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Show Results For
- All HBS Web
(3,195)
- People (4)
- News (636)
- Research (2,150)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,753)
- April 2025 (Revised April 2025)
- Case
Paul Weiss: Fighting or Negotiating with POTUS
By: Eugene Soltes and Anthea Brady
In early 2025, Paul Weiss Chairman Brad Karp weighed how to respond to an Executive Order from President Trump that could threaten the financial livelihood of his law firm. Paul Weiss and Karp had to decide to mount a legal fight or negotiate with the White House. The... View Details
Keywords: Federal Government; Decision Making; Law; Mission and Purpose; Negotiation; Business and Government Relations; Legal Services Industry; United States
Soltes, Eugene, and Anthea Brady. "Paul Weiss: Fighting or Negotiating with POTUS." Harvard Business School Case 125-098, April 2025. (Revised April 2025.)
- January 2008 (Revised April 2009)
- Case
Wyoff and China-LuQuan: Negotiating a Joint Venture (A)
By: James K. Sebenius and Cheng (Jason) Qian
Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania
Sebenius, James K., and Cheng (Jason) Qian. "Wyoff and China-LuQuan: Negotiating a Joint Venture (A)." Harvard Business School Case 908-046, January 2008. (Revised April 2009.)
- February 2025
- Teaching Note
Negotiating with Data: Analytics FC
By: Jillian Jordan, Livia Alfonsi and Anoushka Kiyawat
Teaching Note for HBS Case Nos. 925-014 and 925-015. View Details
- Article
The Luck Factor in Negotiation
By: Michael A. Wheeler and Kimberlyn Leary
Wheeler, Michael A., and Kimberlyn Leary. "The Luck Factor in Negotiation." Negotiation Journal 36, no. 1 (Winter 2020): 7–12.
- March 2012 (Revised March 2014)
- Teaching Note
Negotiating Equity Splits at UpDown
By: Noam Wasserman and Deepak Malhotra
- August 1991
- Article
The Art of Business Negotiation
Keywords: Negotiation
Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
- November 2000 (Revised October 2019)
- Teaching Note
Riggs-Vericomp Negotiation (A) and (B)
By: Michael Wheeler
Teaching Note for (9-801-096) and (9-801-097). View Details
Keywords: Negotiation
- April 2004
- Article
Anxious Moments: Openings in Negotiation
Keywords: Negotiation
Wheeler, Michael A. "Anxious Moments: Openings in Negotiation." Negotiation Journal 20, no. 2 (April 2004): 153–169.
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- Book Review
Negotiating with Iran: Cultural and Historical Insights
In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details
Sebenius, James K. "Negotiating with Iran: Cultural and Historical Insights." Negotiation Journal 27, no. 4 (October 2011): 493–497.
- December 2019
- Article
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
By: M. Jeong, J. Minson, M. Yeomans and F. Gino
When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details
Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result
Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no. 12 (December 2019): 5813–5837.
- 31 Mar 2020
- Cold Call Podcast
Controlling the Emotion of Negotiation
- 2004
- Book
What's Fair? Ethics for Negotiators
By: Carrie Menkel-Meadow and Michael A. Wheeler
Menkel-Meadow, Carrie and Michael A. Wheeler, eds. What's Fair? Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.
- Winter–Spring 2024
- Article
Grand Bargain: Negotiating Toward a Better Middle East
How can sophisticated negotiation bring about a more peaceful and prosperous Middle East? While a "grand bargain" to accomplish this lofty goal may seem implausible, the potential value of such an agreement would be vast for most Israelis, Palestinians, and key... View Details
Sebenius, James K. "Grand Bargain: Negotiating Toward a Better Middle East." Negotiation Journal 40, nos. 1-2 (Winter–Spring 2024): 41–73.
- August 2008 (Revised April 2012)
- Case
Real Property Negotiation Game (A): Buyer Case, Celia Hernandez
By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. This is the buyer case... View Details
Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (A): Buyer Case, Celia Hernandez." Harvard Business School Case 209-034, August 2008. (Revised April 2012.)
- January – February 1977
- Article
Negotiating with Third World Governments
By: L. T. Wells Jr.
Wells, L. T., Jr. "Negotiating with Third World Governments." Harvard Business Review 55, no. 1 (January–February 1977). (Abridged version in AMA Marketing News, June 1977. Also reprinted in Douglas N. Dickson (ed.) Managing Effectively in the World Marketplace. New York: John WIley & Sons, 1983.)
- 09 Jul 2007
- Research & Ideas
Five Steps to Better Family Negotiations
Negotiations between family members who own a business are different—different from negotiations between non-family members and also different from negotiations between family... View Details
Keywords: by John A. Davis and Deepak Malhotra
- October 2005 (Revised February 2007)
- Background Note
Negotiating Your Entry into Your Family Business
By: John A. Davis
Provides guidance to junior generation members of a business family concerning negotiating their entry into their family's business. View Details
Keywords: Family Business
Davis, John A. "Negotiating Your Entry into Your Family Business." Harvard Business School Background Note 806-062, October 2005. (Revised February 2007.)