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Show Results For
- All HBS Web
(3,196)
- People (4)
- News (636)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,754)
- 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
Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
- March 2004
- Article
Fair Enough? An Ethical Fitness Quiz for Negotiators
By: Michael Wheeler
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
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
- February 2025
- Teaching Note
Negotiating a Legacy at Sustainable Harvest
By: Jillian J. Jordan, Julian Zlatev and Anoushka Kiyawat
Teaching Note for HBS Case Nos. 925-010 and 925-011. View Details
- December, 2017
- Article
How to Be an Effective Negotiator
Wheeler, Michael A. "How to Be an Effective Negotiator." Harvard Business Review (website) (November 16, 2015).
- October 2013
- Blog Post
Negotiation Strategies for Doctors and Hospitals
By: Deepak Malhotra and Manu Malhotra MD
Malhotra, Deepak, and Manu Malhotra MD. "Negotiation Strategies for Doctors and Hospitals." Harvard Business Review Blogs (October 21, 2013). http://blogs.hbr.org/2013/10/negotiation-strategies-for-doctors-and-hospitals/.
- October 1988 (Revised April 1994)
- Supplement
1987 NFL Strike (B): Negotiating Exercise
Krishna, Vijay. "1987 NFL Strike (B): Negotiating Exercise." Harvard Business School Supplement 189-094, October 1988. (Revised April 1994.)
- June 1989 (Revised October 1989)
- Supplement
Hi Tech Industries (B): Second-Stage Negotiations
Corey, E. Raymond. "Hi Tech Industries (B): Second-Stage Negotiations." Harvard Business School Supplement 589-118, June 1989. (Revised October 1989.)
- February 1990 (Revised March 1990)
- Case
Contract Negotiations at Local 26 (B)
Friedman, Raymond A. "Contract Negotiations at Local 26 (B)." Harvard Business School Case 490-063, February 1990. (Revised March 1990.)
Negotiation Insight Series by Professor Malhotra
In 2020, I created a series of 40 short videos with free advice on negotiationView Details
- 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.
- 14 Dec 2022
- News
Learning to Negotiate on an Executive Course
- 08 Nov 2017
- News
How women can negotiate for pay rise
- 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.
- December 2017
- Case
La Ceiba: Navigating Microfinance and Relationships in Honduras (A)
By: Christine L. Exley, John Beshears and Alison Wood Brooks
This case follows the program director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to... View Details
Keywords: Negotiation; Power; Apology; Negotiation Process; Microfinance; Power and Influence; Situation or Environment
Exley, Christine L., John Beshears, and Alison Wood Brooks. "La Ceiba: Navigating Microfinance and Relationships in Honduras (A)." Harvard Business School Case 918-014, December 2017.
- Article
Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations
By: Hannah Riley Bowles and Kathleen L. McGinn
Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from... View Details
Keywords: Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality
Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." Academy of Management Annals 2 (2008): 99–132.
- 25 Jun 2019
- News