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  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,757)

Show Results For

  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,757)
← Page 21 of 3,202 Results →
  • 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
Keywords: Negotiations; Leaning-in; Selection; Negotiation Participants; Negotiation Style; Gender
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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
Keywords: Risk and Uncertainty; Negotiation; Insurance
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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
Keywords: Negotiation; Conflict and Resolution; Decision Making
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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
Keywords: Negotiation; Perception; Power and Influence
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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
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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)

By: James K. Sebenius
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
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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
Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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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)

By: James K. Sebenius
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
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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
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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

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.
  • 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.
  • 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
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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

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