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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 (1,756)
- 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
- fall 1995
- Article
Stakeholder Negotiations over Third World Natural Resource Projects
By: James K. Sebenius and Hannah Riley
Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
- 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
- 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.
- 1975
- Book
Negotiating Third World Mineral Agreements: Promises as Prologue
By: David N. Smith and L. T. Wells Jr.
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.)
- 06 Sep 2019
- News
Research: Being Nice in a Negotiation Can Backfire
- 2002
- Chapter
Contributions of Applied Systems Analysis to International Negotiation
By: Howard Raiffa
- June 2017
- Article
The Surprising Effectiveness of Hostile Mediators
By: Ting Zhang, Francesca Gino and Michael I. Norton
Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements... View Details
Keywords: Mediation; Conflict; Negotiation; Hostility; Negotiation Style; Emotions; Conflict and Resolution
Zhang, Ting, Francesca Gino, and Michael I. Norton. "The Surprising Effectiveness of Hostile Mediators." Management Science 63, no. 6 (June 2017): 1972–1992.
- 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.
- 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).
- 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.
- 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
- 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.