Publications

Educators

August 2004
Article

Overcoming Stage Fright: How to Prepare for Negotiation

By: Michael Wheeler

Keywords: Negotiation

May 2011
Article

Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit

By: A.W. Brooks and M.E. Schweitzer

Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to... View Details

Keywords: Behavior; Negotiation Participants; Outcome or Result; Emotions

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

Video

HBS Professor Mike Wheeler on How to Add Value at the Negotiation Table

fall 1995
Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley

Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation

March 2004
Article

Fair Enough? An Ethical Fitness Quiz for Negotiators

By: Michael Wheeler

Keywords: Ethics; Negotiation

November 2004
Article

For Better or Worse: How Relationships Affect Negotiations

By: Kathleen L. McGinn

Keywords: Relationships; Negotiation

04 Sep 2012
News

Executives Miss A Big Opportunity When They Negotiate

1975
Book

Negotiating Third World Mineral Agreements: Promises as Prologue

By: David N. Smith and L. T. Wells Jr.

Keywords: Metals and Minerals; Agreements and Arrangements; Developing Countries and Economies

08 Mar 2019
News

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

December 1992
Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1

By: Willis M. Emmons III

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

June 2009
Teaching Note

Negotiating Equity Splits at UpDown (TN)

By: Noam T. Wasserman and Deepak Malhotra

Teaching Note for [809020]. View Details

Keywords: Equity; Agreements and Arrangements; Investment; Groups and Teams; Entrepreneurship; Contracts; Ownership Stake

September 1982
Article

Risk Aversion and the Negotiation of Insurance Contracts

By: R. Kihlstrom and A. E. Roth

Keywords: Risk and Uncertainty; Negotiation; Insurance

2005
Introduction

A Decision Perspective on Negotiation and Conflict Resolution

By: M. H. Bazerman

Keywords: Negotiation; Conflict and Resolution; Decision Making

January 2005
Article

Perceived, Relative Power and Its Influence on Negotiations

By: Rebecca Wolfe and Kathleen L. McGinn

Keywords: Negotiation; Perception; Power and Influence

02 Mar 2015
News

12 Awesome Tips to Better Negotiations (And What Everyone Can Learn from Mike Tyson)

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