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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)
- 2007
- Chapter
Negotiation Analysis: Between Decisions and Games
- 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
- 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.
- 19 Mar 2014
- News
15 Rules for Negotiating a Job Offer
- 10 Feb 2017
- News
How to negotiate the best job package
- February 1999 (Revised August 1999)
- Case
Michael Brown: Negotiating Slots at Foxwoods (B)
The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details
Keywords: Games, Gaming, and Gambling; Agreements and Arrangements; Government and Politics; Entertainment and Recreation Industry; Connecticut
Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (B)." Harvard Business School Case 899-235, February 1999. (Revised August 1999.)
- June 2009
- Teaching Note
Negotiating Equity Splits at UpDown (TN)
By: Noam T. Wasserman and Deepak Malhotra
Teaching Note for [809020]. View Details
- November 2008
- Case
The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China
By: James K. Sebenius, Michael Shih-ta Chen and Medha Samant
To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Interests; Cooperation; Expansion; Utilities Industry; Hong Kong
Sebenius, James K., Michael Shih-ta Chen, and Medha Samant. "The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China." Harvard Business School Case 909-028, November 2008.
- 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.
- 12 Apr 2016
- News
New Research: Women Who Don’t Negotiate Might Have a Good Reason
- 08 Mar 2019
- News
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
- 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.
- 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
Exley, Christine L., Muriel Niederle, and Lise Vesterlund. "Knowing When to Ask: The Cost of Leaning-in." Journal of Political Economy 128, no. 3 (March 2020): 816–854.
- June 2004
- Article
Mapping Backward: Negotiating in the Right Sequence
Keywords: Negotiation
Sebenius, James K. "Mapping Backward: Negotiating in the Right Sequence." Negotiation 7, no. 6 (June 2004). (Reprinted as "A Better Way to Negotiate: Backward" in Working Knowledge, July 26, 2004.)
- 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
Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)." Harvard Business School Supplement 910-044, April 2010.