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  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
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← Page 21 of 3,202 Results →
  • 12 Apr 2016
  • News

New Research: Women Who Don’t Negotiate Might Have a Good Reason

  • June 2004
  • Article

Mapping Backward: Negotiating in the Right Sequence

By: James K. Sebenius
Keywords: Negotiation
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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.)
  • January 1997
  • Exercise

Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

By: James K. Sebenius
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
Keywords: Transformation; Information Management; Negotiation Deal; System
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Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
  • February 1998
  • Article

Interest Alignment and Coalitions in Multi-party Negotiation

By: J. Polzer, E. Mannix and M. Neale
Keywords: Negotiation; Alliances
Citation
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Polzer, J., E. Mannix, and M. Neale. "Interest Alignment and Coalitions in Multi-party Negotiation." Academy of Management Journal 41, no. 4 (February 1998): 42–54.
  • winter 1985
  • Article

Sovereignty en Garde: Negotiating with Foreign Investors

By: L. T. Wells Jr. and D. Encarnation
Keywords: Negotiation; Investment
Citation
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Wells, L. T., Jr., and D. Encarnation. "Sovereignty en Garde: Negotiating with Foreign Investors." International Organization 39, no. 1 (winter 1985): 47–78. (Reprinted in Benjamin Gomes-Casseres and David B. Yoffie (eds.) The International Political Economy of Direct Foreign Investment. London: Edward Elgar Publishing Ltd., 1993.)
  • 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
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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.
  • 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
  • Web

Negotiation and Diplomacy - Course Catalog

HBS Course Catalog Negotiation and Diplomacy Course Number 2218 Professor James Sebenius Spring; Q3Q4; 3.0 credits Co-taught with Professor Nicholas Burns, Harvard Kennedy School What can we learn from studying highly skilled View Details
  • January 1997
  • Exercise

Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems

By: James K. Sebenius
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
Keywords: Transformation; Information Management; Negotiation; System
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Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.
  • August 2004
  • Article

Overcoming Stage Fright: How to Prepare for Negotiation

By: Michael Wheeler
Keywords: Negotiation
Citation
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Wheeler, Michael. "Overcoming Stage Fright: How to Prepare for Negotiation." Negotiation 7, no. 8 (August 2004).
  • October 2021
  • Supplement

Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)

By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
  • April 2001
  • Article

Six Habits of Merely Effective Negotiators

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Six Habits of Merely Effective Negotiators." Harvard Business Review 79, no. 4 (April 2001): 87–95.
  • June 2007
  • Supplement

EZAmuse Negotiation (D): Rob Bonham Background

By: G. Felda Hardymon and Ann Leamon
Keywords: Negotiation
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Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation (D): Rob Bonham Background." Harvard Business School Supplement 807-171, June 2007.
  • May 1982
  • Background Note

Note on the 1982 Auto Negotiations

By: Michael Beer
Keywords: Negotiation; Auto Industry
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Beer, Michael. "Note on the 1982 Auto Negotiations." Harvard Business School Background Note 482-103, May 1982.
  • March 2004
  • Article

Fair Enough? An Ethical Fitness Quiz for Negotiators

By: Michael Wheeler
Keywords: Ethics; Negotiation
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Wheeler, Michael. "Fair Enough? An Ethical Fitness Quiz for Negotiators." Negotiation 7, no. 3 (March 2004).
  • November 2004
  • Article

For Better or Worse: How Relationships Affect Negotiations

By: Kathleen L. McGinn
Keywords: Relationships; Negotiation
Citation
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McGinn, Kathleen L. "For Better or Worse: How Relationships Affect Negotiations." Negotiation 7, no. 11 (November 2004): 1–3.
  • 04 Sep 2012
  • News

Executives Miss A Big Opportunity When They Negotiate

  • 01 Jun 2004
  • News

An Ethical Fitness Quiz for Negotiators

Shady dealings at the negotiating table may work in the short term, but in the end, you’ll undermine trust and tarnish your reputation, warns HBS professor Michael A. Wheeler in the March issue of Negotiation, a newsletter from HBS... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 1995
  • Chapter

Multiparty Negotiation in Its Social Context

By: J. Polzer, E. Mannix and M. Neale
Keywords: Negotiation; Society
Citation
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Polzer, J., E. Mannix, and M. Neale. "Multiparty Negotiation in Its Social Context." In Negotiation as a Social Process, edited by R. Kramer and D. Messick. Thousand Oaks, CA: Sage Publications, 1995.
  • 12 PM – 1 PM EDT, 05 Oct 2016
  • Webinars: Trending@HBS

Negotiating the Impossible: Break Deadlocks and Resolve Conflicts (without Money or Muscle)

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. To top it off, you have little power or other resources with... View Details
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