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- Faculty Publications (70)
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- All HBS Web (313)
- Faculty Publications (70)
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
her own positive experiences with RLX. While the RLX-Impress negotiation was particularly tricky to get off the ground, establishing trust is critical to achieving success in any negotiation, because all View Details
Keywords: by Deepak Malhotra
- 9 AM – 9 AM EST, 24 Jan 2018
- HBS Online
HBX Negotiation Mastery: Unlocking Value in the Real World
Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details
- 30 Jul 2018
- Research & Ideas
Why Ethical People Become Unethical Negotiators
go through three phases, noting that it’s only in the midst of the negotiation itself that ethical blind spots appear. 1. Preparing for the negotiation: During this phase, View Details
Keywords: by Dina Gerdeman
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
greatest threats to success. Prepare to make good decisions on the fly. Situational awareness and the ability to learn as you go are critical. Do Negotiation Dynamics Change In A Family Business? Five Steps... View Details
- Web
Negotiation - Course Catalog
dramatically; Work with people whose backgrounds, expectations, perspectives, values, and ethical standards differ from your own; and Reflect on-and learn from-your experience. This course will teach you how to analyze, prepare for, and... View Details
- Web
Negotiation Course Online | HBS Online
Certificate of Completion from HBS Online. What you earn . Overview Syllabus Enrollment Stories FAQs Enroll Now Key Concepts Understand negotiation dynamics and how to prepare for uncertainty Learn to craft... View Details
- 04 Apr 2016
- Working Paper Summaries
Preparing the Self for Team Entry: How Relational Affirmation Improves Team Performance
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
- 26 Nov 2016
- News
Four Ways to Prepare to Ask for a Raise
- 15 Jun 2023
- News
4 Examples of Business Negotiation Strategies
- 23 Oct 2019
- News
Negotiators Share Lessons from High-Stakes Global Diplomacy
diplomacy and helps students develop and practice negotiation skills critical to success in public service and the private sector. “This is a distinctively Harvard opportunity that is preparing students to... View Details
Keywords: University Collaborations
- 30 May 2023
- News
6 Strategies to Improve Your Negotiation Skills
- 17 Jun 2014
- News
Amazon Is Not Invincible
- 12 Oct 2020
- News
MBA/DBA Alum Wins Nobel Prize in Economics
On the day the prize was announced, HBS Dean Nitin Nohria shared a tribute to Wilson with the HBS community written by Wilson’s former mentor, HBS professor Howard Raiffa. “I think we prepared him with an agenda for future research topics... View Details
- January 1991
- Case
Redhook Ale Brewery
A small microbrewer prepares to negotiate a credit facility with its bank to partially fund major expansion. View Details
Mason, Scott P. "Redhook Ale Brewery." Harvard Business School Case 291-025, January 1991.
- November 1978 (Revised June 1985)
- Case
Hanson Industries (B)
By: William J. Bruns Jr. and Julie H. Hertenstein
Provides a complete description of the processes used in preparing a budget (annual operating plan). Starting with basic product line decisions, management prepares a budget that integrates production and marketing within constraints of financial feasibility. The... View Details
Bruns, William J., Jr., and Julie H. Hertenstein. "Hanson Industries (B)." Harvard Business School Case 179-077, November 1978. (Revised June 1985.)
- 2022
- Other Unpublished Work
Got 'Critical Minerals'? Hooray! But Be Careful
By: Louis T. Wells
When a country has “critical minerals,” certain issues require special attention in the country’s mining legislation or while negotiating contracts with potential mining investors. As well, to obtain maximum benefit the government should prepare for negotiations with... View Details
Wells, Louis T. "Got 'Critical Minerals'? Hooray! But Be Careful." Columbia FDI Perspectives, No. 338, August 2022.
- 20 Nov 2013
- News
When a job offer is non-negotiable
- July 1990
- Background Note
Note on Acquiring Bank Credit
By: Amar Bhide and Howard H. Stevenson
Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing a banking relationship, selecting a bank, preparing an application, and negotiating a loan. View Details
Bhide, Amar, and Howard H. Stevenson. "Note on Acquiring Bank Credit." Harvard Business School Background Note 391-010, July 1990.