Negotiations - Publications - Faculty & Research

08 Oct 2015
News

Can't Afford School? Girls Learn To Negotiate The Harvard Way: #15Girls

2012
Lecture

How to Negotiate a Job Offer

By: Deepak Malhotra

Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics

Citation

2023
Case

Christiana Figueres and the Collaborative Approach to Negotiating Climate Action

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This case study centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change (UNFCCC) to build momentum for, and ultimately pass, the 2015... View Details

Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership

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April 2013
Article

What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators

By: James K. Sebenius

Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career... View Details

Keywords: Bargaining; Conflict Resolution; Dealmaking; Negotiation; Personal Development and Career; Conflict and Resolution

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January 2013
Article

The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine

By: Michael A. Wheeler

On the surface, warfare and negotiation may seem to be polar opposites. The objective in war is to defeat the enemy. In negotiation, the goal is to find a solution that satisfies all the parties. Not surprisingly, little cross-learning and exchange has occurred across... View Details

Keywords: Strategy; Leadership; War; Negotiation; Learning

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June 1992
Article

Nonrational Escalation of Commitment in Negotiation

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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2012
Chapter

Commentary and Future Directions for Negotiations

By: Chia-Jung Tsay and Max Bazerman

Keywords: Negotiation

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January 1992
Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius

Keywords: Negotiation

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February 2003
Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius

Keywords: Negotiation

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08 Apr 2025
News

Relationships 2.0: Become a Better Negotiator

December 1992
Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1

By: Willis M. Emmons III

Describes the position of Utility #1 in negotiating Group B with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details

Keywords: Decision Choices and Conditions; Governance Compliance; Governing Rules, Regulations, and Reforms; Government Legislation; Negotiation; Pollutants; Strategy; Utilities Industry

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23 Oct 2019
News

Negotiators Share Lessons from High-Stakes Global Diplomacy

Madeleine Albright was interviewed for the American Secretaries of State Project, a collaboration among faculty members at HBS, Harvard Kennedy School, and Harvard Law School designed to extract lessons in negotiation and diplomacy for... View Details

Keywords: University Collaborations