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Show Results For
- All HBS Web
(3,203)
- People (4)
- News (641)
- Research (2,154)
- Events (5)
- Multimedia (60)
- Faculty Publications (1,756)
- 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).
- 1999
- Chapter
The Effects of Agents and Mediators on Negotiation Behavior
By: M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac
Bazerman, M. H., M. A. Neale, K. L. Valley, Y. M. Kim, and E. J. Zajac. "The Effects of Agents and Mediators on Negotiation Behavior." In Judgment and Decision Making: An Interdisciplinary Reader. 2nd ed. Edited by T. Connolly, H. Arkes, and K. Hammond. Cambridge University Press, 1996.
- 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.
- 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.
- Article
Perfect Pitch: Making Your Ideas Resonate in Negotiations
By: Kristin Sippl
To maximize persuasive power, ideational entrepreneurs should craft a 'creative type' persona, use discourse strategically, and offer useful resources. View Details
Sippl, Kristin. "Perfect Pitch: Making Your Ideas Resonate in Negotiations." Negotiation Briefings (Program on Negotiation at Harvard Law School) (April 2017).
- 24 Feb 2021
- News
How to Negotiate and Avoid Costly Medical Bills
- 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.
- December 2005
- Article
Constraints and Triggers: Situational Mechanics of Gender in Negotiation
By: Hannah Riley Bowles, Linda C. Babcock and Kathleen McGinn
Bowles, Hannah Riley, Linda C. Babcock, and Kathleen McGinn. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation." Journal of Personality and Social Psychology 89, no. 6 (December 2005): 951–965.
- Column
The Mind of the Negotiator: Negotiate Like a Diplomat
By: M. H. Bazerman
Bazerman, M. H. "The Mind of the Negotiator: Negotiate Like a Diplomat." Negotiation 9, no. 7 (July 2006). (newsletter.)
- March 1992
- Article
Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective
By: M. A. Neale and M. H. Bazerman
Neale, M. A., and M. H. Bazerman. "Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 157–175.
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- 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
- September 2002
- Article
Improvisation and the Logic of Exchange in Embedded Negotiations
By: Kathleen L. McGinn and Angela Keros
Keywords: Negotiation
McGinn, Kathleen L., and Angela Keros. "Improvisation and the Logic of Exchange in Embedded Negotiations." Administrative Science Quarterly 47, no. 3 (September 2002): 442–473.
- January 2003
- Article
Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation
By: Kimberlyn Leary and Michael A. Wheeler
Leary, Kimberlyn, and Michael A. Wheeler. "Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation." Journal of Applied Psychoanalytic Studies 5, no. 1 (January 2003): 81–105.
- October 2024
- Teaching Note
Teaching Note for Río Curicó: A Six-Party Negotiation Exercise
By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
Teaching Note for HBS Case Nos. 920-056, 920-057, 920-058, 920-059, 920-060, and 920-061. View Details
- Article
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
Sebenius, James K. "Seven Negotiation Lessons from Amazon's HQ Disaster in Queens." Harvard Business School Working Knowledge (March 8, 2019).
- Article
Naivete and Cynicism in Negotiations and Other Competitive Contexts
By: Chia-Jung Tsay, Lisa L. Shu and Max H. Bazerman
A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-think the actions of others and make negative attributions about... View Details
Tsay, Chia-Jung, Lisa L. Shu, and Max H. Bazerman. "Naivete and Cynicism in Negotiations and Other Competitive Contexts." Academy of Management Annals 5 (2011): 495–518.