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Show Results For
- All HBS Web
(3,202)
- People (4)
- News (639)
- Research (2,153)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,757)
- 04 Sep 2012
- News
Executives Miss A Big Opportunity When They Negotiate
- 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
- 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.
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
year in the journal Group Decisions and Negotiation, authors Rebecca L. Wolfe and Kathleen McGinn found that in negotiations where participants shared relatively equal perceived power, the outcome tended to address the needs of both... View Details
Keywords: by Mallory Stark
- September 1982
- Article
Risk Aversion and the Negotiation of Insurance Contracts
By: R. Kihlstrom and A. E. Roth
Kihlstrom, R., and A. E. Roth. "Risk Aversion and the Negotiation of Insurance Contracts." Journal of Risk and Insurance 49 (September 1982): 372–387.
- 19 Mar 2014
- News
15 Rules for Negotiating a Job Offer
- 10 Feb 2017
- News
How to negotiate the best job package
- 2005
- Introduction
A Decision Perspective on Negotiation and Conflict Resolution
By: M. H. Bazerman
Bazerman, M. H. "A Decision Perspective on Negotiation and Conflict Resolution." Introduction to Negotiation, Decision Making, and Conflict Management. 3 vols. Edited by M. H. Bazerman. Edward Elgar Publishing, 2005.
- January 2005
- Article
Perceived, Relative Power and Its Influence on Negotiations
By: Rebecca Wolfe and Kathleen L. McGinn
Wolfe, Rebecca, and Kathleen L. McGinn. "Perceived, Relative Power and Its Influence on Negotiations." Group Decision and Negotiation 14, no. 1 (January 2005): 3–20.
- 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.
- 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.)
- 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.
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
- February 2008
- Article
Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights
By: James J. Anton and Dennis A. Yao
Expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property (IP). In principle, confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use. In practice,... View Details
Keywords: Corporate Disclosure; Intellectual Property; Knowledge Sharing; Lawsuits and Litigation; Rights; Agreements and Arrangements; Competition
Anton, James J., and Dennis A. Yao. "Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights." International Economic Review 49, no. 1 (February 2008): 319–348. (Harvard users click here for full text.)
- 08 Mar 2019
- News
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
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
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
- 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
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.
- December 2010
- Case
Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)
By: James K. Sebenius and Alex Green
In early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that... View Details
Keywords: Government and Politics; Negotiation; Conflict and Resolution; Conflict Management; Indonesia
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)." Harvard Business School Case 911-040, December 2010.
- April 2001
- Article
Six Habits of Merely Effective Negotiators
Keywords: Negotiation
Sebenius, James K. "Six Habits of Merely Effective Negotiators." Harvard Business Review 79, no. 4 (April 2001): 87–95.