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  • All HBS Web  (3,201)
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Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
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← Page 18 of 3,201 Results →
  • 26 Sep 2005
  • Research & Ideas

What Perceived Power Brings to Negotiations

year in the journal Group Decisions and Negotiation, authors Rebecca L. Wolfe and Kathleen McGinn found that in negotiations where participants shared relatively equal perceived power, the outcome tended to address the needs of both... View Details
Keywords: by Mallory Stark
  • 10 Jan 2019
  • News

A negotiated solution to the shutdown

  • summer 2002
  • Article

Negotiating Lessons from the Browser Wars

By: James K. Sebenius
Keywords: Negotiation; Learning; Web
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Sebenius, James K. "Negotiating Lessons from the Browser Wars." MIT Sloan Management Review 43, no. 4 (summer 2002): 43–50.
  • 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
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Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)." Harvard Business School Supplement 911-041, December 2010.
  • Spring 2018
  • Article

Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation

By: James K. Sebenius
When Robert Mugabe was forced out of office in late 2017 after 37 years of increasingly brutal rule in Zimbabwe, he had been in the job so long that few recall how he got there. Fewer still remember that it was Henry Kissinger, whose complex, if unlikely, negotiations... View Details
Keywords: Negotiation; History; Negotiation Style; Outcome or Result; Zimbabwe
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Sebenius, James K. "Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation." Harvard International Review 39, no. 2 (Spring 2018): 58–61.
  • 2012
  • Lecture

How to Negotiate a Job Offer

By: Deepak Malhotra
Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics
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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
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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
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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

By: James K. Sebenius
Keywords: Negotiation
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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
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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

Relationships 2.0: Become a Better Negotiator

  • December 1992
  • Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #1

By: Willis M. Emmons III
Describes the position of Utility #1 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 Participants; Negotiation Process; Pollutants; Laws and Statutes; Governing Rules, Regulations, and Reforms; Governance Compliance; Utilities Industry; United States
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Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #1." Harvard Business School Exercise 793-073, December 1992.
  • December 1992 (Revised November 1993)
  • Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #3

By: Willis M. Emmons III
Describes the position of Utility #3 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 Participants; Negotiation Process; Pollutants; Laws and Statutes; Governing Rules, Regulations, and Reforms; Governance Compliance; Utilities Industry; United States
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Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #3." Harvard Business School Exercise 793-083, December 1992. (Revised November 1993.)
  • April 2006
  • Article

Negotiation Design for Large, Multistakeholder Projects

By: James K. Sebenius
Keywords: Negotiation; Design; Projects
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Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
  • February 1997 (Revised September 2000)
  • Case

3M: Negotiating Air Pollution Credits (B)

By: Michael A. Wheeler and Thomas Dretler
Supplements the (A) case. View Details
Keywords: Conflict of Interests; Negotiation Types; Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States
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Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (B)." Harvard Business School Case 897-135, February 1997. (Revised September 2000.)
  • 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
  • Web

Negotiation and Diplomacy - Course Catalog

HBS Course Catalog Negotiation and Diplomacy Course Number 2218 Professor James Sebenius Spring; Q3Q4; 3.0 credits Co-taught with Professor Nicholas Burns, Harvard Kennedy School What can we learn from studying highly skilled View Details
  • 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
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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

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