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  • All HBS Web  (3,201)
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← Page 27 of 3,201 Results →
  • 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
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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
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Bowles, Hannah Riley, Linda Babcock, and Kathleen L. McGinn. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation." Harvard Business School Working Paper, No. 05-075, May 2005.
  • 25 Jan 2016
  • News

When Negotiating a Price, Never Bid with a Round Number

Keywords: Finance
  • 18 Apr 2016
  • News

New Study Shows that Leaning Into Negotiations Doesn’t Always Work for Women

  • 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
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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
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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
Keywords: Prejudice and Bias; Negotiation; Conflict and Resolution
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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
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Chan, Alex, and Rachel Lau. "Bidding for the Bunker: Crown Wine Cellars' Complex Negotiations." Harvard Business School Case 925-030, March 2025.
  • 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
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Coffman, Katherine B., and Christine Exley. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Teaching Note 920-004, August 2019. (Revised October 2019.)
  • May 1977
  • Case

International Business Machines (E): Negotiating with Electronics Components Suppliers

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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
Keywords: Status and Position; Prejudice and Bias; Groups and Teams; Organizational Culture; Identity; Diversity; Power and Influence
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Polzer, Jeffrey T., and Heather M. Caruso. "Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences." In Diversity at Work, edited by Arthur P. Brief. United Kingdom: Cambridge University Press, 2008.
  • September 2019
  • Supplement

BulkWhiz: Negotiating as a Startup Founder in the UAE

By: Katherine B. Coffman and Christine Exley
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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
Keywords: Mergers and Acquisitions; Agriculture and Agribusiness Industry
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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
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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
Keywords: Negotiation Participants; Negotiation Process; Negotiation Style; Behavior
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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
Keywords: Negotiation; Relationships; Consumer Products Industry; Retail Industry
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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
Keywords: Management; Negotiation
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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
Keywords: Trademarks; Negotiation; Apparel and Accessories Industry
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Fournier, Susan, Felix Oberholzer-Gee, William W. Fisher III, and Robert Mnookin. "Calvin Klein and Warnaco Group: Negotiating a Trademark License." Harvard Business School Case 712-458, January 2012.
  • August 1978
  • Exercise

Mediating in Negotiations for the Sale of a Firm

By: Howard Raiffa
Keywords: Negotiation; Acquisition
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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
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