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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)
- 2018
- Working Paper
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details
Yip, Jeremy, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks. "Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors." Harvard Business School Working Paper, No. 18-081, February 2018.
- 05 May 2015
- News
Get in the Right State of Mind for Any Negotiation
- Winter 2012
- Article
Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations
By: James K. Sebenius and Michael K. Singh
Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; International Relations; Negotiation; Iran; United States
Sebenius, James K., and Michael K. Singh. "Is a Nuclear Deal with Iran Possible? An Analytical Framework for the Iran Nuclear Negotiations." International Security 37, no. 3 (Winter 2012): 52–91.
- September 2019
- Teaching Note
Sonia Millar: Negotiating for the C-Suite, Teaching Note (Brief Case)
By: Joshua D. Margolis and Anne Donnellon
Teaching Note for HBS No. 920-555. View Details
- December 2019 (Revised December 2021)
- Supplement
Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)
By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
Supplements the (A) case and describes the events following it View Details
Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Ethics; 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 (B)." Harvard Business School Supplement 920-030, December 2019. (Revised December 2021.)
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- June 2008 (Revised January 2010)
- Supplement
Name Your Price: Compensation Negotiation at Whole Health Management (C)
By: Brian J. Hall, Deepak Malhotra and Nicole Bennett
Supplements the (A) and (B) cases. View Details
Hall, Brian J., Deepak Malhotra, and Nicole Bennett. "Name Your Price: Compensation Negotiation at Whole Health Management (C)." Harvard Business School Supplement 908-066, June 2008. (Revised January 2010.)
- 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.
- 2011
- Other Unpublished Work
Negotiating for Development: A New Paradigm for Natural Resource Agreements
By: Eric D. Werker
- February 2010 (Revised March 2013)
- Case
Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt
By: Catherine S. M. Duggan and Alexander F. Roehrkasse
Duggan, Catherine S. M., and Alexander F. Roehrkasse. "Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt." Harvard Business School Case 710-048, February 2010. (Revised March 2013.)
- 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.
- 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.
- December 1998 (Revised May 1999)
- Exercise
Negotiating Peace Accords in Bellicoso for the Head of the Opposition Political Party (OPP): General Instructions and Confidential Information
Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
"Negotiating Peace Accords in Bellicoso for the Head of the Opposition Political Party (OPP): General Instructions and Confidential Information." Harvard Business School Exercise 899-090, December 1998. (Revised May 1999.)
- December 1998 (Revised May 1999)
- Exercise
Negotiating Peace Accords in Bellicoso for the Director of the National Landowners Association (NLU): General Instructions and Confidential Information
Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
"Negotiating Peace Accords in Bellicoso for the Director of the National Landowners Association (NLU): General Instructions and Confidential Information." Harvard Business School Exercise 899-089, December 1998. (Revised May 1999.)
- February 2006 (Revised March 2006)
- Supplement
Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)
By: Deepak Malhotra and Maly Hout
Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)." Harvard Business School Supplement 906-039, February 2006. (Revised March 2006.)
- 2019
- Working Paper
How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS
A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
- Article
How to Make the Other Side Play Fair: The Final-Offer Arbitration Challenge Gives Negotiators a Valuable New Tool
By: Max H. Bazerman and Daniel Kahneman
In legal disputes, contested insurance claims, and similarly adversarial negotiations, one party is likely to open with an inflated claim or a lowball offer. And if the other side’s position is unreasonable, it may make little sense to be reasonable yourself. But if... View Details
Bazerman, Max H., and Daniel Kahneman. "How to Make the Other Side Play Fair: The Final-Offer Arbitration Challenge Gives Negotiators a Valuable New Tool." Harvard Business Review 94, no. 9 (September 2016): 76–81.