Negotiation Offer - Publications - Faculty & Research

August 1996 (Revised December 1996)
Background Note

Two Psychological Traps in Negotiation

Two psychological traps, anchoring and framing, and their role in negotiation are described. The anchoring section describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's... View Details

Keywords: Negotiation Tactics

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22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

Substantive acts have a set form: Parties exchange positions at the beginning of the negotiation and proceed with a series of offers and counteroffers, with little discussion of underlying priorities.... View Details

Keywords: by Kathleen L. McGinn

13 Oct 2003
Research & Ideas

Negotiating Challenges for Women Leaders

companies should use company policy to actively make allowances for different negotiation styles of men and women? McGinn: Giving women more on their first offer is presuming a main effect. It is presuming... View Details

Keywords: by Martha Lagace

October 2003 (Revised November 2004)
Case

Joe Bachelder: Executive Pay Negotiator

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details

Keywords: Negotiation Preparation; Negotiation Process; Negotiation Participants; Executive Compensation; Retail Industry; Sports Industry

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Negotiating - Alumni

process, you might say "I'd like to get a better sense of my fit with the position and company before discussing finances." When it's time to talk, the offer should come from the hiring manager or your HR contact. Prioritizing & View Details

10 Jul 2012
Working Paper Summaries

Communicating Frames in Negotiations

Keywords: by Kathleen L. McGinn & Markus Nöth

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

their actions, the strength of your BATNA (Best Alternative to a Negotiated Agreement), and so on—there is a strong likelihood they will make better decisions. For example, if someone says "no" to an View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

researchers say, is, it depends. "The technology we use to negotiate affects our definition of the negotiation game and the behavior deemed appropriate for the interaction," write Bazerman, Valley... View Details

Keywords: by Martha Lagace

08 Dec 2015
News

Control the Negotiation Before It Begins

2011
Chapter

Building Intercultural Trust at the Negotiating Table

By: Sujin Jang and Roy Y.J. Chua

This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation

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12 Oct 1999
Research & Ideas

Building Bridges: New Dimensions in Negotiation

From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS View Details

Keywords: by Anita M. Harris

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

seeming delighted, the union's chief negotiator responded: "We'd like to caucus to consider your offer." The manufacturer was shocked by his opponent's caution. But should he have been? The union, expecting another drawn-out... View Details

Keywords: by Deepak Malhotra

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

12 PM – 1 PM EDT, 12 Apr 2018
Webinars: Career

The Challenge of Negotiating Inside Your Company

Our toughest negotiations often arent those with outside parties. Instead they are with our boss, our colleaguesand sometimes even people who report to us. Drawing on his recently launched HBX Negotiation Mastery course, Professor Wheeler will present strategies for... View Details

September 2023
Case

Healthy.io: The Negotiation for the Medical Selfie

By: Amit Goldenberg and Kumba Sennaar

Healthy.io, an Israeli digital health company, prepares to enter the U.S. market with its chronic kidney disease test. A product safety approval is delayed, putting the company’s cash runway at risk. How should the CEO negotiate his offer to insurance companies ahead... View Details

Keywords: Negotiation; Entrepreneurship; Venture Capital; Operations; Business Startups; Market Entry and Exit; Health Industry; Israel; United Kingdom; United States

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December 2019
Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

By: M. Jeong, J. Minson, M. Yeomans and F. Gino

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details

Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result

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2007
Working Paper

Paths to Equality: Walking the Talk in Multi-party Negotiations

By: Kathleen L. McGinn, Katherine L. Milkman and Markus Nöth

Past research has shown that communication in negotiations heightens social awareness, facilitates coordination, increases the utility for the other's positive outcomes, and thereby leads to more equal payoffs. But the role of specific communication strategies in... View Details

Keywords: Interpersonal Communication; Fairness; Agreements and Arrangements; Negotiation Types; Behavior; Competition

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11 Sep 2006
Research & Ideas

Negotiating When the Rules Suddenly Change

How can you negotiate when the rules suddenly change, and no one knows whether your particular market is headed up or down? Regrouping from the cancellation of the 2004-2005 season due to failed labor negotiations, National Hockey League... View Details

Keywords: by Michael Wheeler; Sports

March 2010 (Revised December 2012)
Background Note

A 'Rich-vs.-King' Approach to Term Sheet Negotiations

By: Noam Wasserman, Furqan Nazeeri and Kyle Anderson

This note offers a new approach to venture capital term-sheet negotiations, with actionable steps based on insights from Professor Wasserman's "Rich-vs.-King" approach to founder decisions. A core thesis of this note is that trying to negotiate all terms in a term... View Details

Keywords: Entrepreneurship; Venture Capital; Financing and Loans; Framework; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Financial Services Industry

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May 2020
Article

Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment

By: Nava Ashraf, Natalie Bau, Corinne Low and Kathleen McGinn

Using a randomized control trial, we examine whether offering adolescent girls nonmaterial resources—specifically, negotiation skills—can improve educational outcomes in a low-income country. In so doing, we provide the first evidence on the effects of an intervention... View Details

Keywords: Negotiation; Competency and Skills; Training; Age; Gender; Education; Investment; Outcome or Result; Developing Countries and Economies

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