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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)
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems
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 David Carlson as he attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.
- March 2012 (Revised October 2012)
- Teaching Note
Fiji versus FIJI: Negotiating Over Water (TN)
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
- 12 Dec 2024
- News
What People Still Get Wrong About Negotiations
- June 1995
- Article
Negotiating Over Time: Impediments to Integrative Solutions
By: E. A. Mannix, C. Tinsley and M. H. Bazerman
Mannix, E. A., C. Tinsley, and M. H. Bazerman. "Negotiating Over Time: Impediments to Integrative Solutions." Organizational Behavior and Human Decision Processes 62, no. 3 (June 1995): 241–251.
- August 2007
- Article
Negotiations versus Auctions: New Advice for Buyers
By: Ian Larkin
Larkin, Ian. "Negotiations versus Auctions: New Advice for Buyers." Negotiation 10, no. 8 (August 2007).
- 30 Jul 2018
- News
Why Ethical People Become Unethical Negotiators
- 15 Jun 2023
- News
4 Examples of Business Negotiation Strategies
- June 2009
- Teaching Note
Negotiating Equity Splits at UpDown (TN)
By: Noam T. Wasserman and Deepak Malhotra
Teaching Note for [809020]. View Details
- April 2013
- Article
What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators
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
Sebenius, James K. "What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators." Negotiation Journal 29, no. 2 (April 2013): 159–169.
- 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
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.
- 2009
- Working Paper
Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation
When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
Sebenius, James K. "Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation." Harvard Business School Working Paper, No. 10-048, December 2009.
- 21 Jul 2021
- News
9 Tactics for Better Remote Negotiations
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #2
Describes the position of Utility #2 in negotiating Group C 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: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #2." Harvard Business School Exercise 793-082, December 1992.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #1
Describes the position of Utility #1 in negotiating Group C 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: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #1." Harvard Business School Exercise 793-081, December 1992.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #4
Describes the position of Utility #4 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: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #4." Harvard Business School Exercise 793-080, December 1992.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #4
Describes the position of Utility #4 in negotiating Group A 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: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group A, Utility #4." Harvard Business School Exercise 793-076, December 1992.
- January 2013
- Article
The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine
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
Wheeler, Michael A. "The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine." Negotiation Journal 29, no. 1 (January 2013): 23–38.