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  • Research Summary

Negotiation

By: Deepak Malhotra
A large part of my work focuses on negotiation, dealmaking and conflict resolution. My latest book is Negotiating the Impossible: How to Break Deadlocks... View Details
  • Teaching Interest

Negotiation

By: Alison Wood Brooks

Negotiation is an Elective Curriculum course for HBS MBA students. Success at work and at home requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors,... View Details

  • Article

Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

By: James K. Sebenius
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
Related

    Negotiation Genius

    Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the... View Details
    • Teaching Interest

    Negotiation

    By: Kevin P. Mohan

    Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details

    • July–August 2020
    • Article

    Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

    By: Lingling Zhang and Doug J. Chung
    The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details
    Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation
    Related
    • 02 Oct 2006
    • Research & Ideas

    Negotiating in Three Dimensions

    Tactics, deal design, and set-up are three crucial components of the most effective negotiations. Yet many negotiators focus only on the tactical part, running the risk of undermining their own best... View Details
    Keywords: by Martha Lagace
    • 03 Mar 2003
    • Research & Ideas

    The Ingredients of a Deal Disaster

    Experienced negotiators are generally comfortable working out the terms of an economic contract: They bargain for the best price, haggle over equity splits, and iron out detailed exit clauses. But these same seasoned professionals often... View Details
    Keywords: by Ron S. Fortgang, David A. Lax & James K. Sebenius
    • September 2007
    • Article

    Investigative Negotiation

    By: Deepak Malhotra and Max H. Bazerman
    This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
    Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
    Related
    • 27 Mar 2017
    • News

    A Harvard negotiations expert explains why Trump failed to get a heath-care deal

    • November 1998 (Revised April 1999)
    • Case

    Wireless Telecom Negotiation

    By: Jay O. Light
    A venture capital/private equity fund is preparing to negotiate with the two parties in a prospective PCS joint venture: the entrepreneur and AT&T Wireless. The negotiation will decide how equity and control are shared in the venture. View Details
    Keywords: Joint Ventures; Entrepreneurship; Venture Capital; Private Equity; Governance Controls; Negotiation Deal; Wireless Technology; Telecommunications Industry
    Related
    • 14 Apr 2016
    • News

    5 Reasons Good Deals Get Rejected

    • Research Summary

    Dealing with Hard Bargainers

    By: James K. Sebenius
    In this line of research, I have been developing effective approaches to negotiating 1) with hard bargainers, 2) in difficult situations, and 3) from positions of perceived weakness. Through field study and theoretical inquiry, I have been developing classes of moves,... View Details
    • Aug 03 2017
    • Testimonial

    Finding Value in Every Deal

      HBS Online: Negotiation Mastery

      Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details

      • 2010
      • Working Paper

      Developing Negotiation Case Studies

      By: James K. Sebenius
      While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details
      Keywords: Debates; Cases; Goals and Objectives; Negotiation; Perspective
      Related
      • 9 AM – 9 AM EDT, 19 Sep 2018
      • HBS Online

      HBX 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: September 19, 2018 - November 14, 2018 View Details
      • May 2022
      • Case

      The NFL’s $110-Billion Media Rights Deals

      By: Anita Elberse and Elizabeth Warner
      On March 18, 2021, Brian Rolapp, chief media and business officer at the National Football League (NFL) presented the results of a months-long effort to renegotiate rights deals with the NFL’s current partners in television—the media conglomerates behind the networks... View Details
      Keywords: Sports; Entertainment; Media; Marketing; Strategy; General Management; Negotiation; Partners and Partnerships; Competition; Media and Broadcasting Industry; Sports Industry
      Related
      • Program

      Strategic Negotiations

      Summary The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance at the bargaining table. In this business negotiation... View Details
      • January 2017 (Revised October 2018)
      • Case

      Novartis: A Transformative Deal

      By: David Collis and Ashley Hartman
      When Joe Jimenez became CEO of Swiss-based Novartis in 2010, replacing longtime CEO Dan Vasella, he assumed control of one of the top pharmaceutical companies in the world. Vasella, an avowed advocate of diversification, had expanded the scope of the company and... View Details
      Keywords: Novartis; GlaxoSmithKline; Asset Swap; Acquisitions; Divestiture; Strategy Alignment; Pharmaceuticals; Strategy; Business Strategy; Corporate Strategy; Diversification; Consolidation; Mergers and Acquisitions; Pharmaceutical Industry
      Related