negotiating - Publications - Faculty & Research

01 Sep 2015
News

State of the Unions

impact in the United States. Real middle-class wage growth requires collective bargaining. “In an era where I think an awful lot of people see wage stagnation as a major problem in the American economy,” he says, the negotiations continue... View Details

Keywords: Janelle Nanos; McDonald's; Walmart

01 Oct 1996
News

Working Behind the Scenes — Alan F. Horn (MBA 1971)

the advisory boards of two museums, including the Autry Museum of West Heritage in Los Angeles. For Horn, these social and cultural activities, as well as his active involvement in raising two young daughters, help him keep a sense of perspective as he View Details

Keywords: Thomas Frick

01 Oct 1998
News

New Releases

business? Howard Raiffa, the Frank Plumpton Ramsey Professor of Managerial Economics, Emeritus, at HBS, is a pioneer in the development of decision and negotiations analysis. In Smart Choices: A Practical Guide to Making Better Decisions,... View Details

01 Mar 2010
News

Sole Mates

forced business closings due to contentious negotiations between the unions and the state and other employers. A real black swan. This has worsened an economy already weakened by the global financial crisis. Such conditions test the... View Details

Keywords: Garry Emmons; Forestry and Logging; Agriculture; Monetary Authorities-Central Bank; Finance; Administration of Environmental Quality Programs; Government

01 Mar 2014
News

Research Brief: Better to Be Safe with a Sorry

"Never apologize, mister," John Wayne's character famously said in She Wore a Yellow Ribbon. "It's a sign of weakness." And while previous academic research has similarly concluded that apologizing during negotiations hurts perceptions of... View Details

Keywords: Morrell, Daniel; Information

01 Dec 2011
News

Greek Drama

further austerity measures. “What we need the most,” he declared, “is a change in policy mix so that we can regenerate recovery, reduce the deficit, and service our debt.” Added Samaras, “I am prepared to negotiate and take the... View Details

Keywords: Executive, Legislative, and Other General Government Support; Government

01 Jun 2022
News

Ink: Start Small, Rise Above

probably different from what either of us would have done on our own. We all learned this in negotiation class at HBS: If one person is gaining, it doesn’t necessarily mean the other person is losing. There’s actually a third point where... View Details

Keywords: Jen McFarland Flint

01 Dec 2016
News

@Soldiers Field

director Jodi Goldstein (MBA 1996), and a full agenda of class dinners and social events. HBX is expanding its online offerings: Professor Mihir Desai’s six-week Leading with Finance for business leaders debuted this fall, and Professor Michael Wheeler’s new View Details

28 Feb 2025
News

Alumni Startup Enters the Shark Tank

capital. How did you prepare for your appearance? And—honestly—which Shark were you most nervous about facing? I studied past episodes to identify common pitfalls and reviewed my HBS negotiations notes. But the most valuable prep came... View Details

25 Feb 2021
News

Building Hope

reframe negative experiences in a more productive manner. That’s especially important for severely depressed people who may feel hopeless or suicidal. As it set out to start treating the veteran community, the Ketamine Fund negotiated... View Details

Keywords: Daniel Morrell

01 Jan 2007
News

Donna L. Dubinsky, MBA 1981

grown in different directions. Palm had produced several great iterations of handhelds, and we had focused on building a great smartphone, so we were quite complementary," says Dubinsky, who negotiated the merger in 2003 and remains on... View Details