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Show Results For
- All HBS Web
(3,197)
- People (4)
- News (636)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,755)
- Research Summary
Self-Disclosure and the Struggle to Negotiate Identities
Identity negotiation, the set of processes through which group members come to establish their identities within a group, has important implications for group interactions and productivity, particularly for diverse groups. When groups cannot make informed assumptions... View Details
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
- May 2004
- Article
Smart Alternatives to Lying in Negotiation
By: Deepak Malhotra
Keywords: Negotiation
Malhotra, Deepak. "Smart Alternatives to Lying in Negotiation." Negotiation 7, no. 5 (May 2004).
- 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
- 10 Jan 2019
- News
A negotiated solution to the shutdown
- December 2011
- Case
Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig
Case provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. The... View Details
Eisenmann, Thomas R., Shikhar Ghosh, and James K. Sebenius. "Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig." Harvard Business School Case 812-103, December 2011.
- 12 Jul 2012
- Working Paper Summaries
Negotiation Processes As Sources of (And Solutions To) Interorganizational Conflict
- March 2024
- Article
Medicare Price Negotiation and Pharmaceutical Innovation Following the Inflation Reduction Act
By: Matthew Vogel, Pragya Kakani, Amitabh Chandra and Rena M. Conti
The Inflation Reduction Act (IRA) requires Medicare to negotiate lower prices for some medicines with high Medicare spending. Using historical data from public and proprietary sources to apply the IRA's negotiation criteria retrospectively, we identify all drugs that... View Details
Keywords: Policy; Government Legislation; Health Care and Treatment; Negotiation; Price; Pharmaceutical Industry
Vogel, Matthew, Pragya Kakani, Amitabh Chandra, and Rena M. Conti. "Medicare Price Negotiation and Pharmaceutical Innovation Following the Inflation Reduction Act." Nature Biotechnology 42, no. 3 (March 2024): 406–412.
- 1992
- Chapter
Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research
By: M. H. Bazerman and M. A. Neale
- 2003
- Case
Lakhdar Brahimi / Negotiating a New Government for Afghanistan
By: James K. Sebenius and Kristin Schneeman
Part of the PON Great Negotiator Case Study Series, this factual case study examines former UN Special Envoy Lakhdar Brahimi's involvement in negotiating an interim Afghani government after the fall of the Taliban in 2001. As a result of these efforts, Brahimi... View Details
Keywords: Contemporary History; Government and Politics; Agreements and Arrangements; Leadership Style; Cognition and Thinking; Conferences; Afghanistan
Sebenius, James K., and Kristin Schneeman. "Lakhdar Brahimi / Negotiating a New Government for Afghanistan." Program on Negotiation at Harvard Law School Case, 2003.
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
- 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.)
- 2012
- Lecture
How to Negotiate a Job Offer
By: Deepak Malhotra
Malhotra, Deepak. "How to Negotiate a Job Offer." Harvard Business School, 2012. (Over 600,000 views on YouTube.)
- June 1992
- Article
Nonrational Escalation of Commitment in Negotiation
By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
Bazerman, M. H., and M. A. Neale. "Nonrational Escalation of Commitment in Negotiation." European Management Journal 10, no. 2 (June 1992): 163–68.
- 2012
- Chapter
Commentary and Future Directions for Negotiations
By: Chia-Jung Tsay and Max Bazerman
Keywords: Negotiation
Tsay, Chia-Jung, and Max Bazerman. "Commentary and Future Directions for Negotiations." In The Psychology of Negotiations in the 21st Century Workplace, edited by Barry M. Goldman and Debra L. Shapiro. Organizational Frontiers Series. Routledge, 2012.
- January 1992
- Article
Negotiation Analysis: A Characterization and Review
Keywords: Negotiation
Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
- February 2003
- Article
Negotiating the Spirit of the Deal
By: Ron S. Fortgang, David A. Lax and James K. Sebenius
Keywords: Negotiation
Fortgang, Ron S., David A. Lax, and James K. Sebenius. "Negotiating the Spirit of the Deal." Harvard Business Review 81, no. 2 (February 2003): 66–75.
- 08 Apr 2025
- News