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  • All HBS Web  (822)
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← Page 22 of 822 Results →
  • September 2002
  • Background Note

Presence of Mind

By: Michael A. Wheeler
This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and... View Details
Keywords: Management Skills; Negotiation Tactics; Negotiation Style; Interpersonal Communication; Decision Making
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Wheeler, Michael A. "Presence of Mind." Harvard Business School Background Note 903-009, September 2002.
  • March 2000
  • Background Note

Venture Capitalist as Entrepreneur, The

By: Robert J. Robinson and Noam T. Wasserman
Introduces students to negotiations between venture capitalists (VCs) and the limited partners who provide the VCs' capital. Also discusses negotiations between VCs and other VCs, including those within a VC firm itself. Explores interests, sources of negotiating... View Details
Keywords: Business Model; Venture Capital; Capital; Negotiation Tactics; Entrepreneurship; Financial Services Industry
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Robinson, Robert J., and Noam T. Wasserman. "Venture Capitalist as Entrepreneur, The." Harvard Business School Background Note 800-237, March 2000. (2000.)
  • 12 PM – 1 PM EST, 05 Dec 2016
  • Webinars: Career

The Startup Rules of Three

Do you have a brilliant idea for a startup? Becoming a successful entrepreneur requires more than just an inspiring concept and a plan for development. There is a reason as many as 75 percent of venture capital-backed startups fail, and nearly 95 percent of all... View Details
  • March 1998
  • Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen
Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details
Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
  • Fall 2024
  • Article

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

By: Olivier Baum and Guhan Subramanian
We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details
Keywords: Acquisition; Negotiation Tactics; Contracts
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Baum, Olivier, and Guhan Subramanian. "Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects." Business Lawyer 79, no. 4 (Fall 2024): 1043–1069.
  • 9 AM – 9 AM EDT, 16 May 2018
  • HBS Online

HBX Becoming A Better Manager

Master a process approach to management and move your organization forward. In Becoming a Better Manager youll learn to identify, analyze, design, and influence four critical organizational processes: decision-making, implementation, organizational learning, and change... View Details

    Cyrus H. K. Curtis

    Curtis pioneered many tactics that are hallmarks of modern magazine publishing including securing large-scale advertising revenue by building mass circulation through low subscription prices, introducing market research for target... View Details
    Keywords: Publishing & Print Media
    • February 2025
    • Supplement

    Slice Labs: Creating a Fraud-Free Online Insurance Platform (B)

    By: Amit Goldenberg, Max Bazerman and Ruth Page
    Keywords: Technology; Insurance; Digitization; Honesty; Trust; Negotiation; Fraud; Ethics; Negotiation Process; Negotiation Tactics; Negotiation Types; Social Psychology
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    Goldenberg, Amit, Max Bazerman, and Ruth Page. "Slice Labs: Creating a Fraud-Free Online Insurance Platform (B)." Harvard Business School Multimedia/Video Supplement 925-701, February 2025.
    • October 2021
    • Case

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

    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 (A)." Harvard Business School Case 922-012, October 2021.
    • Web

    Protecting Yourself Against Phishing | Information Technology

    should never ask you for your password or other personal information by an email. Common Phishing Tactics Phishers are getting smarter. While there are still some who give themselves away by using bad grammar or spelling, this is not... View Details
    • Web

    Security & Privacy | Information Technology

    are various scams and tactics that cybercriminals use to target us everyday. Learn more about common tactics they may use and steps you can take to minimize your risk. Fraudulent Duo Pushes Be mindful when... View Details
    • 9 AM – 9 AM EDT, 21 Mar 2018
    • HBS Online

    HBX Becoming A Better Manager

    Master a process approach to management and move your organization forward. In Becoming a Better Manager youll learn to identify, analyze, design, and influence four critical organizational processes: decision-making, implementation, organizational learning, and change... View Details
    • July 9, 2014
    • Article

    A Great Negotiator's Essential Advice

    By: James K. Sebenius
    The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details
    Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore
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    Sebenius, James K. "A Great Negotiator's Essential Advice." Harvard Business Review (website) (July 9, 2014).
    • July 2000 (Revised October 2019)
    • Exercise

    Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

    By: Michael Wheeler
    The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
    Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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    Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
    • Career Coach

    Rich Schneider

    term career objectives, and tactics relating to individual firm recruiting and interviewing.  For alumni, he utilizes his considerable professional and life experience to help individuals work through major transitions such as moving to a... View Details
    Keywords: Consulting; Consumer Products; Health Care; Manufacturing; Sports
    • Web

    Deals Q2 - Course Catalog

    transactional instincts, better prepare them to anticipate deal challenges, and equip them with the skills to creatively address those challenges through contract and deal design. Topics developed throughout the course include: how negotiators create and claim value... View Details
    • 2015
    • Chapter

    Negotiations: Statistical Aspects

    By: James K. Sebenius
    'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
    Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants
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    Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
    • 09 Dec 2015
    • Research Event

    How Do You Predict Demand and Set Prices For Products Never Sold Before?

    in a digitally-transformed economy. “All of these decisions would be easy to make if I knew what consumer demand will be. The problem is that I have a lot of uncertainty in demand” All retailers face tricky tactical decisions related to... View Details
    Keywords: by Carmen Nobel; Retail; Apparel & Accessories
    • Career Coach

    Kurt Piemonte

    Kurt has been helping international students and professionals navigate US immigration regulations for 25 years. He also works with individuals seeking opportunities in Asia, including tactical approaches to identifying organizations and... View Details
    Keywords: Education; Emerging Markets
    • 01 Jun 2002
    • News

    HBS Students Negotiate a Victory

    complete the third year of the four-year program. Describing the factors that contributed to their success, Chung credited tactics learned during the first year of studies in the classroom of HBS professor Max Bazerman, a negotiation... View Details
    Keywords: Air Transportation; Transportation
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