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Show Results For
- All HBS Web
(3,200)
- People (4)
- News (641)
- Research (2,154)
- Events (5)
- Multimedia (60)
- Faculty Publications (1,755)
- 12 PM – 1 PM EDT, 05 Oct 2016
- Webinars: Trending@HBS
Negotiating the Impossible: Break Deadlocks and Resolve Conflicts (without Money or Muscle)
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. To top it off, you have little power or other resources with... View Details
- 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
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.
- August 2004
- Article
Overcoming Stage Fright: How to Prepare for Negotiation
By: Michael Wheeler
Keywords: Negotiation
Wheeler, Michael. "Overcoming Stage Fright: How to Prepare for Negotiation." Negotiation 7, no. 8 (August 2004).
- 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
- December 2011 (Revised May 2014)
- Background Note
Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War
This note provides historical context and background for a challenging negotiation by Col. Joshua Chamberlain of the 20th Maine Regiment of the Union Army during the U.S. Civil War. View Details
Sebenius, James K. "Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War." Harvard Business School Background Note 912-029, December 2011. (Revised May 2014.)
- June 2007
- Supplement
EZAmuse Negotiation (B): Georg von HaufenGeld Background
By: G. Felda Hardymon and Ann Leamon
Keywords: Negotiation
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation (B): Georg von HaufenGeld Background." Harvard Business School Supplement 807-169, June 2007.
- 31 Mar 2014
- News
5 Traits Of Successful Job Offer Negotiators
- 21 Jul 2016
- News
What Donald Trump Can Learn About Negotiations
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division
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 Paul Stokes as he attempts to negotiate a new uniform corporate information... View Details
Keywords: Business Units; Transformation; Information Management; Negotiation Deal; System; Beauty and Cosmetics Industry; Health Industry
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division." Harvard Business School Exercise 897-060, January 1997.
- August 2006
- Article
What Negotiators Can Learn from Improv Comedy
By: Michael A. Wheeler and Lakshmi Balachandra
Wheeler, Michael A., and Lakshmi Balachandra. "What Negotiators Can Learn from Improv Comedy." Negotiation 9, no. 8 (August 2006): 1–3.
- April 2010
- Case
Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)
By: James K. Sebenius and Ellen Knebel
CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details
Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America
Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)." Harvard Business School Case 910-043, April 2010.
- 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.
- 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.
- 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
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)
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
Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (B)." Harvard Business School Case 899-235, February 1999. (Revised August 1999.)
- February 2025
- Teaching Note
Healthy.io: The Negotiation for the Medical Selfie
By: Amit Goldenberg
Teaching Note for HBS Case No. 924-001. View Details