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  • All HBS Web  (3,202)
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    • News  (639)
    • Research  (2,153)
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    • Multimedia  (58)
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Show Results For

  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,757)
← Page 23 of 3,202 Results →
  • 08 Jul 2024
  • News

Is Humor in Business Negotiation Ever Appropriate?

  • 02 Jul 2024
  • News

Dealmaking and the Anchoring Effect in Negotiations

  • 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
Citation
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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
Keywords: Negotiation; Groups and Teams
Citation
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Polzer, J. "Intergroup Negotiations: The Effects of Negotiating Teams." Journal of Conflict Resolution 40, no. 4 (December 1996): 679–699.
  • 14 Dec 2022
  • News

Learning to Negotiate on an Executive Course

  • 08 Nov 2017
  • News

How women can negotiate for pay rise

  • 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
Citation
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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.
  • June 2004
  • Article

Mapping Backward: Negotiating in the Right Sequence

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Mapping Backward: Negotiating in the Right Sequence." Negotiation 7, no. 6 (June 2004). (Reprinted as "A Better Way to Negotiate: Backward" in Working Knowledge, July 26, 2004.)
  • April 2010
  • Supplement

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)

By: James K. Sebenius and Ellen Knebel
This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details
Keywords: Customers; Management Practices and Processes; Negotiation Deal; Outcome or Result; Business and Stakeholder Relations; Retail Industry
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Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)." Harvard Business School Supplement 910-044, April 2010.
  • February 1998
  • Article

Interest Alignment and Coalitions in Multi-party Negotiation

By: J. Polzer, E. Mannix and M. Neale
Keywords: Negotiation; Alliances
Citation
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Polzer, J., E. Mannix, and M. Neale. "Interest Alignment and Coalitions in Multi-party Negotiation." Academy of Management Journal 41, no. 4 (February 1998): 42–54.
  • winter 1985
  • Article

Sovereignty en Garde: Negotiating with Foreign Investors

By: L. T. Wells Jr. and D. Encarnation
Keywords: Negotiation; Investment
Citation
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Wells, L. T., Jr., and D. Encarnation. "Sovereignty en Garde: Negotiating with Foreign Investors." International Organization 39, no. 1 (winter 1985): 47–78. (Reprinted in Benjamin Gomes-Casseres and David B. Yoffie (eds.) The International Political Economy of Direct Foreign Investment. London: Edward Elgar Publishing Ltd., 1993.)
  • August 2004
  • Article

Overcoming Stage Fright: How to Prepare for Negotiation

By: Michael Wheeler
Keywords: Negotiation
Citation
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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
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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
Keywords: Ethics; Negotiation
Citation
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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

By: Kathleen L. McGinn
Keywords: Relationships; Negotiation
Citation
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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

  • 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
  • September 1982
  • Article

Risk Aversion and the Negotiation of Insurance Contracts

By: R. Kihlstrom and A. E. Roth
Keywords: Risk and Uncertainty; Negotiation; Insurance
Citation
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Kihlstrom, R., and A. E. Roth. "Risk Aversion and the Negotiation of Insurance Contracts." Journal of Risk and Insurance 49 (September 1982): 372–387.
  • March 1993
  • Teaching Note

Negotiation Exercise on Tradeable Pollution Allowances TN

By: Willis M. Emmons III
Teaching Note for (9-793-072--084). View Details
Keywords: Utilities Industry
Citation
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Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances TN." Harvard Business School Teaching Note 793-085, March 1993.
  • June 1989 (Revised October 1989)
  • Case

Hi Tech Industries (A): Negotiating Corporate Contracts

Citation
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Corey, E. Raymond. "Hi Tech Industries (A): Negotiating Corporate Contracts." Harvard Business School Case 589-117, June 1989. (Revised October 1989.)
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