Publications

Jun 06 2016
Brochure

Negotiation & Decision-Making Comparison Chart

01 Mar 2008
News

Sarah Talley’s Key Negotiation Principles

statements you know, can we do this better and so forth. If the relationship with Wal-Mart is truly a partnership, negotiating to resolve differences should not endanger the tenor of the partnership. Don’t spend time griping. Be problem... View Details

Keywords: General Merchandise Stores; Retail Trade

November 1990
Article

The Greenhouse Effect: Negotiating Targets

By: James K. Sebenius

Keywords: Natural Environment; Negotiation

Feb 23 2017
Testimonial

Exploring the Dimensions of Negotiation

April 1996 (Revised May 2008)
Exercise

Adam Baxter Company/Local 190: 1985 Negotiation Baxter Management Confidential Information

By: Kathleen L. McGinn and Victoria Medvec

ncludes a series of three negotiation exercises portraying management/labor relations at ABC over a period of seven years. ABC, initially a family-owned business, had prided itself on its cooperative relationship with its union, Local 190. With the skyrocketing... View Details

Keywords: Inflation and Deflation; Compensation and Benefits; Wages; Working Conditions; Management; Negotiation Process; Labor and Management Relations

October 2009
Case

Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)

By: James K. Sebenius and Ellen Knebel

This case describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success along with several of... View Details

Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Management Teams; Retail Industry

March 2004
Article

How to Negotiate Successfully Online

By: Kathleen L. McGinn and Eric Wilson

Keywords: Negotiation; Success; Online Technology

Read Now

1991
Book

Cognition and Rationality in Negotiation

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation; Cognition and Thinking

January 2002 (Revised April 2015)
Background Note

A Note on Maneuvering in War and Negotiation

By: Michael Wheeler and Gillian Morris

Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of... View Details

Keywords: Negotiation Tactics; Situation or Environment; Conflict and Resolution; War; Adaptation

03 Nov 2019
News

Sunday Strategist: Negotiation Strategies for Donald Trump (And You)

Web

Negotiation Course Online | HBS Online

This course is part of the Entrepreneurship & Innovation and Leadership & Management track. Introduction to Negotiation Mastery LIMITED TIME ONLY Extra learning at no extra cost. Enroll now and unlock a GenAI Bonus Bundle featuring... View Details

March 2004
Article

How to Negotiate Successfully Online

By: Michael Wheeler

Keywords: Negotiation; Internet and the Web; Success

9 AM – 9 AM EDT, 02 May 2018
HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details

August 1978
Exercise

Streaker: Negotiating Exercise - Seller

By: Howard Raiffa

Keywords: Negotiation

31 Mar 2020
News

Controlling the Emotion of Negotiation

June 2025
Teaching Note

Paul Weiss: Fighting or Negotiating with POTUS

By: Eugene Soltes and Anthea Brady

This note was prepared by Professor Eugene Soltes and Research Associate Anthea Brady for the purpose of aiding classroom instructors in the use of “Paul Weiss: Fighting or Negotiating with POTUS,” HBS No. 125-098. It provides analysis and questions that are intended... View Details

April 1995 (Revised June 1995)
Background Note

Anchoring and First Offers in Negotiation

Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. View Details

Keywords: Negotiation Tactics; Negotiation Offer