negotiation - Publications - Faculty & Research

06 Mar 2018
First Look

First Look at Research and Ideas, March 6, 2018

likely to make aggressive offers in distributive negotiations than those who interacted with counterparts expressing neutral emotion. In Study 2, we find that inferences of the tendency to forgive mediates the relationship between... View Details

Keywords: Sean Silverthorne

October 2023
Supplement

Making Progress at Progress Software (B)

By: Katherine Coffman, Hannah Riley Bowles and Alexis Lefort

In this case, the Human Capital team at Progress Software has identified that some employees have a hard time understanding how to advance within Progress. This realization leads the team to develop several major people-process innovations: the introduction of... View Details

Keywords: Leading Change; Negotiation; Organizational Culture; Performance Evaluation; Prejudice and Bias; Talent and Talent Management; Employees; Technology Industry; United States; Bulgaria

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January 2021 (Revised October 2021)
Case

Ken Talbot—Cautionary Tale in Estate Planning

By: Christina R. Wing and Faith Lyons

In 2010, Ken Talbot, a self-made Australian billionaire, was traveling throughout Africa to bring his innovative coal technology to the continent when he perished in a plane crash. His will was originally created years prior when his estate worth was estimated to be AU... View Details

Keywords: Estate Planning; Entrepreneurship; Assets; Agreements and Arrangements; Lawsuits and Litigation; Valuation; Family and Family Relationships; Conflict Management; Australia; Africa

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Ben Schlatka

Ben (HBS '05) has deep experience in technology driven organizations - including fund raising and venture formation, product marketing, product management, business development and managing technical professionals in large public and small venture funded technology... View Details

Keywords: Entrepreneurship; Venture Capital; Financial Services (All); Health Care; Clean Technology; Energy; Telecommunications; Technology

21 Feb 2017
First Look

First Look at New Research: February 21

explores how language shapes the ways in which employees who work in global organizations communicate and negotiate linguistic and cultural differences. Bringing together 650 interviews conducted across Rakuten’s locations in Brazil,... View Details

Keywords: Carmen Nobel

04 Jun 2007
Research & Ideas

Is Health Care Making You Better—or Dead?

the right word—and I had to negotiate about this. That experience gave me a sense that you can't be a passive person, even with the best of physicians. You have to understand what's going to happen and to View Details

Keywords: by Sean Silverthorne; Health

April 1993
Teaching Note

Grupo Industrial Alfa, S.A.,1982 (TN)

By: Timothy A. Luehrman

Teaching Note for (9-292-008). View Details

Keywords: Cash Flow; Borrowing and Debt; Restructuring; Rights; Business Strategy; Negotiation; System; Business Conglomerates; Currency Exchange Rate; Energy Industry; Telecommunications Industry; Mexico

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Badaracco Fall 2025 Q1Q2 3.0 ^ back to top N Area Faculty Name Term Quarter Credits Navigating Your Worth: AI, Negotiations, and the Nature of Expertise Entrepreneurial Management Zoe Cullen , Shikhar Ghosh Spring 2026 Q3Q4 3.0 View Details

18 Sep 2012
First Look

First Look: September 18

to sway our decisions in directions we did not initially consider? And what can we do to correct for the subtle influences that derail our decisions? The answers to these and similar questions will help you negotiate similar factors when... View Details

Keywords: Sean Silverthorne

08 Apr 2011
Research & Ideas

Will the Japan Disaster Remake the Landscape for Green Energy in Asia?

Even before the recent earthquake, tsunami, and nuclear meltdown in Japan, many parts of Asia had already begun investing in "green" energy. But the disaster has certainly upped the urgency of the discussions. “It's driven a lot of people to have a bit of a... View Details

Keywords: by Dennis Fisher; Energy; Utilities

02 Oct 2000
Research & Ideas

Networked Incubators: Hothouses of the New Economy

technology experts, one of whom was able to help them. Gustafson and Yacovone obtained the advice they needed without having to conduct a time-consuming search and without having to negotiate a contract up front. (Reach had already... View Details

Keywords: by Morten T. Hansen, Henry W. Chesbrough, Nitin Nohria & Donald N. Sull

01 Dec 1997
News

Making Real Progress in the Middle East: The Bottom-Up, Economic Solution

Below the surface of the roller coaster political negotiations in the Middle East, a new process is quietly being played out. It is a process in which economics, not politics, is the focus, in which companies, not governments, are the... View Details

Keywords: Michael Porter, Yagil Weinberg, and Noreena Hertz

17 May 2011
First Look

First Look: May 17

founders. To motivate the empirical analysis we develop a simple theory of costly bargaining, where founders trade off the simplicity of accepting an equal split, with the costs of negotiating a differentiated allocation of founder... View Details

Keywords: Sean Silverthorne

20 Dec 2004
Research & Ideas

How an Order Views Your Company

the Order Management Cycle Sales Marketing CustomerService Engineering Purchasing Finance Operations Logistics Top Mgmt Participation plans to buy 1. Order Planning coordinates gets sales pitch 2. Order Generation some negotiates 3. Cost... View Details

Keywords: by Sarah Jane Johnston

20 Aug 2001
Research & Ideas

Making an Ally of Uncle Sam

manufacturer like Ford Motor Company. Ford cooperates with its suppliers to design new vehicles even as it negotiates vigorously with them over the terms on which parts will be supplied. By cooperating to develop new cars, Ford and its... View Details

Keywords: by Michael Watkins, Mickey Edwards & Usha Thakrar

07 Sep 2017
Blog Post

How One Organization Increased Their Internship Yield

her, the company looks desperate, not attractive.” What went wrong? “The time between the company’s offer and the student’s decision is very important,” says Murphy. On one side of the negotiating table, students are considering multiple... View Details

Keywords: Manufacturing

01 Mar 2008
News

Alumni Books

capital, ways of valuing early-stage ventures, and techniques for negotiating deals. Filled with case studies, charts, and exercises, the book explains how to develop a financing map; how to determine the amount of capital to raise and... View Details

Keywords: Noel Capon; Publishing Industries (except Internet); Information

01 Dec 2017
News

The Business Case (Or Not) for Sustainability

I cause a problem that harms you, my neighbor, now, we might find a way to negotiate so that I don’t harm you as much, and I’d compensate you for the harm I’ve done. But our biggest environmental challenge these days is climate change,... View Details

01 Jan 2008
News

James D. Wolfensohn, MBA 1959

companies that do business in emerging economies. “After I finished my negotiating role in the Middle East, I thought I’d hang up my spurs and relax,” he relates. “But my children decided that maybe I know something after all, so we... View Details