Negotiation - Publications - Faculty & Research

October 2011 (Revised June 2014)
Case

inge watertechnologies, GmbH

By: Ramana Nanda, Carin-Isabel Knoop and Markus Mittermaier

Using the financing history and exit choices of a German clean-tech startup as a lens, this case explores the reasons why venture-backed entrepreneurship is much lower in Germany than the US, despite a robust SME sector and large-corporate innovation in Germany. It... View Details

Keywords: Entrepreneurial Finance; Finance; Venture Capital; Negotiation; Entrepreneurship; Technology Industry; Germany

Citation

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October 1991 (Revised February 1995)
Case

North American Free Trade Agreement

By: Ray A. Goldberg

Keywords: Trade; Agreements and Arrangements

Citation

Find at Harvard

Jan 14 2021
Short Film

The World Needs Your Leadership Now More Than Ever

Jun 15 2018
Testimonial

Joining an Extraordinary Community

May 22 2018
Testimonial

Leading and Shaping Change

Aug 20 2018
Testimonial

Seven Continent Storyteller

Jun 23 2017
Testimonial

Doing Good—in Business and Beyond

Apr 19 2017
Testimonial

Leadership Growth is Personal

Apr 12 2017
Testimonial

Be True to Your Core

Feb 02 2017
Testimonial

Learn from the Best in the World

Aug 04 2015
Testimonial

Preparing for the Challenges Ahead

Jun 15 2015
Interview

Advance Your Leadership Capabilities

May 14 2014
Testimonial

Expanding Skills, Expanding Value

24 Nov 2009
First Look

First Look: Nov. 24

retailers might be one of the factors behind the recent TFP slowdown experienced by the industry in the U.K. Negotiation Analysis: From Games to Inferences to Decisions to Deals Author:James K. Sebenius Publication:Negotiation Journal 25,... View Details

Keywords: Martha Lagace

Bernard F. Gimbel

During his tenure as head of the firm, Gimbel grew annual sales of Gimbel Brothers Department Stores from $15 million to $500 million. Gimbel personally negotiated the purchase of competitor Saks and Company. In addition to the Gimbel... View Details

Keywords: Retail

01 Dec 2015
Research & Ideas

What to Do When Your Organization Has Dueling Missions

negotiation The researchers found that one of the keys to success lay in the way the two organizations managed tensions between their commercially focused production supervisors and their socially focused job counselors. In the... View Details

Keywords: by Carmen Nobel

14 Apr 2003
Research & Ideas

Pay-for-Performance Doesn’t Always Pay Off

Amabile, contend that pay-for-performance can cast a pall over self-esteem, teamwork, and creativity, Beer and Cannon wrote. I think there is an implicit negotiation going on between what management wants and expects, and what employees... View Details

Keywords: by Martha Lagace

01 Mar 2025
News

Audit: War & Peace

QUESTION: “How did you ensure the talks didn’t fail because of internal strife?” —Alexandra Baranowski (MBA 2025) “I had to handle that with a lot of cold blood and not engage the opposition in every argument. I had to maintain the course, explain why we were doing... View Details

Keywords: Jen McFarland Flint; Illustration by Matt Rota

Irving S. Shapiro

Initially making a name for himself in politics, Shapiro joined duPont in 1951 as a lawyer, handling some of its most important acquisitions and antitrust cases. His negotiating skills, coupled with his extensive political connections,... View Details

Keywords: Chemicals & Industrial

01 Dec 2001
News

BOOK: You Can't Enlarge the Pie

finite "pie" of the book's title. This adherence to the status quo often blocks out negotiations and tradeoffs that could benefit everyone. The authors suggest that what public policy needs — and what a democracy's citizens must insist on... View Details

Keywords: Publishing Industries (except Internet); Information; Colleges, Universities, and Professional Schools; Educational Services

Publications