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  • Oct 20 2016
  • Interview

Taking a Holistic View of Negotiation

  • Program

Strategic Negotiations

key issues, and develop the best process for each deal—all before the negotiations even start. This program is eligible for the Certificate of Management Excellence. Learn More Key Benefits The advanced View Details
  • 05 Feb 2014
  • News

Emotions as a negotiating tool

  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

is an essential skill, and where the science of negotiation is headed. Negotiation is a core competence for life, "not merely an important skill to be wheeled out for... View Details
Keywords: by Martha Lagace
  • 13 Feb 2006
  • Research & Ideas

When Gender Changes the Negotiation

negotiated for herself and others? Business people often ask us whether men or women are better negotiators. According to our research, gender is not a reliable predictor of negotiation performance; neither... View Details
Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn
  • November 1999
  • Case

Doyle's Dealmaking Dilemma: Negotiating the Job Search

By: James K. Sebenius
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
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  • 14 Dec 2015
  • News

What Happens When Zambian Schoolgirls Receive Negotiation Training

  • 13 Oct 2003
  • Research & Ideas

Negotiating Challenges for Women Leaders

McGinn believe that negotiation skills are crucial to closing the gender gap in leadership. Riley Bowles, who earned her doctoral degree from Harvard Business School, is an assistant professor at Harvard's... View Details
Keywords: by Martha Lagace
  • 22 Dec 2003
  • Research & Ideas

Why Negotiation is Like Jazz

improvisational music. Skillful improvising in a negotiation occurs at both the micro and macro levels; a solid understanding of both allows you to skillfully guide the improvisation, rather than letting the... View Details
Keywords: by Kathleen L. McGinn
  • October 2000 (Revised December 2008)
  • Case

Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

By: James K. Sebenius
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
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  • Mar 28 2018
  • Testimonial

Developing Critical Leadership Skills

  • 2014
  • Tool

Girls Arise! Working Together for a Better Future: Negotiation Curriculum

By: Kathleen McGinn, Corinne Low and Nava Ashraf
This negotiation curriculum provides a reference guide to train Zambian girls to adopt the communication skills needed to negotiate health and education decisions with power figures in their lives. View Details
Keywords: Negotiation; Communication; Competency and Skills; Gender; Age; Training
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  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

Examples," Sebenius details how "3-D negotiation" provides practitioners with skills for effective dealmaking that create value on a sustainable basis. According to Sebenius, the first dimension of View Details
Keywords: by Anita M. Harris
  • 28 Apr 2008
  • HBS Case

Negotiating with Wal-Mart

perspective. There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In "Sarah Talley and Frey Farms Produce:... View Details
Keywords: by Julia Hanna; Retail
  • 01 Apr 2002
  • News

Breakthrough International Negotiation

Susan Rosegrant urge business leaders to learn from the lessons of negotiators who have helped to shape recent world history. Watkins, who teaches the popular HBS elective Corporate Diplomacy, worked with Rosegrant, a political case... View Details
Keywords: Michael Watkins; Susan Rosegrant; Publishing Industries (except Internet); Information
  • 21 Oct 2013
  • News

Negotiation Strategies for Doctors — and Hospitals

  • 01 Mar 2008
  • News

Negotiating with Wal-Mart

are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In “Sarah Talley and Frey Farms Produce: View Details
Keywords: Julia Hanna; General Merchandise Stores; Retail Trade
  • Dec 04 2017
  • Testimonial

Master New Skills in Management

  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All View Details
Keywords: by Deepak Malhotra
  • March 24, 2014
  • Article

Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran

By: James K. Sebenius
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
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