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Show Results For
- All HBS Web
(3,191)
- People (4)
- News (622)
- Research (2,139)
- Events (5)
- Multimedia (56)
- Faculty Publications (1,748)
- October 1992
- Article
The Effect of Agents and Mediators on Negotiation Outcomes
By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim
Bazerman, M. H., M. A. Neale, K. L. McGinn, E. J. Zajac, and Y. M. Kim. "The Effect of Agents and Mediators on Negotiation Outcomes." Organizational Behavior and Human Decision Processes 53, no. 1 (October 1992): 55–73. (Reprinted in T. Connolly, H.R. Arkes and K.R. Hammond (Eds.), Judgement and Decision Making: An Interdisciplinary Reader, Cambridge University Press, 2nd edition, 1996, 3rd edition, 2000.)
- 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.
- April 1985
- Article
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in:
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
- July 1989
- Case
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (A)
By: Ray A. Goldberg
Goldberg, Ray A. "Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (A)." Harvard Business School Case 590-003, July 1989.
- 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
- 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.
- 2005
- Working Paper
Constraints and Triggers: Situational Mechanics of Gender in Negotiation
By: Hannah Riley Bowles, Linda Babcock and Kathleen L. McGinn
- 07 Mar 2022
- News
Labor Relations Experts Following MLB Negotiations from Afar
- Article
Ignore June 30: Time is on the Side of a Better Iran Deal
Prior to the "interim deal" reached in November 2013, Iranian nuclear negotiators could—and did—play for time while the regime rapidly added more centrifuges and increased production of enriched uranium. That is no longer the case. For the first time in years, the... View Details
Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States; Iran; United States
Sebenius, James K. "Ignore June 30: Time is on the Side of a Better Iran Deal." Iran Matters (June 28, 2015).
- August 2019 (Revised October 2019)
- Teaching Note
BulkWhiz: Negotiating as a Startup Founder in the UAE
By: Katherine B. Coffman and Christine Exley
Teaching Note for HBS No. 919-004. View Details
- May 1977
- Case
International Business Machines (E): Negotiating with Electronics Components Suppliers
Corey, E. Raymond, and Roger Bennett. "International Business Machines (E): Negotiating with Electronics Components Suppliers." Harvard Business School Case 577-158, May 1977.
- 2008
- Chapter
Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences
By: Jeffrey T. Polzer and Heather M. Caruso
We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details
- August 2013
- Teaching Plan
Remicade-Simponi
By: Guhan Subramanian and Charlotte Krontiris
This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details
Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry
Subramanian, Guhan, and Charlotte Krontiris. "Remicade-Simponi." Harvard Business School Teaching Plan 914-006, August 2013.
- 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