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Show Results For

  • All HBS Web  (4,544)
    • People  (16)
    • News  (1,044)
    • Research  (2,043)
    • Events  (18)
    • Multimedia  (96)
  • Faculty Publications  (1,136)
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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

  • 2006
  • Chapter

Relationships and Negotiations in Context

By: Kathleen L. McGinn
Keywords: Relationships; Negotiation Participants
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McGinn, Kathleen L. "Relationships and Negotiations in Context." In Negotiation Theory and Research, edited by Leigh L. Thompson, 129–144. Frontiers of Social Psychology. NY: Psychology Press, 2006.
  • April 1984
  • Teaching Note

United Kingdom (A): The Decision to Join the Common Market, Teaching Note

By: Bruce R. Scott
Keywords: History; Market Participation; United Kingdom; European Union
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Scott, Bruce R. "United Kingdom (A): The Decision to Join the Common Market, Teaching Note." Harvard Business School Teaching Note 384-073, April 1984.
  • 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
Keywords: Negotiations; Leaning-in; Selection; Negotiation Participants; Negotiation Style; Gender
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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.
  • 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
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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

By: James K. Sebenius
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
Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal
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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.
  • 2014
  • Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius
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
Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style
Citation
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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.
  • 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
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Wu, Andy, and Matt Higgins. "Microsoft Azure and the Cloud Wars (B)." Harvard Business School Supplement 724-434, December 2023. (Revised August 2024.)
  • 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
Keywords: Competition; Analytics and Data Science; Market Participation; Insurance Industry
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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).
  • 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
Keywords: Negotiation Tactics; Negotiation Participants
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John, Leslie. "How to Negotiate with a Liar." Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
  • July 2013
  • Case

B. Zaitz & Sons Co. Farmland Investing

By: Andre F. Perold
In April 2013, Ben Zaitz was looking down at an expanse of agricultural land as his plane flew over the Midwest. He would soon arrive in northern Minnesota to meet with farmers regarding land he had recently purchased there. The vast tracts of row-crop acreage below... View Details
Keywords: Plant-Based Agribusiness; Investment; Market Participation; Business Strategy; Financial Services Industry; Agriculture and Agribusiness Industry; Minnesota; Latin America; Africa; United States; Europe
Citation
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Perold, Andre F. "B. Zaitz & Sons Co. Farmland Investing." Harvard Business School Case 914-404, July 2013.
  • February 1998
  • Teaching Note

Starlite Corporation TN

By: Kathleen L. McGinn, Julia Morgan and Katherine Lawrence
Teaching Note for (9-396-351)--(9-396-356). View Details
Keywords: Negotiation Participants; Negotiation; Learning; Cost; Employees
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McGinn, Kathleen L., Julia Morgan, and Katherine Lawrence. "Starlite Corporation TN." Harvard Business School Teaching Note 898-191, February 1998.
  • 1999
  • Chapter

Rational Authority Allocation to an Agent

By: M. H. Bazerman
Keywords: Negotiation Participants; Agency Theory
Citation
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Bazerman, M. H. "Rational Authority Allocation to an Agent." In Negotiating on Behalf of Others, edited by Robert Mnookin and Lawrence Susskind. Thousand Oaks: Sage Publications, 1999.
  • 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
Keywords: Negotiation Participants; Negotiation Process; Negotiation Style; Behavior
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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
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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
Citation
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
  • December 2018
  • Teaching Note

The Campbell Home (A), (B), and (C)

By: Leslie John
Email mking@hbs.edu for a courtesy copy.

Teaching Note for HBS Nos. 918-017, 918-018, and 918-019. Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several... View Details
Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States
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John, Leslie. "The Campbell Home (A), (B), and (C)." Harvard Business School Teaching Note 919-012, December 2018. (Email mking@hbs.edu for a courtesy copy.)
  • January 1999
  • Exercise

Seneca Systems (B): General and Confidential Instructions for C. Stevens, Vice President, Assembly Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
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Watkins, Michael D. "Seneca Systems (B): General and Confidential Instructions for C. Stevens, Vice President, Assembly Division." Harvard Business School Exercise 899-174, January 1999.
  • January 1999
  • Exercise

Seneca Systems (B): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
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Watkins, Michael D. "Seneca Systems (B): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division." Harvard Business School Exercise 899-173, January 1999.
  • January 1999
  • Exercise

Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
Citation
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Watkins, Michael D. "Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division." Harvard Business School Exercise 899-170, January 1999.
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