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Show Results For
- All HBS Web
(3,201)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- December 1992 (Revised September 1995)
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: General Background Information
Designed to teach students about the trade-offs faced by firms exploring alternative approaches to complying with pollution control regulations. The setting is the U.S. electric utility industry in 1993. In accordance with the provisions of the 1990 Clean Air Act,... View Details
Keywords: Negotiation; Pollutants; Laws and Statutes; Governing Rules, Regulations, and Reforms; Governance Compliance; Utilities Industry; United States
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: General Background Information." Harvard Business School Exercise 793-072, December 1992. (Revised September 1995.)
- 9 AM – 9 AM EST, 24 Jan 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
- 19 Mar 2014
- News
15 Rules for Negotiating a Job Offer
- 10 Feb 2017
- News
How to negotiate the best job package
- 2016
- Book
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)
By: Deepak Malhotra
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And, to top it off, you have little power or other resources... View Details
Keywords: Dealmaking; Diplomacy; Conflict; Dispute Resolution; Strategy; Conflict Management; Negotiation
Malhotra, Deepak. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Berrett-Koehler Publishers, 2016. (Top 10 Business Books of 2016 (The Globe & Mail)
#1 Business Book of 2016 (KnowSquare, for the Spanish Edition)
Business Bestseller List (800CEORead.)
- 2008
- Working Paper
Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire
By: James K. Sebenius and Cheng (Jason) Qian
Cultural differences can affect negotiations in many ways, from influencing the basic motivations and perceptions of the players to guiding the surface aspects, such as etiquette, protocol, and process, of business interactions. Navigating the challenges of these... View Details
Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Governance; Questionnaires; Negotiation Process; Behavior; China
Sebenius, James K., and Cheng (Jason) Qian. "Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire." Harvard Business School Working Paper, No. 09-077, December 2008.
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
Cultural differences can influence business negotiations in significant and unexpected ways, as many a hapless dealmaker has learned. In some cases, it's a matter of ignorance or blatant disrespect, as with the American salesman who... View Details
Keywords: by James K. Sebenius
- 05 May 2011
- News
Obama's Secret Negotiation Weapon is One You Can Use Too
- January 2020
- Supplement
John Branca: Negotiating Michael Jackson’s Thriller (B)
By: James K. Sebenius and Alex Green
Supplements the (A) case. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson’s Thriller (B)." Harvard Business School Supplement 920-036, January 2020.
- February 1, 2019
- Article
What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919
By: Deepak Malhotra
On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only... View Details
Malhotra, Deepak. "What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919." Harvard Business Review (website) (February 1, 2019).
- 16 Feb 2011
- Working Paper Summaries
Naivete and Cynicism in Negotiations and Other Competitive Contexts
- 17 May 2016
- News
The One Thing You Should Always Ignore During Negotiations
- Spring 2018
- Article
Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation
When Robert Mugabe was forced out of office in late 2017 after 37 years of increasingly brutal rule in Zimbabwe, he had been in the job so long that few recall how he got there. Fewer still remember that it was Henry Kissinger, whose complex, if unlikely, negotiations... View Details
Sebenius, James K. "Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation." Harvard International Review 39, no. 2 (Spring 2018): 58–61.
- 08 Feb 2000
- Research & Ideas
Women Negotiating in the New Millenium
Do women negotiate differently from men? If yes, how much of a difference is there? For a long time, according to Hannah Riley, a doctoral candidate at HBS who has studied the subject, the answer was "'not much.'" Riley, along... View Details
Keywords: by Martha Lagace
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
year in the journal Group Decisions and Negotiation, authors Rebecca L. Wolfe and Kathleen McGinn found that in negotiations where participants shared relatively equal perceived power, the outcome tended to address the needs of both... View Details
Keywords: by Mallory Stark
- December 2010
- Case
Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)
By: James K. Sebenius and Alex Green
In early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that... View Details
Keywords: Government and Politics; Negotiation; Conflict and Resolution; Conflict Management; Indonesia
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)." Harvard Business School Case 911-040, December 2010.
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)
Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details
Keywords: Acquisition; Corporate Governance; International Relations; Negotiation Tactics; Consolidation; Mining Industry; Europe
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)." Harvard Business School Case 897-085, January 1997.
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
- 10 Sep 2020
- Other Presentation