Negotiation - Publications - Faculty & Research

01 Mar 2012
News

Under the Hood

job is too big, but no job is beneath him, either. He’ll negotiate a multimillion-dollar contract and then the next day stand in the mud at our Eldora Speedway and hang sponsor banners. He’s not afraid to roll his sleeves up and get... View Details

Keywords: NASCAR; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment; Transportation

01 Dec 2013
News

Faculty Books

a Chaotic World by Michael Wheeler (Simon & Schuster) Wheeler, the MBA Class of 1952 Professor of Management Practice, retired, shows how master negotiators thrive in the face of chaos and uncertainty. They understand View Details

01 Sep 2006
News

Does My Résumé Work?

you want to have after this job?” he elaborated. “If the offer is a step toward that goal, it makes the decision a lot easier.” Should I negotiate the offer? Davis urges applicants to negotiate only on... View Details

Keywords: Deborah Blagg; jobs; interviews; Business Schools & Computer & Management Training; Educational Services

01 Mar 2018
News

Can a Digital Platform Open Up the Opaque Metals Industry?

negotiations between producers and buyers, with a trader in the middle who typically knows the market better than either side. “You have to understand them and their problems and the market better than they do. You have to be an absolute... View Details

Keywords: Nicole Torres

24 Apr 2014
News

Reinventing perceptions of Africa through wine

winery Seven Sisters, produced the first South African wine served on American Airlines. The South African government helped to negotiate a land purchase for Seven Sisters, which, until that point, owned no vineyards and had to contract... View Details

17 Jun 2016
News

Minding God’s Money

business challenges in nonprofits with global operations, large staffs, and potentially hundreds of millions of dollars in annual cash flow, Thomas comments, “The leadership I provide is behind the scenes. The best ministries understand that their reputations are built... View Details

01 Sep 2004
News

Interpreting the Gipper

U.S.-Soviet competition forced the Soviet Politburo to install a reformer, Mikhail Gorbachev, rather than a hard-liner, Beschloss asserted. Then that same escalation caused Gorbachev to feel pressure “to make arms deals and improve View Details

Keywords: Executive, Legislative, and Other General Government Support; Government

01 Dec 2016
News

Inside the Bestseller List with James Andrew Miller

The then 24-year-old didn’t know he had something big on his hands until his agent negotiated a publishing deal: “That’s your first peek at what the market potential is,” Miller says. Miller went on to write Live from New York, a history... View Details

01 Jun 1997
News

A Better Way to Go on Strike

concept, which we developed with our colleagues Howard Raiffa and Michael Wheeler, the "No-Fist" alternative, an acronym for Normal Operations with a Financial Strike. Here's how it would work: Once the deadline is imminent and View Details

Keywords: David Lax and Professor James K. Sebenius

01 Mar 2014
News

3-Minute Briefing: Frank Blethen (PMD 35, 1978)

we finally pulled the trigger, it was the difference between $30 million and $100 million. I STARTED OUT in a variety of jobs at the Times, most of them not very glamorous. I was a building manager, negotiating janitorial and security... View Details

Keywords: Hanna, Julia; Seattle Times Company; News, Library, Internet, and Other Services; Information; Publishing Industries (except Internet); Information; Information

01 Dec 2018
News

Research Brief: Bargaining for Better

study takes a different tack: Something as simple and nonmaterial as negotiation skills can have a life-changing impact on a girl’s future. The study is detailed in “Negotiating a Better Future: How Interpersonal Skills Facilitate... View Details

Keywords: Jennifer Myers

25 May 2016
News

Supporting Critical Initiatives

with a Harvard MBA can negotiate a deal to buy a company without apologizing for being a woman or a mom,” she observes. “I’m happy to support a school that is giving more women a seat at the table.” View Details

01 Mar 2018
News

More Than a Game

20-plus years at Procter & Gamble. “To make truly meaningful things happen in a business, you ought to tackle two or three things at most,” he says. One of those big things in 2017? Negotiating the naming rights for the SeaWolves stadium... View Details

Keywords: Dan Morrell