Publications

07 Apr 2014
Research & Ideas

Negotiation and All That Jazz

into your strategy right from the start. "There are certain things you won't know until you engage with the other side. In other words, negotiation is a dynamic, interactive process," Wheeler says. Whatever... View Details

Keywords: by Michael Blanding

11 Sep 2006
Research & Ideas

Negotiating When the Rules Suddenly Change

left to round out the team. Then again, there's no point in holding lots of cash with no one worthwhile to spend it on. Conventional negotiation theory doesn't say much about how to craft and execute View Details

Keywords: by Michael Wheeler; Sports

2004
Other Teaching and Training Material

Great Negotiator 2002: Lakhdar Brahimi

By: James K. Sebenius and Kristin Schneeman

The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details

Keywords: Negotiation; Learning; Strategy; Afghanistan

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

experienced negotiators, and the ability to structure and execute negotiations strategically and systematically. "All of the strategies you have described work when you're dealing with people who will... View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

05 Jul 2018
Book

Henry Kissinger's Lessons for Business Negotiators

Keywords: by Sean Silverthorne

12 Oct 1999
Research & Ideas

Building Bridges: New Dimensions in Negotiation

sensibly choose substance (the second dimension) over interpersonal process (the first) or moves away from the table over moves at the table. The most effective negotiators often craft mutually reinforcing moves from each dimension.... View Details

Keywords: by Anita M. Harris

04 Apr 2016
Book

How to Negotiate Situations That Feel Hopeless

Keywords: by Carmen Nobel

January–February 2000
Article

The Electronic Negotiator: Negotiations over Email

By: Kathleen L. Valley

It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details

Keywords: Negotiation; Communication Strategy

February 2010
Module Note

Strategies of Influence

By: Deepak Malhotra

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details

Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

February 2011
Article

Bounded Ethicality in Negotiations

By: Max Bazerman

Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes inflating images of themselves as moral individuals. We overview the psychology that... View Details

Keywords: Behavior; Values and Beliefs; Strategy; Goals and Objectives; Reputation; Negotiation; Moral Sensibility

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

December 2010
Case

The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment

By: James K. Sebenius and Shula Gilad

A network of influential Israelis and Palestinians, jointly trained in negotiation at Harvard since 2002, faces organizational, strategic, and funding challenges in 2010. Unlike "people-to-people" or "Track II" initiatives, the Israeli-Palestinian Negotiating Partners... View Details

Keywords: Finance; Negotiation Participants; Organizational Change and Adaptation; Conflict and Resolution; Conflict Management; Social and Collaborative Networks; Strategy

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

February 2006 (Revised March 2006)
Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout

On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States

Educators

26 Sep 2007
Sharpening Your Skills

Sharpening Your Skills: Negotiation

strategy is an aligned combination of set-up moves that occur away from the table, deal design moves, and tactics at the table, all designed to overcome the barriers you've identified. The best response to a barrier in one dimension may... View Details

August 2009
Article

The Reality and Myth of Sacred Issues in Negotiations

By: A. E. Tenbrunsel, K A. Wade-Benzoni, V. H. Medvec, L. Thompson and M. H. Bazerman

This paper investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, when negotiators focus on sacred issues, this negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative... View Details

Keywords: Decision Choices and Conditions; Values and Beliefs; Negotiation Process; Negotiation Tactics; Conflict of Interests; Perception; Cooperation

December 2010
Supplement

Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)

By: James K. Sebenius and Alex Green

Describes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. View Details

Keywords: Government and Politics; Agreements and Arrangements; Negotiation Tactics; Conflict of Interests; Strategy; Indonesia

January 2008 (Revised April 2009)
Case

Wyoff and China-LuQuan: Negotiating a Joint Venture (A)

By: James K. Sebenius and Cheng (Jason) Qian

Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details

Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania

Educators

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