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- All HBS Web
(849)
- People (2)
- News (153)
- Research (515)
- Events (2)
- Multimedia (3)
- Faculty Publications (314)
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- April 1995 (Revised June 1995)
- Background Note
Anchoring and First Offers in Negotiation
Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. View Details
Wu, George. "Anchoring and First Offers in Negotiation." Harvard Business School Background Note 895-070, April 1995. (Revised June 1995.)
- 2019
- Working Paper
How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS
A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
- April 1995 (Revised March 1996)
- Background Note
Framing and Negotiation
How can framing--alternative description of an object, event, or situation--can be used effectively in negotiation? A real estate dialog is used to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and... View Details
Keywords: Negotiation Tactics
Wu, George. "Framing and Negotiation." Harvard Business School Background Note 895-023, April 1995. (Revised March 1996.)
- May 2013
- Article
How to Negotiate with VCs
By: Deepak Malhotra
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details
Malhotra, Deepak. "How to Negotiate with VCs." Harvard Business Review 91, no. 5 (May 2013): 84–90.
- October 1999 (Revised March 2000)
- Background Note
Venture Capital Negotiations: VC versus Entrepreneur
By: Robert J. Robinson and Noam T. Wasserman
Introduces students to the challenging negotiations between venture capitalists and entrepreneurs. Explores interests, sources of negotiating power, barriers to reaching agreement, and common contractual terms. Describes how the parties try to reduce information... View Details
Robinson, Robert J., and Noam T. Wasserman. "Venture Capital Negotiations: VC versus Entrepreneur." Harvard Business School Background Note 800-170, October 1999. (Revised March 2000.) (2000.)
- April 16, 2021
- Article
A Playbook for Negotiators in the Social Media Era
By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness... View Details
Keywords: Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America
Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
- 2014
- Working Paper
Handshaking Promotes Cooperative Dealmaking
By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
- 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.)
- August 1999 (Revised September 1999)
- Case
Double Dealmaking in the Browser Wars (A)
Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details
Sebenius, James K. "Double Dealmaking in the Browser Wars (A)." Harvard Business School Case 800-050, August 1999. (Revised September 1999.)
- October 1997 (Revised September 2000)
- Case
Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly
By: Michael A. Wheeler and Georgia Levenson
Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details
Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California
Wheeler, Michael A., and Georgia Levenson. "Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly." Harvard Business School Case 898-018, October 1997. (Revised September 2000.)
- 2014
- Working Paper
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
No business skill may be as important to success as negotiation. We negotiate everything: agreements with partners and vendors, in-scope/out-of-scope parameters around important projects, and our own compensation and job responsibilities, to name just a few. If we... View Details
Keywords: by Sean Silverthorne
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
Cultural differences can influence business negotiations in significant and unexpected ways, as many a hapless dealmaker has learned. In some cases, it's a matter of ignorance or blatant disrespect, as with the American salesman who presented a potential Saudi Arabian... View Details
Keywords: by James K. Sebenius
- July 3, 2014
- Comment
Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)
As six months of talks soon end with wide gaps likely remaining on key issues, P5+1 and Iranian diplomats will undoubtedly cite some tangible progress, then argue for a six-month extension. This will likely become a pattern, with some version of the interim deal... View Details
Sebenius, James K. "Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)." Iran Matters (July 3, 2014). (Belfer Center for Science and International Affairs, Harvard Kennedy School.)
- June 2002
- Background Note
Complexity Theory and Negotiation
By: Michael A. Wheeler and Gillian Morris
This case highlights an application of current thoughts in complexity science to negotiation theory. It emphasizes a provocative approach that questions much of traditional negotiation research thus far. The case explains the roots of complexity science and some broad... View Details
Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002.
- March 1998
- Case
Bumper Acquisition (B), A
By: James K. Sebenius and David T. Kotchen
Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details
Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
- October 2021
- Supplement
Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)
By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
- July 9, 2014
- Article
A Great Negotiator's Essential Advice
The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details
Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore
Sebenius, James K. "A Great Negotiator's Essential Advice." Harvard Business Review (website) (July 9, 2014).
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)
By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)