negotiation - Publications - Faculty & Research

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

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

Citation

Purchase

Article

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

By: James K. Sebenius

Citation

Read Now

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

Keywords: Competition; Outcome or Result; Trust; Judgments

Citation

Find at Harvard

Purchase

2005
Working Paper

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

By: Hannah Riley Bowles, Linda Babcock and Kathleen L. McGinn

Citation

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

Citation

Find at Harvard

Column

It's Not Intuitive: Strategies for Negotiating More Rationally

By: M. H. Bazerman and Deepak Malhotra

Keywords: Negotiation; Strategy; Cognition and Thinking

Citation

Find at Harvard

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

Citation

Find at Harvard

Read Now

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

Citation

Read Now

24 Feb 2021
News

How to Negotiate and Avoid Costly Medical Bills

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