Negotiation Offer - Publications - Faculty & Research

12 May 2009
First Look

First Look: May 12, 2009

the companies studied were interviewed by anyone in the C-suite. The result: About a third of promising new hires depart within three years of being recruited. As a remedy, the authors offer their best thinking about state-of-the-art... View Details

Keywords: Martha Lagace

March 2009 (Revised May 2011)
Case

Risk Management at Wellfleet Bank: Deciding about "Megadeals"

By: Anette Mikes

Inspired by one of the few banks that successfully weathered the 2007-2009 credit crisis, the case illustrates risk management in a corporate finance business. Chief executive Alastair Dowes has to decide if the risk governance process is adequate to uncover mega-risks... View Details

Keywords: Risk Management; Decision Making; Performance Evaluation; Credit; Balance and Stability; Integrated Corporate Reporting; Decision Choices and Conditions; Negotiation Offer; Performance Effectiveness; Corporate Finance; Banking Industry

Citation

Educators

Purchase

01 Jun 2010
News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Mar 2017
News

The Middle Way

had stuck with him, including the best alternative to a negotiated agreement (BATNA)—which essentially entails outlining a fallback plan if things go awry and offering a reality check for people caught up in... View Details

Keywords: Dan Morrell; photos by Kamil Bialous

12 Jul 2011
First Look

First Look: July 12

Harmonization Author:Karthik Ramanna Abstract The globalization of accounting standards as seen through the proliferation of IFRS worldwide is one of the most important developments in corporate governance over the last decade. I offer an... View Details

Keywords: Carmen Nobel

01 Mar 2004
News

Curb Your Overconfidence

bargaining weaknesses, and you’ll increase the odds of proposing an offer that is acceptable to the other side. Curb Your Overconfidence Overconfidence can make the best negotiators overestimate their... View Details

Keywords: HBS professor Max H. Bazerman; Colleges, Universities, and Professional Schools; Educational Services

01 Jun 2002
News

Pursuing the Ultimate Deal

lessening of hostilities is achievable. One proposal that was raising hopes in mid-March was the Saudi initiative that offered Israel normalization of relations with Arab countries in exchange for Israel's withdrawal to its pre-1967... View Details

Keywords: Garry Emmons; Middle East; peace; Israel; Palestine; policy; Government

11 Sep 2019
Research & Ideas

Germany May Have the Answer for Reducing Drug Prices

treatment options. If the panel deems a product equally or less beneficial than one or more drugs already available, the manufacturer can withdraw it from the market, price it no higher than comparable products, or negotiate a price with... View Details

Keywords: by Danielle Kost; Health

March 2023 (Revised March 2024)
Case

The Purdue Pharma Bankruptcy: Settling the Opioid Crisis

By: Kristin Mugford, Carin-Isabel Knoop and Susan Pinckney

How to get to a fair outcome for claimants in the Purdue Pharma bankruptcy given its significant role in the U.S. opioid crisis. View Details

Citation

Educators

Purchase

Lehman was responsible for forming a profitable alliance with Goldman, Sachs that marked the beginning of a new type of investment house. Together they managed 114 negotiated offerings for 56 issuers. Their... View Details

Keywords: Finance

01 Mar 2014
News

Research Brief: Better to Be Safe with a Sorry

"Never apologize, mister," John Wayne's character famously said in She Wore a Yellow Ribbon. "It's a sign of weakness." And while previous academic research has similarly concluded that apologizing during negotiations hurts perceptions of... View Details

Keywords: Morrell, Daniel; Information

14 Apr 2003
Research & Ideas

Pay-for-Performance Doesn’t Always Pay Off

What better way to drive people to work harder and more efficiently, you may ask, than to offer them a special carrot: more money for hitting specific company targets? The idea seems perfect. Managers want their employees to pull out the... View Details

Keywords: by Martha Lagace

16 May 2018
Research & Ideas

How Companies Managed Risk (and Even Benefitted) in World War Internment Camps

asset seizure by enemy governments. Negotiation Some directly negotiated favorable business arrangements with local governments and decision makers. Perseverance Some adopted the approach of resilience,... View Details

Keywords: by Julia Hanna; Manufacturing

15 Jul 2014
First Look

First Look: July 15

case concerns the negotiations of a deal by HgCapital, a UK-based private equity firm, to buy Visma, ASA, a Norwegian software company. Visma has received an offer from Sage Group, a strategic acquirer.... View Details

Keywords: Carmen Nobel

17 Sep 2001
Research & Ideas

Is There Help for the Big Ticket Buyer?

aspects of decisions unique to consumer-negotiated exchanges that would benefit from greater attention from consumer researchers. One piece of advice that negotiation experts commonly offer is very simple:... View Details

Keywords: by Max H. Bazerman

15 May 2006
Lessons from the Classroom

Women Find New Path to Work

dress for success evolves over time. Harvard Business School professor Myra Hart, an expert in high potential entrepreneurship, has offered several programs over the years to help HBS alumnae quickly regain the skills they need to... View Details

Keywords: by Mallory Stark

01 Sep 2007
News

A Man of Influence

President’s leadership style. His recollections are engaging and illuminating for the perspective they offer on LBJ and his complex legacy. There are also useful insights on negotiation and management from... View Details

24 Nov 2009
First Look

First Look: Nov. 24

the behavior leads to a negative rather than a positive outcome. We also find that people's willingness to punish wrongdoers is consistent with their judgments, and we offer preliminary evidence on how to reduce these biases. Entry, Exit... View Details