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  • January 2025
  • Case

Negotiating with Data: Analytics FC (A)

By: Jillian Jordan and Livia Alfonsi
Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details
Keywords: Negotiation; Negotiation Preparation; Gender; Analytics and Data Science; Sports; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom
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  • 9 AM – 10 AM EDT, 16 Oct 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: October 16, 2019 - December 11, 2019 View Details
  • 9 AM – 10 AM EDT, 29 May 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: May 29, 2019 - July 24, 2019 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
  • 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
  • 22 Dec 2003
  • Research & Ideas

Why Negotiation is Like Jazz

improvisational forms can help you shape your negotiations from the onset. Just as a piece of jazz springs from all the musicians in an ensemble, a negotiation evolves from interactions across the parties.... View Details
Keywords: by Kathleen L. McGinn
  • April 2014
  • Article

15 Rules for Negotiating a Job Offer

By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that... View Details
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  • 07 Apr 2014
  • Research & Ideas

Negotiation and All That Jazz

propositions apply in negotiation, as well, according to Michael Wheeler's new book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World. As the title suggests, he sees negotiation as an art rather than an exact science.... View Details
Keywords: by Michael Blanding
  • 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
Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship
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  • 21 Jun 2016
  • News

How to Negotiate with a Liar

  • Web

Negotiating - Alumni

Careers Negotiating Careers Negotiating Preparation is key to a successful negotiation. The tips and questions below are designed to let you know what to expect from the... View Details
  • Aug 04 2015
  • Testimonial

Preparing for the Challenges Ahead

  • 13 Oct 2003
  • Research & Ideas

Negotiating Challenges for Women Leaders

Women don't have a problem developing an effective leadership style. What they do struggle with more than men, however, is claiming the authority to lead, according to Hannah Riley Bowles and Kathleen L. McGinn. The gender gap in leadership is the focus of... View Details
Keywords: by Martha Lagace
  • Aug 02 2018
  • Testimonial

Preparing for the Next Challenge

  • 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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  • 26 Apr – 21 Jun 2017
  • HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details
  • 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
Related
  • Teaching Interest

Changing the Game: Negotiation and Competitive Decision Making

By: Guhan Subramanian
High-stakes business negotiations challenge your wits, your confidence, and your capacity for clear reasoning under intense pressure. Changing the Game leverages the latest research to your advantage, helping you prepare for complex... View Details
  • 9 AM – 9 AM EDT, 14 Mar 2018
  • HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details
  • 9 AM – 9 AM EDT, 02 May 2018
  • HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details