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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)
- 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
Brooks, A.W., and M.E. Schweitzer. "Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit." Organizational Behavior and Human Decision Processes 115, no. 1 (May 2011): 43–54. (Awarded Best Paper with a Student as First Author by the International Association for Conflict Management, 2010.)
- February 1997
- Background Note
Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1
For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic errors when judging others. This note examines the ways in which these tendencies pose difficulties for... View Details
Robinson, Robert J. "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1." Harvard Business School Background Note 897-103, February 1997.
- October 2013
- Article
Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work
By: Lakshmi Ramarajan and Erin M. Reid
How much of our self is defined by our work? Fundamental changes in the social organization of work are destabilizing the relationship between work and the self. As a result, parts of the self traditionally considered outside the domain of work, i.e., "non-work"... View Details
Ramarajan, Lakshmi, and Erin M. Reid. "Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work." Academy of Management Review 38, no. 4 (October 2013): 621–644.
- 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).
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B3)-Zelezny 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 (B3)-Zelezny Negotiates." Harvard Business School Case 204-121, February 2004.
- February 2004
- Case
Czech Mate: CME and Vladimir Zelezny (B2)-SBS 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 (B2)-SBS Negotiates." Harvard Business School Case 204-120, February 2004.
- 2004
- Working Paper
Perceived Relative Power and Its Influence on Negotiations
By: Rebecca J. Wolfe and Kathleen L. McGinn
- 1999
- Working Paper
The Negotiation Matching Process: Relationships and Partner Selection
By: Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag and Max Bazerman
- Article
Friends in High Places: Structural Discrimination in Salary Negotiations
By: M. D. Seidel, J. Polzer and K. Stewart
Keywords: Negotiation
Seidel, M. D., J. Polzer, and K. Stewart. "Friends in High Places: Structural Discrimination in Salary Negotiations." Administrative Science Quarterly 45, no. 1 (March 2000): 1–24. (Reprinted in Social Capital in Business, edited by K.W. Koput and J.P. Broschak, Edward Elgar Publishing, 2010.)
- July 2008
- Article
Dear Negotiation Coach: Should You Get the Kinks Out?
By: Ian Larkin
Keywords: Negotiation
Larkin, Ian. "Dear Negotiation Coach: Should You Get the Kinks Out?" Negotiation 11, no. 7 (July 2008).
- 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
- April 2006
- Article
Is Teaching Negotiation Too Easy, Too Hard, or Both?
Wheeler, Michael A. "Is Teaching Negotiation Too Easy, Too Hard, or Both?" Negotiation Journal 22, no. 2 (April 2006): 187–197.
- December 1999
- Article
The Negotiation Matching Process: Relationships and Partner Selection
By: A. E. Tenbrunsel, K. A. Wade-Benzoni, K. A. Moag and M. H. Bazerman
Tenbrunsel, A. E., K. A. Wade-Benzoni, K. A. Moag, and M. H. Bazerman. "The Negotiation Matching Process: Relationships and Partner Selection." Organizational Behavior and Human Decision Processes 80, no. 3 (December 1999).
- spring 1983
- Article
Negotiation Arithmetic: Adding and Subtracting Issues and Parties
Keywords: Negotiation
Sebenius, James K. "Negotiation Arithmetic: Adding and Subtracting Issues and Parties." International Organization 37, no. 2 (spring 1983): 281–316.
- Column
It's Not Intuitive: Strategies for Negotiating More Rationally
By: M. H. Bazerman and Deepak Malhotra
Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).
- autumn 1981
- Article
Strike Two: Labor Management Negotiations in Major League Baseball
By: L. M. DeBrock and Alvin E. Roth
DeBrock, L. M., and Alvin E. Roth. "Strike Two: Labor Management Negotiations in Major League Baseball." Bell Journal of Economics 12, no. 2 (autumn 1981): 413–425.
- 2015
- Chapter
"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.