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Show Results For
- All HBS Web
(3,200)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,755)
- 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.)
- 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
- 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).
- 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.
- 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.
- 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.)
- Article
Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details
Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal
Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
- 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.
- Summer 2013
- Article
Negotiating Taste: Food Market Research in the Hagley Library
By: Ai Hisano
Hisano, Ai. "Negotiating Taste: Food Market Research in the Hagley Library." Digest: A Journal of Foodways and Culture 2 (Summer 2013).
- December 2015
- Case
Negotiating the Path of Abraham, 2015 Progress and Challenges
The Abraham Path board reviews the last five years and seeks to frame and act on its major strategic, negotiating, and operational challenges going forward. The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism following Abraham's path... View Details
Sebenius, James K. "Negotiating the Path of Abraham, 2015 Progress and Challenges." Harvard Business School Case 916-027, December 2015.
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- 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.
- May 2016
- Article
Cooperation in Multicultural Negotiations: How the Cultures of People with Low and High Power Interact
By: Shirli Kopelman, Ashley E. Hardin, Christopher G. Myers and Leigh Plunkett Tost
This study examined whether the cultures of low- and high-power negotiators interact to influence cooperative behavior of low-power negotiators. Managers from four different cultural groups (Germany, Hong Kong, Israel, and the United States) negotiated face-to-face in... View Details
Keywords: Global Collaboration; Negotiations; Culture; Negotiation Process; Negotiation Participants; Cross-Cultural and Cross-Border Issues; Hong Kong; Germany; Israel; United States
Kopelman, Shirli, Ashley E. Hardin, Christopher G. Myers, and Leigh Plunkett Tost. "Cooperation in Multicultural Negotiations: How the Cultures of People with Low and High Power Interact." Journal of Applied Psychology 101, no. 5 (May 2016): 721–730.
- May 1998
- Case
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)
Supplements the (A1) case. A rewritten version of an earlier case. View Details
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)." Harvard Business School Case 898-258, May 1998.
- December 2019 (Revised December 2021)
- Case
Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)
By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
In 2019, members of the U.S. Women's National Soccer Team (WNT) filed a gender discrimination lawsuit against the U.S. Soccer Federation. The case describes the history of the WNT's quest for equal pay leading up to this event. View Details
Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States
Exley, Christine, John Beshears, Manuela Collis, and Davis Heniford. "Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)." Harvard Business School Case 920-029, December 2019. (Revised December 2021.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (E): General Information and Confidential Instructions for Pat Cooper, Lead Negotiator for NUPE
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (E): General Information and Confidential Instructions for Pat Cooper, Lead Negotiator for NUPE." Harvard Business School Case 895-044, June 1995. (Revised August 1998.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (D): General Information and Confidential Instructions for Sam Johnson, Lead Negotiator for SWAB
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (D): General Information and Confidential Instructions for Sam Johnson, Lead Negotiator for SWAB." Harvard Business School Case 895-043, June 1995. (Revised August 1998.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (C): General Information and Confidential Instructions for Chris Smith, Lead Negotiator for NALGO
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (C): General Information and Confidential Instructions for Chris Smith, Lead Negotiator for NALGO." Harvard Business School Case 895-042, June 1995. (Revised August 1998.)
- April 1998
- Article
Pre-Settlement Settlement (PreSS): A Simple Technique for Initiating Complex Negotiation
By: J. Gillespie and M. H. Bazerman
Keywords: Negotiation