Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (3,201) Arrow Down
Filter Results: (3,201) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)

Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)
← Page 18 of 3,201 Results →
  • January 1996 (Revised October 1999)
  • Background Note

Sources of Joint Gains in Negotiations

Presents two basic principles that underlie the creation of joint gains. Four sources of joint gains--differences in interests, opinion, risk preference, and time preference--are discussed, and simple examples are provided to illustrate the basic concepts. View Details
Keywords: Management; Negotiation; Decision Making
Citation
Educators
Purchase
Related
Wu, George. "Sources of Joint Gains in Negotiations." Harvard Business School Background Note 396-241, January 1996. (Revised October 1999.)
  • Mar 07 2018
  • Testimonial

Laying the Groundwork for Successful Negotiation

  • Dec 05 2017
  • Testimonial

Elevating Negotiation to the Next Level

  • 30 Mar 2017
  • News

Negotiating Peace in Canada's Largest Rainforest

the future of BC’s forests for decades and had grown bitter, and there was little hope of resolution. But within four years, Wally and his fellow negotiators hashed out a tentative way forward, and—a decade later—the agreement was... View Details
  • 18 Apr 2016
  • News

Women Who Don't Negotiate Could Be Making a Smart Choice

  • February 2006
  • Supplement

Smartix (C): Rethinking the Negotiations

By: James K. Sebenius
Keywords: Negotiation
Citation
Purchase
Related
Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
  • 2008
  • Article

To Be a Negotiation Genius

By: Deepak Malhotra
Keywords: Negotiation
Citation
Related
Malhotra, Deepak. "To Be a Negotiation Genius." SENSEX 1, no. 6 (2008): 50–52.
  • 1998
  • Chapter

Can Negotiators Outperform Game Theory?

By: M. H. Bazerman, R. Gibbons, L. Thompson and K. L. McGinn
Keywords: Negotiation Participants; Game Theory; Performance
Citation
Find at Harvard
Read Now
Related
Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. McGinn. "Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998. (Reprinted in A. Rau, E. Sherman, & S. Peppet (Eds.), Processes of Dispute Resolution, Foundation Press, 2002.)
  • 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
  • Article

Three Ethical Issues in Negotiation

By: James K. Sebenius and David Lax
Keywords: Negotiation; Ethics
Citation
Find at Harvard
Related
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
  • October 2000 (Revised September 2002)
  • Case

Doyle's Dealmaking Dilemma (B): Final Negotiations

By: James K. Sebenius
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
Citation
Educators
Purchase
Related
Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
  • summer 2002
  • Article

Negotiating Lessons from the Browser Wars

By: James K. Sebenius
Keywords: Negotiation; Learning; Web
Citation
Find at Harvard
Related
Sebenius, James K. "Negotiating Lessons from the Browser Wars." MIT Sloan Management Review 43, no. 4 (summer 2002): 43–50.
  • December 1992
  • Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #2

By: Willis M. Emmons III
Describes the position of Utility #2 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
Citation
Purchase
Related
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #2." Harvard Business School Exercise 793-078, December 1992.
  • Article

Will You Negotiate or Litigate?

By: Deepak Malhotra
Keywords: Negotiation; Lawsuits and Litigation
Citation
Find at Harvard
Related
Malhotra, Deepak. "Will You Negotiate or Litigate?" Negotiation 7, no. 10 (October 2004).
  • March 2012 (Revised October 2012)
  • Teaching Note

Fiji versus FIJI: Negotiating Over Water (TN)

By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Keywords: Negotiation; Fiji
Citation
Purchase
Related
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water (TN)." Harvard Business School Teaching Note 912-031, March 2012. (Revised October 2012.)
  • January 2002
  • Article

Dealcrafting: The Substance of Three Dimensional Negotiation

By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Citation
Find at Harvard
Related
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
  • 2009
  • Working Paper

Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation

By: James K. Sebenius
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
Citation
Read Now
Related
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.
  • 2005
  • Chapter

The Decision Perspective to Negotiation

By: M. Bazerman and Katie Shonk
Keywords: Decision Making; Negotiation; Perspective
Citation
Related
Bazerman, M., and Katie Shonk. "The Decision Perspective to Negotiation." In Handbook of Dispute Resolution, edited by Michael Moffitt and Robert Bordone. San Francisco: Jossey-Bass, 2005.
  • December 2010
  • Supplement

Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)

By: James K. Sebenius and Alex Green
Describes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. View Details
Keywords: Government and Politics; Agreements and Arrangements; Negotiation Tactics; Conflict of Interests; Strategy; Indonesia
Citation
Purchase
Related
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)." Harvard Business School Supplement 911-041, December 2010.
  • 12 Dec 2024
  • News

What People Still Get Wrong About Negotiations

  • ←
  • 18
  • 19
  • …
  • 160
  • 161
  • →
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College.