Negotiation Offer - Publications - Faculty & Research

01 Mar 2011
News

Alumni Books

versus telling during interviews, what you can learn from politicians, and negotiating the right salary, the authors offer suggestions for advanced career management. The Difficulty of Being Good: On the... View Details

05 Mar 2007
Research & Ideas

Risky Business? Protecting Foreign Investments

or nationalization. No government expects the investor simply to walk away from its investment. On the other hand, an absolute refusal to negotiate or to entertain reasonable offers will mean an end to that... View Details

Keywords: by Sean Silverthorne; Energy; Utilities

07 Aug 2018
First Look

New Research and Ideas, August 8, 2018

August 2018 Negotiation and Conflict Management Research Raiffa Transformed the Field of Negotiation—and Me By: Bazerman, Max Abstract—Howard Raiffa was a role model, friend, and inspiration. He transformed the field of negotiation, and... View Details

Keywords: by Sean Silverthorne

25 Apr 2014
Research & Ideas

To Pay or Not to Pay: Argentina and the International Debt Market

federal court in New York City. Argentina categorically refused to negotiate with investors and halted payments to any creditor that rejected its offer. Investors who agreed to the exchange offer received... View Details

Keywords: by Laura Alfaro

13 Feb 2018
First Look

New Research and Ideas, February 13, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=53941 forthcoming Harvard International Review Henry Kissinger and Robert Mugabe: The Forgotten Connection via a Remarkably Creative Negotiation By: Sebenius, James K. Abstract—When Robert... View Details

Keywords: Sean Silverthorne

04 Sep 2001
Research & Ideas

Five Questions for Max Bazerman

the federal level. Would government be better served by having more business leaders in office? A: I don't think that a business school professor can offer unbiased advice on who should run government. However, it is clear that most... View Details

Keywords: Re: Max H. Bazerman

15 Dec 2015
First Look

December 15, 2015

clinicians, and facilities. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50194 December 2015 Harvard Business Review Control the Negotiation Before It Begins By: Malhotra, Deepak Abstract—Countless books and articles... View Details

Keywords: Carmen Nobel

16 Jan 2014
Research & Ideas

Resolving Patent Disputes that Impede Innovation

litigation, the ex post negotiation of license terms (that is, negotiations occurring after a technology's inclusion in a standard) can lead to higher royalty payments and ultimately higher prices to... View Details

Keywords: by Carmen Nobel; Technology; Legal Services

05 Sep 2007
First Look

First Look: September 5, 2007

quality of the search service offered to consumers is more likely to be degraded (i.e. the probability that consumers find their favorite store in the first round of search is less than 1) when the intermediary derives higher revenues... View Details

Keywords: Martha Lagace

Web

Print View - Course Catalog

handling challenging real-world cases. Unlike past versions of this course, there is no formal pre- or co-requisite, although an introductory negotiation course at one of Harvard’s professional schools or equivalent elsewhere will be... View Details

18 Feb 2009
First Look

First Look: February 18, 2009

while offering increased payments to good-type agents. I estimate that a leading affiliate network could have invoked an optimal payment delay to eliminate 71% of fraud without decreasing profit. Download the paper:... View Details

Keywords: Martha Lagace

27 Jul 2023
Blog Post

Buy Big, Sell Small

bus to restock. Their orders are relatively small, so they can’t negotiate on prices or credit terms,” adds Shruti, who watched her uncle’s kirana go out of business years ago due to issues with pricing and product selection. ApnaKlub... View Details

23 Sep 2010
News

How Did You Spend Your Summer Vacation?

A recent issue of the Harbus offers a quick glimpse of what a few MBAs have been up to over the past three months. Internships based in the United States (at Major League Baseball, MTV Networks, and the U.S. Treasury Department, among... View Details

Keywords: Management, Scientific, and Technical Consulting Services; Professional Services

02 Jul 2013
First Look

First Look: July 2

an array of implications that can be tested with our data. Our contribution is twofold. We disentangle the role of risk aversion and talent in determining how firms select and motivate managers. In particular, risk-averse managers are matched with firms that View Details

Keywords: Anna Secino

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

20 Jan 2017
Research & Ideas

Here’s How Businessman Trump Is Likely to Approach the Presidency

people he knows, but can he persuade Congress to act? If he’s a good communicator and good negotiator and good creator of shared value, he’ll figure out something that works for House Speaker Paul Ryan and for Senate Minority Leader Chuck... View Details

Keywords: by Christina Pazzanese

Web

Field Course: Life Sciences Venture Creation - Course Catalog

software & data, contract research/manufacturing and more). The course will feature workshops with practitioners and domain experts providing guidance and exploring how to successfully navigate critical tasks when launching a life sciences venture. These tasks include... View Details

01 Jun 2001
News

Virtual Plant Tours and Beer Game Dysfunction

Professor Lynda Applegate’s Building E-Businesses course does more than just translate standard case material into an online format. She uses audio and video clips for storytelling, then offers eye-catching visuals and drill-down... View Details

Keywords: Business Schools & Computer & Management Training; Educational Services

06 Aug 2001
Research & Ideas

Go Global—or No? Can You Make the Case?

teaming up with some local firm in Europe that offers a complementary product? Couldn't we get what we need through a joint venture?" If we don't make this move, we get killed by VisiDat—or some other competitor we don't even know... View Details

Keywords: by Walter Kuemmerle

13 Jul 2015
Research & Ideas

‘Humblebragging’ is a Bad Strategy, Especially in a Job Interview

talk about it a bit longer, which is clearly not how you should approach a negotiation situation. In fact, he ended up telling me he could improve the offer if I [had] only asked!" she says. "I think the... View Details

Keywords: by Carmen Nobel

Publications