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Show Results For
- All HBS Web
(3,200)
- People (4)
- News (641)
- Research (2,154)
- Events (5)
- Multimedia (60)
- Faculty Publications (1,755)
- 30 Aug 2016
- News
How to achieve attractive solutions in ugly negotiations
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- Other Unpublished Work
Negotiating in the Shadow of Terrorism: How Violent Extremism Makes Peace Negotiations Possible and Improbable
By: Deepak Malhotra
Keywords: Negotiation
- Research Summary
Negotiation Ethics and Moral Decisionmaking
Whenever people and organizations negotiate, they implicitly decide what -- if anything -- they owe their counterparts in regard to candor, distributional fairness, and the possible use of pressure. The deals that they reach may also have impacts on stakeholders who... View Details
- July 2024
- Simulation
Río Curicó: A Negotiation Simulation
By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
- January 2010
- Teaching Note
Real Property Negotiation Game (TN)
By: Arthur I Segel, John Vogel and Justin Seth Ginsburgh
Teaching Note for [209031], [209032], [209034], [209036], [209037], [209038], and [209039]. View Details
- March 1999
- Teaching Note
Negotiating Corporate Change Series TN
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
- September 2017 (Revised March 2019)
- Case
Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)
By: James K. Sebenius and Laurence A. Green
In 1976, a growing crisis in Southern Africa drew the attention of United States Secretary of State Henry A. Kissinger. White Rhodesian leader Ian Smith's refusal to accede to black majority rule threatened to widen into a regional conflict involving apartheid South... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Government and Politics; Africa; United States
Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)." Harvard Business School Case 918-003, September 2017. (Revised March 2019.)
- September 2008 (Revised April 2009)
- Supplement
Wyoff and China-LuQuan: Negotiating a Joint Venture (B)
By: James K. Sebenius and Cheng (Jason) Qian
Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and Jinan-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading U.S. chemical company, has been... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Process; Negotiation Tactics; Chemical Industry; China; Pennsylvania
Sebenius, James K., and Cheng (Jason) Qian. "Wyoff and China-LuQuan: Negotiating a Joint Venture (B)." Harvard Business School Supplement 909-014, September 2008. (Revised April 2009.)
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #4
Describes the position of Utility #4 in negotiating Group C with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #4." Harvard Business School Exercise 793-084, December 1992.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #3
Describes the position of Utility #3 in negotiating Group B with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #3." Harvard Business School Exercise 793-079, December 1992.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #3
Describes the position of Utility #3 in negotiating Group A with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #3." Harvard Business School Exercise 793-075, December 1992.
- September 2017 (Revised March 2019)
- Supplement
Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)
By: James K. Sebenius and Laurence A. Green
In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)." Harvard Business School Supplement 918-004, September 2017. (Revised March 2019.)
- 10 Apr 2019
- News
Rupert Murdoch, the NFL, and the Negotiation That Remade TV
- 10 Mar 2016
- News
Salary negotiation classes teach women how to "push back"
- June 12, 2023
- Article
The Limits of Capacity Building for Investment Contract Negotiations
By: Karl P. Sauvant, Vanessa Sze Wai Tsang and Louis T. Wells
Developing countries must negotiate the best possible investment contracts with foreign investors at the outset. Donor organizations regularly push for “capacity building” to create technical expertise for negotiations within host country governments. But building and... View Details
Sauvant, Karl P., Vanessa Sze Wai Tsang, and Louis T. Wells. "The Limits of Capacity Building for Investment Contract Negotiations." Columbia FDI Perspectives, no. 359 (June 12, 2023).
- June 2008 (Revised January 2010)
- Case
Name Your Price: Compensation Negotiation at Whole Health Management (A)
By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and... View Details
Keywords: Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value
Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (A)." Harvard Business School Case 908-064, June 2008. (Revised January 2010.)
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division." Harvard Business School Exercise 897-059, January 1997.
- Research Summary
Negotiating in the Shadow of Cancer
By: Deepak Malhotra
I am working with collaborators at the Memorial Sloan Kettering Cancer Center to develop interventions that will help surgeons communicate more effectively with cancer patients, with the goal of helping patients make better decisions regarding their health. View Details
- January 2001 (Revised April 2004)
- Case
Term Sheet Negotiations for Trendsetter, Inc.
Describes two aspiring entrepreneurs who have just received offering documents for venture funding (known as term sheets) from two venture capital firms. Neither of the entrepreneurs have experience in raising capital and they are wondering how to compare the two... View Details
Kuemmerle, Walter, and William J. Coughlin. "Term Sheet Negotiations for Trendsetter, Inc." Harvard Business School Case 801-358, January 2001. (Revised April 2004.)