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  • All HBS Web  (3,202)
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    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • 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 25 of 3,202 Results →
  • 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
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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.)
  • spring 1983
  • Article

Negotiation Arithmetic: Adding and Subtracting Issues and Parties

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiation Arithmetic: Adding and Subtracting Issues and Parties." International Organization 37, no. 2 (spring 1983): 281–316.
  • 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
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Smith, David N., and L. T. Wells Jr. Negotiating Third World Mineral Agreements: Promises as Prologue. Cambridge, MA: Ballinger Publishing Company, 1975. (Wells also wrote or was co-author of chapters 5, 7, 8, and 9.)
  • 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
Keywords: Prejudice and Bias; Negotiation; Conflict and Resolution
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Robinson, Robert J. "Errors in Social Judgment: Implications for Negotiation and Conflict Resolution, Part 1." Harvard Business School Background Note 897-103, February 1997.
  • June 2006
  • Supplement

Jack Valenti Negotiating for the Motion Picture Association

By: James K. Sebenius, Michael Kull PHD and Ellen Knebel
Keywords: Negotiation; Motion Pictures and Video Industry
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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
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Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005).
  • 01 Feb 1997
  • News

Leading the Way In Negotiation and Decision Making

negotiation has become a key part of daily management. "Instead of being an important skill for special occasions - making deals and managing disputes - negotiation is increasingly a way of life for... View Details
Keywords: Judith A. Ross
  • 01 Oct 2001
  • News

Calling the Tune: Negotiation as an Improvisational Dance

Before you make that next big deal — to buy a car, hire new staff, or acquire a company — you'd better brush up on your ballroom skills. In business today, negotiating is more like an intricate dance than a cold transaction, according to... View Details
Keywords: Margie Kelley; Colleges, Universities, and Professional Schools; Educational Services
  • 2002
  • Chapter

Contributions of Applied Systems Analysis to International Negotiation

By: Howard Raiffa
Keywords: Negotiation; International Relations; Mathematical Methods
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Raiffa, Howard. "Contributions of Applied Systems Analysis to International Negotiation." Chap. 1 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk. San Francisco: Jossey-Bass, 2002.
  • 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
  • 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
Keywords: Negotiation; Relationships; Partners and Partnerships
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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).
  • Column

It's Not Intuitive: Strategies for Negotiating More Rationally

By: M. H. Bazerman and Deepak Malhotra
Keywords: Negotiation; Strategy; Cognition and Thinking
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Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).
  • 06 Sep 2019
  • News

Research: Being Nice in a Negotiation Can Backfire

  • 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
Keywords: Identity; Diversity; Strategy; Jobs and Positions; Work-Life Balance
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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.
  • November 2012
  • Article

Deal Making 2.0: A Guide to Complex Negotiations

By: David A. Lax and James K. Sebenius
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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
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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
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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
Citation
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Wolfe, Rebecca J., and Kathleen L. McGinn. "Perceived Relative Power and Its Influence on Negotiations." Harvard Business School Working Paper, No. 05-033, December 2004.
  • 1999
  • Working Paper

The Negotiation Matching Process: Relationships and Partner Selection

By: Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag and Max Bazerman
Citation
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Tenbrunsel, Ann E., Kimberly A. Wade-Benzoni, Joseph Moag, and Max Bazerman. "The Negotiation Matching Process: Relationships and Partner Selection." Harvard Business School Working Paper, No. 99-121, May 1999.
  • Article

Friends in High Places: Structural Discrimination in Salary Negotiations

By: M. D. Seidel, J. Polzer and K. Stewart
Keywords: Negotiation
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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.)
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