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Show Results For
- All HBS Web
(3,190)
- People (4)
- News (624)
- Research (2,138)
- Events (5)
- Multimedia (56)
- Faculty Publications (1,747)
- January 2006 (Revised October 2009)
- Case
Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
- 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
- 1985
- Book
The Manager as Negotiator and Dispute Resolver
By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
Sebenius, James K., D. A. Lax, R. Weber, W. Samuelson, and T. Weeks. The Manager as Negotiator and Dispute Resolver. NIDR teaching materials series. Washington, D.C.: National Institute for Dispute Resolution, 1985.
- 08 Jul 2024
- News
Is Humor in Business Negotiation Ever Appropriate?
- 02 Jul 2024
- News
Dealmaking and the Anchoring Effect in Negotiations
- 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.)
- 2004
- Chapter
Claiming Authority: Negotiating Challenges for Women Leaders
By: Hannah R. Bowles and Kathleen L. McGinn
Keywords: Leadership; Negotiation Participants; Problems and Challenges; Gender; Power and Influence
Bowles, Hannah R., and Kathleen L. McGinn. "Claiming Authority: Negotiating Challenges for Women Leaders." Chap. 9 in The Psychology of Leadership: New Perspectives and Approaches, edited by D. Messick and R. Kramer, 191–208. Mahwah, NJ: Lawrence Erlbaum Associates, 2004.
- December 1996
- Article
Intergroup Negotiations: The Effects of Negotiating Teams
By: J. Polzer
Polzer, J. "Intergroup Negotiations: The Effects of Negotiating Teams." Journal of Conflict Resolution 40, no. 4 (December 1996): 679–699.
- 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.
- 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
- February 5, 2016
- Article
Assessment: What Kind of Negotiator Are You?
Wheeler, Michael A. "Assessment: What Kind of Negotiator Are You?" Harvard Business Review (website) (February 5, 2016).
- 2004
- Working Paper
Claiming Authority: Negotiating Challenges for Women Leaders
By: Hannah Riley and Kathleen L. McGinn
- 30 Oct 2023
- Podcast
Mike Wheeler on the Jazz of Negotiation
In this episode of The Parlor Room, Harvard Business School Professor Mike Wheeler speaks with host Chris Linnane about how negotiation's improvisational nature makes it much like jazz. He also shares stories about a former president's photo and the acquisition of a... View Details
- June 2006
- Supplement
Jack Valenti Negotiating for the Motion Picture Association
By: James K. Sebenius, Michael Kull PHD and Ellen Knebel
Sebenius, James K., Michael Kull PHD, and Ellen Knebel. "Jack Valenti Negotiating for the Motion Picture Association." Harvard Business School Video Supplement 906-702, June 2006.
- Article
Which Comes First? How to Handle Linked Negotiations
By: Michael Wheeler
Keywords: Negotiation
Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005).
- 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.
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
Here’s an easy tip for anyone negotiating to buy a car, a house, or even a company. When you make an initial offer, don’t bid with a round number like $10,000 or $1 million or $15 per share. Rather, bid with a more precise number, like... View Details
Keywords: by Carmen Nobel
- 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.