotiation Participants; Acquisition; Manufacturing Industry
Piper, Thomas R. "Nicholson File Company Takeover (B), The." Harvard Business School Case 297-012, August 1996. (Revised June 2007.)
- March 1998
- Case
Bumper Acquisition (B), A
By: James K. Sebenius and David T. Kotchen
Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details
Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
- March 2020
- Article
Knowing When to Ask: The Cost of Leaning-in
By: Christine L. Exley, Muriel Niederle and Lise Vesterlund
Women's reluctance to negotiate is often used to explain the gender wage gap, popularizing the push for women to “lean-in" and negotiate more. Examining an environment where women achieve positive profits when they choose to negotiate, we find that increased... View Details
Exley, Christine L., Muriel Niederle, and Lise Vesterlund. "Knowing When to Ask: The Cost of Leaning-in." Journal of Political Economy 128, no. 3 (March 2020): 816–854.
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
- March 2024
- Teaching Note
Sonder Holdings Inc.: Using Technology to Solve Hospitality's Frictions
By: John A. Deighton and Leora Kornfeld
Teaching Note for HBS Case No. 922-039. Digital disruption is challenging the hospitality industry. Traditional hotels face competition from platforms, most visibly Airbnb but also the homeshare divisions of online travel agencies such as Expedia and Booking.com, that... View Details
- December 2023 (Revised August 2024)
- Supplement
Microsoft Azure and the Cloud Wars (B)
By: Andy Wu and Matt Higgins
By 2023, the global market for cloud infrastructure had consolidated into a three-horse race. As of Q4 2022, Amazon, Microsoft, and Google collectively accounted for 66% of the global market. AWS had a market share of 33%, Microsoft Azure had 23%, and Google Cloud had... View Details
Keywords: Microsoft; Artificial Intelligence; AI; Competition; Information Infrastructure; Market Participation
Wu, Andy, and Matt Higgins. "Microsoft Azure and the Cloud Wars (B)." Harvard Business School Supplement 724-434, December 2023. (Revised August 2024.)
- Person Page
Course Development
By: Debora L. Spar
Managing International Trade and Investment
Despite the ease with which it is often conducted, doing business across borders is not the same as doing it at home. Rather, it entails a whole new set of managerial challenges: re-assessing competitive... View Details
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- 2015
- Chapter
"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.
- August 2016 (Revised November 2016)
- Case
C.W. Dixey & Son
By: Anat Keinan and Michael B. Beverland
C.W. Dixey & Son is about to be relaunched as a luxury eyewear brand after a fifty-year absence from the marketplace. This case focuses on reviving a dormant brand with a 200-year plus heritage of innovation, craft excellence, and luxury. Drawing on extensive... View Details
Keywords: Luxury Branding; Authenticity; Inconspicuous Consumption; Brand Positioning; Brand Revitalization; Eyeyewear; Market Entry and Exit; Luxury; Market Participation; Brands and Branding; Consumer Products Industry
Keinan, Anat, and Michael B. Beverland. "C.W. Dixey & Son." Harvard Business School Case 517-019, August 2016. (Revised November 2016.)