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- All HBS Web
(495)
- News (69)
- Research (382)
- Events (5)
- Multimedia (4)
- Faculty Publications (237)
- Web
Podcast - HBS Online
speaks with host Chris Linnane about how negotiation's improvisational nature makes it much like jazz. He also shares stories about a former president's photo and the acquisition of a television system to illustrate strategies for succeeding at the View Details
- 11 Dec 2018
- First Look
New Research and Ideas, December 11, 2018
world's food citizens—realize they must take more responsibility for society's nutritional needs, economic development, and the health of the environment. Goldberg argues that the traditionally commodity-oriented, bargaining relationship... View Details
Keywords: Dina Gerdeman
- 01 Mar 2009
- News
Damon Silvers
current system thwarted union organizing? A union election is supposed to be the expression of the employees’ desires to bargain collectively and choose their own representatives. Yet, the law allows employers to require employees to... View Details
- 27 Feb 2007
- First Look
First Look: February 27, 2007
Macroeconomics (forthcoming) Abstract This paper presents a complete general equilibrium model with flexible wages where the degree to which wages and productivity change when cyclical employment changes is roughly consistent with postwar U.S. data. Firms with market... View Details
Keywords: Martha Lagace
- 16 Jul 2008
- Op-Ed
What Should Employers Do about Health Care?
and value. But health care has been treated as a commodity and cost reduction has been the dominant approach. Employers have gone to their vendors, health plans, or third-party administrators in the case of self insured plans, and tried to View Details
- Web
Timeline - Race, Gender & Equity
Management Reporting and Disclosure Act (Landrum-Griffin) passed 1960 Theodore H. Maiman creates the first laser with a manmade ruby 1962 President John Kennedy's order gives federal workers the right to bargain 1963 March on Washington... View Details
- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,... View Details
Keywords: by Michael Watkins
- 05 Apr 2017
- Research & Ideas
For Women Especially, It Pays to Know What Car Repairs Should Cost
expected price in mind enables consumers to use bargaining strategies that they might otherwise not use, such as mentioning the expected price or negotiating for a price concession, strategies which in turn may lead firms to offer... View Details
- 06 Apr 2016
- Research & Ideas
Should Entrepreneurs Pitch Products or Ideas for Products?
worthless from the get-go. Another advantage is the seller does not incur a huge sunk cost, which strengthens their bargaining position. But intellectual property protection is not perfect, and disclosing an idea at its nascent stage... View Details
- 30 Jul 2014
- Lessons from the Classroom
Teaching The Deal
campaign outcome. Some students blatantly voice their interests across the bargaining table, while others are more guarded—and they learn through the process of getting to a deal how much information it makes sense to share along the way.... View Details
- 24 Nov 2009
- First Look
First Look: Nov. 24
than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of fairness or competition, moving parties on a path toward or away from equal-division agreements. These endogenous... View Details
Keywords: Martha Lagace
- 19 Dec 2005
- Research & Ideas
Public Education Goes to School
Comstat model developed by the New York City Police Department in the 1990s, to take a problem-solving approach to improving student results. All of these efforts are complicated by the environment in which districts operate—their elected governance structures,... View Details
- 25 Mar 2013
- Research & Ideas
How Chapter 11 Saved the US Economy
typically lease a large fraction of their assets, and for steel- and automakers that have large unionized workforces, which will give them greater leverage to renegotiate collective bargaining agreements. But Chapter 11 will be less... View Details
- 22 Feb 2016
- Research & Ideas
The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist
was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,” discount outlets that sold... View Details
- 01 Aug 2005
- Research & Ideas
How to Choose the Best Deal
benchmark. He's supposed to compare what he's been offered at the bargaining table with the best he could get if he walked away. If negotiation would give him more, then that's all upside. If not, there's no reason to agree. It's a twist... View Details
Keywords: by Michael Wheeler
- 16 Feb 2004
- Research & Ideas
Marketing Wine to the World
and bargaining power than small liquor stores. Smaller vineyards often can find it more difficult to secure shelf space, and all wineries find themselves facing pricing pressure from the retail and distribution channels. There's no... View Details
- 29 Jun 2007
- First Look
First Look: June 29, 2007
push prices closer to the fundamentals. Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill Author:Guhan Subramanian Publication:Harvard Negotiation Law Review (winter 2007) Abstract This Commentary is part of a dealmaking... View Details
Keywords: Martha Lagace
- 02 Mar 2016
- News
On Credit
be. From outsiders we learn that she is a very industrious & prudent old lady, well meaning & will not bargain for more than she intends to pay for, that she is doing a snug business (which is managed by her son ‘Herman,’ aged 24, who has... View Details
Keywords: Julia Hanna
- 20 Feb 2013
- Research & Ideas
Big Deal: Reflections on the Megamerger of American and US Airways
bargaining agreements with organized labor. Thus, while in bankruptcy, American was able to negotiate new labor agreements with its three largest unions, generating what some expect will be hundreds of millions of dollars in additional... View Details
- 22 Nov 2016
- First Look
November 22, 2016
the cooperative activity has arisen between the parties themselves as a matter of pragmatism. In either instance, tribes and states often find themselves at the bargaining table. The negotiation dynamics of tribal-state compacting,... View Details
Keywords: Sean Silverthorne