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Show Results For
- All HBS Web
(3,202)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- February 2008
- Article
Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights
By: James J. Anton and Dennis A. Yao
Expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property (IP). In principle, confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use. In practice,... View Details
Keywords: Corporate Disclosure; Intellectual Property; Knowledge Sharing; Lawsuits and Litigation; Rights; Agreements and Arrangements; Competition
Anton, James J., and Dennis A. Yao. "Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights." International Economic Review 49, no. 1 (February 2008): 319–348. (Harvard users click here for full text.)
- 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
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1
Describes the position of Utility #1 in negotiating Group B with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Decision Choices and Conditions; Governance Compliance; Governing Rules, Regulations, and Reforms; Government Legislation; Negotiation; Pollutants; Strategy; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1." Harvard Business School Exercise 793-077, December 1992.
- 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.
- 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.)
- 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.
- 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.
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates
By: Mihir A. Desai, Alberto Moel and Kathleen Luchs
Supplements the (A) case. View Details
Keywords: Developing Countries and Economies; Fairness; Financial Institutions; Corporate Governance; Rights; Ownership Stake
Desai, Mihir A., Alberto Moel, and Kathleen Luchs. "Czech Mate: CME and Vladimir Zelezny (B1)-CME Negotiates." Harvard Business School Case 204-119, February 2004.
- 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
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
As Amazon’s stunning pullout from New York fades into the news archives, its potent lessons for business negotiators risk being lost. Highly promising deals in diffuse multiparty settings with many potential spoilers, like Amazon’s... View Details
- 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
Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.