Publications

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

February 2000 (Revised May 2000)
Background Note

Negotiation Analysis: A Synthesis

Presents a framework for analyzing and conducting negotiations. Highlights the importance of four mutually supporting modes of analysis: diagnosing the situation, shaping the structure, managing the process, and judging success. Key concepts are illustrated through the... View Details

Keywords: Negotiation

Educators

2010
Working Paper

Developing Negotiation Case Studies

By: James K. Sebenius

While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details

Keywords: Debates; Cases; Goals and Objectives; Negotiation; Perspective

Read Now

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

Educators

2002
Chapter

Negotiation Analysis

By: James K. Sebenius

Keywords: Negotiation

22 Dec 2003
Research & Ideas

Why Negotiation is Like Jazz

it's unlikely you've ever put them together just like this, with this same person acting and reacting in quite the same way. Negotiation is a particularly high-stakes form of communication, one that requires the lightning-quick, informed... View Details

Keywords: by Kathleen L. McGinn

December 2015
Article

Control the Negotiation Before It Begins

By: Deepak Malhotra

Countless books and articles offer advice on avoiding missteps at the bargaining table. But some of the costliest mistakes take place before negotiators sit down to discuss the substance of the deal. That's because they often take for granted that if they bring a lot... View Details

Keywords: Negotiation Preparation

Register to Read

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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November 2000 (Revised October 2001)
Background Note

Rethinking "Preparation" in Negotiation

Challenges the notion that pre-negotiation preparation is the most important determination of success. Examines two fundamental problems with current thinking about preparation: the boundaries problem and the limits problem. Proposes an alternative model of negotiation... View Details

Keywords: Negotiation Preparation

Educators

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

07 Apr 2014
Research & Ideas

Negotiation and All That Jazz

propositions apply in negotiation, as well, according to Michael Wheeler's new book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World. As the title suggests, he sees negotiation as an art rather than an exact science.... View Details

Keywords: by Michael Blanding

Research Summary

Great Negotiator Study Initiative

By: James K. Sebenius

What can be legitimately be learned from closely studying great negotiators at work? Since 2000, the Program on Negotiation (PON)—an active inter-university consortium mainly comprised of numerous faculty from across... View Details

February 2009
Article

Beyond Gender and Negotiation to Gendered Negotiations

By: Deborah M. Kolb and Kathleen L. McGinn

Keywords: Negotiation; Gender

Read Now

1997
Dictionary Entry

Negotiation Tactics

By: J. Polzer

Keywords: Negotiation Tactics

1992
Book

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

April 2001
Guest Column

Value Negotiation

By: B. J. Dietmeyer and M. H. Bazerman

Keywords: Value; Negotiation

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

What do you do when the people with whom you are negotiating act in ways that can best be called counterproductive? Before throwing up your hands, take a deep breath and ask yourself 3 questions. Do these people lack good information? Are... View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

August 2001 (Revised August 2005)
Case

Guinness PLC: Managing Negotiations

By: Michael A. Wheeler

Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local... View Details

Keywords: Partners and Partnerships; Negotiation; Acquisition