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Show Results For
- All HBS Web
(497)
- News (69)
- Research (383)
- Events (5)
- Multimedia (4)
- Faculty Publications (239)
- 01 Jun 2010
- News
Faculty Research Online
Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down at the View Details
- 9 AM – 10 AM EDT, 07 Aug 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details
- 01 Dec 2007
- News
Faculty Books
Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra and Max H. Bazerman (Bantam Books) Associate Professor Malhotra and Professor Bazerman take the mystery out of preparing for and... View Details
- 01 Dec 2018
- News
Researching Business and Politics in China and Southeast Asia
says, explaining that China is a good place to conduct research on the topic. “China is in the middle of a political and economic reorganization, and we don’t know what will happen next,” she observes. “The backlash against China’s global reach is only starting.” In... View Details
- Web
Negotiation - Course Catalog
both at and away from the bargaining table. It will give you the opportunity to enhance your strengths as a negotiator and to shore up your weaknesses. Course Content Moving from simple (two-party, one-shot, price deals) to complex... View Details
- 01 Jun 2004
- News
An Ethical Fitness Quiz for Negotiators
negotiating situations, Wheeler cautions against making ethical choices on the fly. He advises asking yourself in advance five important questions that can help illuminate the boundaries between right and wrong at the bargaining table. In... View Details
- 01 Jun 2007
- News
The Show Goes On
hoping to sell 2,000 tickets at $30 each. That’s close to our $70,000 operating budget. This year, we had some savvy negotiators who bargained with our lighting and sound vendors and managed to get a 10 percent reduction in price. Another... View Details
- 04 Mar 2015
- What Do You Think?
Can a Laissez-Faire Approach Fix Labor Market Inequality?
wage disparity, which is more a symptom than a cause of the larger problem. These discussions often elicit an observation that, in many developed economies, too many workers can't live on the money they make. For whatever reason—globalization of and competition for... View Details
- 01 Feb 1997
- News
Leading the Way In Negotiation and Decision Making
organizational negotia- tions. To add realism, the unit's faculty has scrambled the sections for this course so that students encounter both familiar and unfamiliar faces across their classroom bargaining table. "The role of informal... View Details
Keywords: Judith A. Ross
- 01 Sep 2010
- News
School’s 100th MBA Class Graduates
trial and error; entrepreneurs are those who can turn unavoidable setbacks into advantages.” Third, he concluded, “Principles often have a cost, but it’s always a bargain in the end” because principled companies outperform others.... View Details
Keywords: Graduation
- 18 Feb 2009
- First Look
First Look: February 18, 2009
laissez faire policy favors the better-regulated economy, level playing fields are good for weaker regulators. We show that multinational banking mitigates the cherry-picking effect and reduces the damage that a level playing field causes in the better-regulated... View Details
Keywords: Martha Lagace
- 12 Jan 2016
- First Look
January 12, 2016
practitioners often exhibit confusion about whether the terms "integrative" and "distributive" refer to behavior or to underlying issue structure (or both). Third, the authors develop the "Distributive Bargaining... View Details
Keywords: Carmen Nobel
- 10 Aug 2015
- Research & Ideas
Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers
explored whether bargain prices would counterbalance the negative effects of a high pay ratio—and the mandated disclosure thereof. Source: "Paying Up for Fair Pay: Consumers Prefer Firms with Lower CEO-to-Worker Pay Ratios." The team... View Details
- Web
Managing International Trade and Investment - Course Catalog
strategic environment for transnational business. These informal rules and bargains include the political coalitions that sustain globalization and the dynamics of international business in different contexts of economic and political... View Details
- 15 Dec 2015
- First Look
December 15, 2015
findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining... View Details
Keywords: Carmen Nobel
- 01 Dec 2020
- What Do You Think?
How Can We Get Companies to Invest More in Low-Wage Workers?
train people we pay poorly. Among other things, the study recommends empowering unions to close the gap between returns to capital and labor. Proposals include modifying labor laws to support collective bargaining in all types of jobs as... View Details
Keywords: by James Heskett
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
Uncertain Environment? Negotiating When the Rules Suddenly Change Following the adoption of a collective bargaining agreement in 2005, National Hockey League GMs had one month to absorb the new rules and put a team together. How to best... View Details
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
elements. These elements can include how each person understands himself or herself; how they understand their relationship with the other person as well as that person's characteristics; and what they perceive and know about the View Details
Keywords: by Martha Lagace
- Profile
Brett Lindsay Laffel
three days after graduation." At MLB, Brett joined the Labor Relations department while the collective bargaining agreement with the players' association was taking place in 2006. Later, she joined the Baseball Operations department... View Details