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Show Results For
- All HBS Web
(3,201)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- 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
- 2011
- Working Paper
Naiveté and Cynicism in Negotiations and Other Competitive Contexts
By: Chia-Jung Tsay, Lisa L. Shu and Max 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: Decision Choices and Conditions; Negotiation; Behavior; Cognition and Thinking; Perspective; Trust; Competitive Strategy; Competitive Advantage
Tsay, Chia-Jung, Lisa L. Shu, and Max Bazerman. "Naiveté and Cynicism in Negotiations and Other Competitive Contexts." Harvard Business School Working Paper, No. 11-066, January 2011. (Revised May 2011.)
- July 2024
- Case
Negotiating in a Hurricane: John Branca and the Michael Jackson Estate
By: James K. Sebenius and Alex Green
When the "King of Pop," Michael Jackson, unexpectedly died in 2009, he left behind an estate that was over $500 million in debt, with largely illiquid assets, and legions of creditors poised to begin to seize assets in as soon as 60 days. The task of managing Jackson’s... View Details
Keywords: Bargaining; Dispute Resolution; Negotiation; Entertainment; Financial Management; Financial Condition; Assets; Music Industry
Sebenius, James K., and Alex Green. "Negotiating in a Hurricane: John Branca and the Michael Jackson Estate." Harvard Business School Case 924-026, July 2024.
- February 1997
- Background Note
Errors in Social Judgment: Implications for Negotiation and Conflict Resolution--Part 2: Partisan Perceptions
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 2: Partisan Perceptions." Harvard Business School Background Note 897-104, February 1997.
- March 2025
- Case
Bidding for the Bunker: Crown Wine Cellars' Complex Negotiations
By: Alex Chan and Rachel Lau
- 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
- September 2019
- Supplement
BulkWhiz: Negotiating as a Startup Founder in the UAE
By: Katherine B. Coffman and Christine Exley
Coffman, Katherine B., and Christine Exley. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Multimedia/Video Supplement 920-701, September 2019.
- July 1989
- Supplement
Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (C)
By: Ray A. Goldberg
Goldberg, Ray A. "Merger Negotiations Between Farmland, Cenex, and Land O'Lakes (C)." Harvard Business School Supplement 590-005, July 1989.
- September – October 2009
- Article
Without Conditions: The Case for Negotiating with the Enemy
By: Deepak Malhotra
Keywords: Negotiation
Malhotra, Deepak. "Without Conditions: The Case for Negotiating with the Enemy." Foreign Affairs 88, no. 5 (September–October 2009): 84–90.
- 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 2007 (Revised January 2010)
- Supplement
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Supplements the (A) case. View Details
Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)." Harvard Business School Supplement 907-014, April 2007. (Revised January 2010.)
- January 2004
- Article
Rocks and Hard Places: Managing Two Tensions in Negotiation
By: Michael A. Wheeler and Dana Nelson
Wheeler, Michael A., and Dana Nelson. "Rocks and Hard Places: Managing Two Tensions in Negotiation." Negotiation Journal 20, no. 1 (January 2004): 113–128.
- January 2012
- Case
Calvin Klein and Warnaco Group: Negotiating a Trademark License
By: Susan Fournier, Felix Oberholzer-Gee, William W. Fisher III and Robert Mnookin
- August 1978
- Exercise
Mediating in Negotiations for the Sale of a Firm
By: Howard Raiffa
Raiffa, Howard. "Mediating in Negotiations for the Sale of a Firm." Harvard Business School Exercise 179-025, August 1978.
- 01 Dec 1999
- News
Negotiating in 3-D: An Overarching Way to Get to Yes?
From resolving a labor dispute, to orchestrating a merger, to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In a course note titled "Negotiation Analysis: Summary Framework and... View Details
Keywords: Anita M. Harris