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  • 01 Jun 2010
  • News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down at the bargaining table. See... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 01 Dec 2010
  • News

Faculty Books

use — among them, death by delay, confusion, fearmongering, and character assassination — and then engage them with tactics tailored to each strategy. By “inviting in the lions” to critique an idea and being prepared for them, managers... View Details
Keywords: business proposals; financial regulation
  • Web

Deals Q2 - Course Catalog

transactional instincts, better prepare them to anticipate deal challenges, and equip them with the skills to creatively address those challenges through contract and deal design. Topics developed throughout the course include: how negotiators create and claim value... View Details
  • 9 AM – 9 AM EDT, 21 Mar 2018
  • HBS Online

HBX Becoming A Better Manager

Master a process approach to management and move your organization forward. In Becoming a Better Manager youll learn to identify, analyze, design, and influence four critical organizational processes: decision-making, implementation, organizational learning, and change... View Details
  • March 2020 (Revised June 2020)
  • Case

Social Salary Setting at Spiber

By: Ashley Whillans and John Beshears
Can a “set your own salary” system boost employee happiness and motivation? Spiber made synthetic silk built from proteins mimicking the proteins found in spider silk, the world’s toughest known material by weight. Kazuhide Sekiyama and Junichi Sugahara established... View Details
Keywords: Compensation and Benefits; Motivation and Incentives; Happiness; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Biotechnology Industry; Japan; United States
Related
  • March 2010 (Revised December 2012)
  • Background Note

A 'Rich-vs.-King' Approach to Term Sheet Negotiations

By: Noam Wasserman, Furqan Nazeeri and Kyle Anderson
This note offers a new approach to venture capital term-sheet negotiations, with actionable steps based on insights from Professor Wasserman's "Rich-vs.-King" approach to founder decisions. A core thesis of this note is that trying to negotiate all terms in a term... View Details
Keywords: Entrepreneurship; Venture Capital; Financing and Loans; Framework; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Financial Services Industry
Related
  • June 2001
  • Case

Bang Networks- The First Customer (A)

By: Jay O. Light and Mary N. Caravella
In November 2000, six-month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco--based company believe they have a unique new solution for effective delivery of real-time Web... View Details
Keywords: Business Startups; Negotiation Tactics; Internet and the Web; Valuation; Value Creation; Negotiation Preparation; Information Technology Industry; San Francisco
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  • 02 May 2016
  • Blog Post

Why We Recruit: Samsung Global Strategy Group

in a variety of roles, including marketing, strategy, or channel management among others, before transferring to one of our 90 subsidiaries and 15 regional headquarters to further develop their careers with Samsung. What recruiting View Details
Keywords: Technology
  • December 2010
  • Supplement

Ad Classification at Right Media — pre-class slides — supplement

By: Benjamin Edelman
Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details
Keywords: Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Media; Advertising Industry; Media and Broadcasting Industry
Related
  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the PUBLISHER

By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
Related
  • April 1999
  • Case

Steve Perlman and WebTV (A)

By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
Related
  • April 1996 (Revised March 1997)
  • Case

Jason Bosworth

By: William J. Poorvu and John H. Vogel Jr.
Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major... View Details
Keywords: Financing and Loans; Property; Negotiation Tactics; Partners and Partnerships; Management; Real Estate Industry
Related
  • Career Coach

Kurt Piemonte

Kurt has been helping international students and professionals navigate US immigration regulations for 25 years. He also works with individuals seeking opportunities in Asia, including tactical approaches to identifying organizations and... View Details
Keywords: Education; Emerging Markets
  • 01 Jun 2013
  • News

Notes from W50

negotiation tactics and responsible investing. Keynote speakers included Karen Gordon Mills (MBA 1977), administrator of the US Small Business Administration; Ann Moore (MBA 1978), retired chairman and CEO of Time Inc.; and Sheryl... View Details
  • 01 Jun 2002
  • News

History Matters

companies like Intuit, Heinz, and Whole Foods benefited from following these maxims. “Past experience offers several landmarks to help guide marketers' thinking as they plot a course through choppy strategic and tactical seas,” concluded... View Details
  • December 2010
  • Supplement

Ad Classification at Right Media — slide supplement

By: Benjamin Edelman
Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details
Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry
Related
  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
Related
  • Web

Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog

and Rex Tillerson—about their most difficult negotiations. As chair of the Great Negotiators Award program and co-chair of the American Secretaries of State initiative, I am deeply involved in a multi-year project to systematically distill the strategies and View Details
  • Career Coach

Kesha Kanakiya

candidates for her firm and can share candid observations on the lifestyle and how to succeed on the job; 2) PE Ops – Kesha interned in this field over the summer and has tactical tips to share on the interview process and industry... View Details
  • 18 May 2017
  • Blog Post

Why We Recruit: Hilton

Marketing, etc.) and actively recruited at HBS through Corporate presentations, coffee chats, and on-campus recruiting days. What recruiting tactics have you found most successful in engaging with students and/or alumni at HBS?We like to... View Details
Keywords: Hospitality