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Show Results For
- All HBS Web
(826)
- People (2)
- News (166)
- Research (526)
- Events (2)
- Multimedia (3)
- Faculty Publications (323)
- Teaching Interest
Negotiation
By: Kevin P. Mohan
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details
- 24 Apr 2018
- Op-Ed
Op-Ed: What Mark Zuckerberg Can Learn About Crisis Leadership from Starbucks
it are not representative of our Starbucks mission and values.” In contrast, Zuckerberg ducked the spotlight for five days and even then tried to shift the argument away from data privacy. In terms of public support, this tactic backfired... View Details
- 26 Sep 2023
- Cold Call Podcast
The PGA Tour and LIV Golf Merger: Competition vs. Cooperation
Keywords: Sports
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
- 14 Apr 2014
- Working Paper Summaries
Facts and Figuring: An Experimental Investigation of Network Structure and Performance in Information and Solution Spaces
- 2009
- Working Paper
Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy
When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be... View Details
Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Corporate Governance; Negotiation Process; Organizational Culture; Business and Government Relations
Sebenius, James K. "Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy." Harvard Business School Working Paper, No. 10-050, December 2009.
- 2009
- Working Paper
Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation
When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
Sebenius, James K. "Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation." Harvard Business School Working Paper, No. 10-048, December 2009.
- Web
Providing Assessment & Feedback - Christensen Center for Teaching & Learning
Observation of Case Instructors In-Class Assessment of Discussion-Based Teaching Questions for Class Discussions Teaching Quantitative Material Strategies and Tactics for Sensitive Topics View Details
- 19 Dec 2022
- Research & Ideas
What Motivates People to Give Generously—and Why We Sometimes Don't
because you feel obligated. There are tactics that you can use to increase giving in, in the short-term, but it’s always important to consider the effects of this short-term success on people’s feelings toward that charity, in the... View Details
- 28 Feb 2018
- Sharpening Your Skills
Master the Team Meeting
of the tougher topics (budget, staffing, etc.). This fortifies the culture of your team both inside and outside of the meeting. Tactical Stuff The time of the meeting and who attends is just as important as the agenda and the content. Pro... View Details
Keywords: by Julia Austin
- Web
Resources - Christensen Center for Teaching & Learning
Teaching Quantitative Material Strategies and Tactics for Sensitive Topics Featured Video In this video Professor Jan Rivkin explores General Shoe Company, the first Harvard Business School case study, how the case method came to be at... View Details
- April 2017
- Article
BATNAs in Negotiation: Common Errors and Three Kinds of 'No'
The Best Alternative to a Negotiated Agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Negotiation Journal 33, no. 2 (April 2017): 89–99.
- 11 Aug 2008
- Research & Ideas
Strategy Execution and the Balanced Scorecard
in the book the different roles, frequencies, participants, and agendas for operational review meetings and strategy review meetings. We open the book with a great quote often but perhaps inaccurately attributed to Sun Tzu in The Art of War: "Strategy without... View Details
Keywords: by Martha Lagace
- 01 Sep 2023
- News
Startup Success Beyond Silicon Valley
Professor Paul Gompers visited Endeavor Saudi Arabia, a nonprofit that promotes startups in emerging markets. Pictured are Alpana Thapar and Fares Khrais (both of the Middle East and North Africa Research Center), Gompers, Lateefa Alwaalan (Endeavor Saudi Arabia), and... View Details
Keywords: Jennifer Mele
- 07 May 2012
- Research & Ideas
The Art of Haggling
Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties chest their cards, each hoping the other will misplay his hand.... View Details
Keywords: by Katie Johnston
- 09 Jan 2012
- Research & Ideas
Location, Location, Location: The Strategy of Place
as nearby supporting industries; the company's ability to seek and retrieve knowledge in this setting; and its capability to do something better than competitors. An example of a firm playing tactical checkers instead of strategic chess... View Details
Keywords: by Dina Gerdeman
- Web
Women at HBS - Alumni
and mobilizes professionals who deliver strategic and tactical advice to a wide range of clients. Chief , cofounded by Carolyn Childers (MBA 2008) , supports New York—based women in their journey to executive leadership. The private... View Details
- Web
Virtual Job Search Teams - Alumni
ready to take the next step in their careers and launch a job search. You will get the most out of the program if you have an idea of what you want to try next and you are ready to tactically approach the job search. What is the structure... View Details
- Web
Women’s Leadership Summit - Alumni
of interesting speakers and topics.” — HBS Alumna (MBA 2013) “Love the breadth of topics across industries, functions, soft and hard skills, aspirational and tactical - something for everyone!!” — Alumni Board Member (MBA 2014) “(I) was... View Details
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following excerpt describes strategies and tactics to overcome another party's counterproductive behavior and keep the deal on track. These are ideas that... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman