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  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
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← Page 20 of 3,201 Results →
  • 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
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Malhotra, Deepak. "How to Negotiate a Job Offer." Harvard Business School, 2012. (Over 600,000 views on YouTube.)
  • 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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Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Collaborative Approach to Negotiating Climate Action." Program on Negotiation at Harvard Law School Case, 2023. Electronic.
  • 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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Sebenius, James K. "What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators." Negotiation Journal 29, no. 2 (April 2013): 159–169.
  • 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
Citation
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Wheeler, Michael A. "The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine." Negotiation Journal 29, no. 1 (January 2013): 23–38.
  • June 1992
  • Article

Nonrational Escalation of Commitment in Negotiation

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
Citation
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Bazerman, M. H., and M. A. Neale. "Nonrational Escalation of Commitment in Negotiation." European Management Journal 10, no. 2 (June 1992): 163–68.
  • 2012
  • Chapter

Commentary and Future Directions for Negotiations

By: Chia-Jung Tsay and Max Bazerman
Keywords: Negotiation
Citation
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Tsay, Chia-Jung, and Max Bazerman. "Commentary and Future Directions for Negotiations." In The Psychology of Negotiations in the 21st Century Workplace, edited by Barry M. Goldman and Debra L. Shapiro. Organizational Frontiers Series. Routledge, 2012.
  • January 1992
  • Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
  • February 2003
  • Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius
Keywords: Negotiation
Citation
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Fortgang, Ron S., David A. Lax, and James K. Sebenius. "Negotiating the Spirit of the Deal." Harvard Business Review 81, no. 2 (February 2003): 66–75.
  • 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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Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1." Harvard Business School Exercise 793-077, December 1992.
  • 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
  • April 2006
  • Article

Negotiation Design for Large, Multistakeholder Projects

By: James K. Sebenius
Keywords: Negotiation; Design; Projects
Citation
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Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
  • February 2025
  • Teaching Note

Negotiating a Legacy at Sustainable Harvest

By: Jillian J. Jordan, Julian Zlatev and Anoushka Kiyawat
Teaching Note for HBS Case Nos. 925-010 and 925-011. View Details
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Jordan, Jillian J., Julian Zlatev, and Anoushka Kiyawat. "Negotiating a Legacy at Sustainable Harvest." Harvard Business School Teaching Note 925-022, February 2025.
  • December, 2017
  • Article

How to Be an Effective Negotiator

By: Michael A. Wheeler
Citation
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Wheeler, Michael A. "How to Be an Effective Negotiator." Harvard Business Review (website) (November 16, 2015).
  • October 2013
  • Blog Post

Negotiation Strategies for Doctors and Hospitals

By: Deepak Malhotra and Manu Malhotra MD
Citation
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Related
Malhotra, Deepak, and Manu Malhotra MD. "Negotiation Strategies for Doctors and Hospitals." Harvard Business Review Blogs (October 21, 2013). http://blogs.hbr.org/2013/10/negotiation-strategies-for-doctors-and-hospitals/.
  • October 1988 (Revised April 1994)
  • Supplement

1987 NFL Strike (B): Negotiating Exercise

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Krishna, Vijay. "1987 NFL Strike (B): Negotiating Exercise." Harvard Business School Supplement 189-094, October 1988. (Revised April 1994.)
  • June 1989 (Revised October 1989)
  • Supplement

Hi Tech Industries (B): Second-Stage Negotiations

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Corey, E. Raymond. "Hi Tech Industries (B): Second-Stage Negotiations." Harvard Business School Supplement 589-118, June 1989. (Revised October 1989.)
  • February 1990 (Revised March 1990)
  • Case

Contract Negotiations at Local 26 (B)

Citation
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Related
Friedman, Raymond A. "Contract Negotiations at Local 26 (B)." Harvard Business School Case 490-063, February 1990. (Revised March 1990.)

    Negotiation Insight Series by Professor Malhotra

    In 2020, I created a series of 40 short videos with free advice on negotiationView Details
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