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  • All HBS Web  (3,200)
    • People  (4)
    • News  (639)
    • Research  (2,151)
    • Events  (5)
    • Multimedia  (58)
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← Page 3 of 3,200 Results →
  • 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
  • September 2011 (Revised December 2014)
  • Background Note

Learning to Negotiate

By: Michael Wheeler
This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities. View Details
Keywords: Negotiation; Social Psychology
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Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011. (Revised December 2014.)
  • 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
  • July 2007
  • Case

Kroger Union Negotiations 2005

By: Dennis A. Yao and Mary L. Shelman
A stylized version of the negotiations between Kroger Company and its local unions during 2005. Management faces a sequence of individual negotiations with local unions in addition to meeting the new competitive challenges presented by Wal-Mart's expansion in the... View Details
Keywords: Labor and Management Relations; Labor Unions; Reputation; Wages; Management; Negotiation Participants; Negotiation Style; Competitive Strategy; Retail Industry
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Yao, Dennis A., and Mary L. Shelman. "Kroger Union Negotiations 2005." Harvard Business School Case 708-433, July 2007.
  • 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 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
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Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)
  • 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
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Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.
  • 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
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Sebenius, James K. "Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal." Harvard Business School Working Paper, No. 14-061, January 2014. (Revised March 2014.)
  • 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
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Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiation Analysis." In International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 203–215. San Francisco: Jossey-Bass, 2002.
  • 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
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Wu, George. "Exercises in Negotiation Analysis." Harvard Business School Exercise 897-037, August 1996.
  • Web

Negotiation & Decision Making Programs

  • 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
  • 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
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Wheeler, Michael A., and Gregory M. Barron. "Negotiation Strategy Simulation (TN)." Harvard Business School Teaching Note 908-013, August 2007.
  • 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
  • 2008
  • Working Paper

Cultural Notes on Chinese Negotiating Behavior

By: James K. Sebenius and Cheng (Jason) Qian
Western businesses negotiating with Chinese firms face many challenges, from initiating and smoothing communication to establishing long-lasting relationships and mutual trust, and from bargaining and drafting agreements to securing their implementation. Chinese... View Details
Keywords: Interpersonal Communication; Cross-Cultural and Cross-Border Issues; Negotiation Process; Negotiation Style; Perception; Societal Protocols; China
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Sebenius, James K., and Cheng (Jason) Qian. "Cultural Notes on Chinese Negotiating Behavior." Harvard Business School Working Paper, No. 09-076, December 2008.
  • 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
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Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002.
  • 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
  • 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

    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

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