Publications

winter 1985
Article

Sovereignty en Garde: Negotiating with Foreign Investors

By: L. T. Wells Jr. and D. Encarnation

Keywords: Negotiation; Investment

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

August 2007
Article

Negotiations versus Auctions: New Advice for Buyers

By: Ian Larkin

Keywords: Negotiation; Auctions; Information

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

April 2010
Supplement

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)

By: James K. Sebenius and Ellen Knebel

This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details

Keywords: Customers; Management Practices and Processes; Negotiation Deal; Outcome or Result; Business and Stakeholder Relations; Retail Industry

2009
Working Paper

Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation

By: James K. Sebenius

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

November 2022
Case

Matt Higgins: Resilience and Empathy in Negotiation

By: Francesca Gino, Sarah Livick-Moses and Ruth Page

Educators

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

December, 2017
Article

How to Be an Effective Negotiator

By: Michael A. Wheeler

October 2013
Blog Post

Negotiation Strategies for Doctors and Hospitals

By: Deepak Malhotra and Manu Malhotra MD

October 1988 (Revised April 1994)
Supplement

1987 NFL Strike (B): Negotiating Exercise

June 1989 (Revised October 1989)
Supplement

Hi Tech Industries (B): Second-Stage Negotiations

February 1990 (Revised March 1990)
Case

Contract Negotiations at Local 26 (B)

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

March 2020
Article

Knowing When to Ask: The Cost of Leaning-in

By: Christine L. Exley, Muriel Niederle and Lise Vesterlund

Women's reluctance to negotiate is often used to explain the gender wage gap, popularizing the push for women to “lean-in" and negotiate more. Examining an environment where women achieve positive profits when they choose to negotiate, we find that increased... View Details

Keywords: Negotiations; Leaning-in; Selection; Negotiation Participants; Negotiation Style; Gender