Bargaining - Publications - Faculty & Research

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Negotiation Course Online | HBS Online

your approach to be more effective Who Will Benefit Negotiation Professionals Value-Driven Individuals Early and Mid-Career Professionals Hone your negotiation skills and develop strategies and techniques to achieve success at the View Details

30 May 2005
Research & Ideas

Six Steps for Making Your Threat Credible

less at stake than I do." You might also suggest that your substitute is a harder bargainer than you are: " I don't want to walk away from this deal, but he's in charge and is not happy with the offer on the table." In both... View Details

Keywords: by Deepak Malhotra

03 Jun 2002
Research & Ideas

How to Succeed With Your New Boss

the resources you need. In conjunction with establishing goals, begin to negotiate for the key resources—people, funding, and knowledge—you need to succeed. Don't commit to goals without getting corresponding commitments on resources. Otherwise you won't have much... View Details

Keywords: by Michael Watkins

13 May 2013
Research & Ideas

How to Spot a Liar

Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra and Max H. Bazerman. Follow Malhotra on Twitter at @Prof_Malhotra. View Details

Keywords: by Carmen Nobel

04 Sep 2012
Working Paper Summaries

Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges

Keywords: by James Sebenius

13 Feb 2006
Research & Ideas

When Gender Changes the Negotiation

was negotiable became unclear. When parties understand little about the limits of the bargaining range and appropriate standards for agreement, the ambiguity of a negotiation increases. In highly ambiguous negotiations, it becomes more... View Details

Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

accounting profit margins, for example, should be trained in “Finance 101,” Cespedes says. Besides, the best sales managers are not only adept at bargaining for a chunk of the company’s budget to benefit their own people, but look for... View Details

Keywords: by Dina Gerdeman

07 May 2012
Research & Ideas

The Art of Haggling

behavior and protracted disputes. Integrative bargaining is the process that is emphasized in most professional schools. Rightly so, says Harvard Business School Professor of Management Practice Michael A. Wheeler, who notes that many... View Details

Keywords: by Katie Johnston

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about... View Details

Keywords: by Martha Lagace

27 Feb 2006
Research & Ideas

When Rights of First Refusal Are a Bad Deal

a sweet opportunity for the tenant. But the timing of the deal works in favor of the landlord, who can now present an ultimatum to the third party saying that if the third party offers a price below $100,000 the renter has a right to match the offer. The BA-ROFR not... View Details

Keywords: by Sean Silverthorne; Construction; Real Estate; Entertainment & Recreation

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

something where both sides are going to benefit." No matter what emotions are present at the bargaining table, a smart negotiator first becomes aware of what they are—and then works to emphasize the positive emotions that can help... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

29 Jan 2024
News

On the Road to Recovery

Alejandro Moreno (MBA 1988) didn’t know much about travel nursing when he met a fellow entrepreneur by chance at a child’s birthday party in 2003. The man was considering starting a new business providing short-term staffing assistance to hospitals around the country.... View Details

02 Aug 2021
Research & Ideas

What If Closing the Wage Gap Means Everyone Earns Less?

laws that seek to give workers more bargaining power by requiring companies to disclose employee salaries. However, opening up the books for all to see has put 2 to 3 percent less cash in workers’ pockets, at least in the US private... View Details

Keywords: by Avery Forman

21 Sep 2021
Office Hours

Readers Ask: How Can I Gain Power and Influence?

vacancies job applicants have more choice and more bargaining power. But with less than 11 percent of American workers being unionized and given that in the vast majority of companies, workers have no representation on the board of... View Details

Keywords: by Kristen Senz

January 2016
Case

Haiti Hope: Innovating the Mango Value Chain

By: Amy C. Edmondson and Jean-François Harvey

This case study examines a market-based approach to economic development through the eyes of NGO TechnoServe's project manager, implementing a US$9.5 million five-year public-private partnership between Coca-Cola, IDB, and USAID. The case ends at the beginning of the... View Details

Citation

Educators

Purchase

09 Jul 2007
Research & Ideas

Five Steps to Better Family Negotiations

negotiate only considering the interests of those at the bargaining table when those who are not at the table will be affected by what is negotiated and can assert their rights or power in the future. A typical strength of family... View Details

Keywords: by John A. Davis and Deepak Malhotra

01 Sep 2009
News

Don’t Mess with His Texas

WATERS: Betting the ranch on posterity. Lost Maples State Natural Area in the Hill Country of Texas is noted for its beautiful limestone canyons and native bigtooth maple trees. The park recently grew by 700 acres thanks to Lou Waters (MBA ’66), who, for a View Details

Keywords: Amusement, Gambling, and Recreation Industries; Arts, Entertainment

11 Aug 2003
Research & Ideas

Why Budgeting Kills Your Company

Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details

Keywords: by Loren Gary

01 Jun 2007
What Do You Think?

How Should Pay Be Linked to Performance?

the larger pay packages are negotiated by those being hired from outside the organization. Most often, an outside hire is prompted by poor performance by insiders. So in a sense, the bargaining power of the outsider is increased,... View Details

Keywords: by Jim Heskett

23 Oct 2013
Research & Ideas

Overcoming Nervous Nelly

instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details

Keywords: by Michael Blanding

Publications