Publications

17 Sep 2014
Sharpening Your Skills

Sharpen Your Negotiation Skills

No business skill may be as important to success as negotiation. We negotiate everything: agreements with partners and vendors, in-scope/out-of-scope parameters around important projects, and our own compensation and job responsibilities,... View Details

Keywords: by Sean Silverthorne

August 2000 (Revised December 2014)
Background Note

Negotiation Analysis: An Introduction

By: Michael A. Wheeler

Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a... View Details

Keywords: Framework; Negotiation Tactics; Negotiation Preparation

2017
Other Teaching and Training Material

Organizational Behavior Reading: Negotiation

By: Max Bazerman, Francesca Gino and Katherine Shonk

Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and... View Details

Keywords: Negotiation; Negotiation Preparation; Analysis; Cross-Cultural and Cross-Border Issues

October 2018 (Revised July 2019)
Case

BulkWhiz: Negotiating as a Startup Founder in the UAE

By: Katherine Coffman, Christine Exley and Alpana Thapar

This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success,... View Details

2014
Working Paper

Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal

By: James K. Sebenius

The November 2013 "interim" nuclear deal between Iran and the "P5+1"—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a more comprehensive deal? Or will it drift into... View Details

Keywords: Negotiations; Iran; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; Negotiation; International Relations; France; Germany; Iran; China; Great Britain; United States; Russia

SSRN

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Web

Negotiation & Decision Making Programs

August 1996
Exercise

Exercises in Negotiation Analysis

Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple... View Details

Keywords: Negotiation

January 2005 (Revised February 2018)
Background Note

Negotiation Advice: A Synopsis

By: Michael Wheeler

Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation,... View Details

Keywords: Negotiation; Research

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

Tactics, deal design, and set-up are three crucial components of the most effective negotiations. Yet many negotiators focus only on the tactical part, running the risk of undermining their own best interests. How can you View Details

Keywords: by Martha Lagace

Research Summary

Middle East Negotiation Initiative

By: James K. Sebenius

The Middle East Negotiation Initiative is a component of the Harvard Negotiation Project that seeks to analyze and develop grounded analysis and advice for complex negotiations in and around the Middle East. Its current focus is on the intellectual and study questions... View Details

24 May 2004
Research & Ideas

Becoming an Ethical Negotiator

The book What's Fair: Ethics of Negotiators is a rich collection of pointers from professional dealmakers, attorneys, academic specialists, and, not least, ethicists. Michael Wheeler, an HBS professor and editor of View Details

Keywords: by Martha Lagace

13 Feb 2006
Research & Ideas

When Gender Changes the Negotiation

negotiated for herself and others? Business people often ask us whether men or women are better negotiators. According to our research, gender is not a reliable predictor of negotiation performance; neither... View Details

Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

9 AM – 10 AM EST, 09 Jan 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: January 9, 2019 - March 6, 2019 View Details

HBS Online: Negotiation Mastery

Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details

June 2002
Background Note

Complexity Theory and Negotiation

By: Michael A. Wheeler and Gillian Morris

This case highlights an application of current thoughts in complexity science to negotiation theory. It emphasizes a provocative approach that questions much of traditional negotiation research thus far. The case explains the roots of complexity science and some broad... View Details

Keywords: Complexity; Negotiation Tactics; Outcome or Result; Interpersonal Communication

9 AM – 10 AM EDT, 20 Mar 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: March 20, 2019 - May 15, 2019 View Details

August 2007
Teaching Note

Negotiation Strategy Simulation (TN)

By: Michael A. Wheeler and Gregory M. Barron

This tool can be used with the Negotiation Strategy Simulation. To access the tool please use this URL: http://hbsp.harvard.edu/multimedia/neg_strat/index.html. View Details

Keywords: Negotiation; Strategy