Publications
Publications
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- All HBS Web
(3,417)
- Faculty Publications (1,275)
- January 2005
- Exercise
Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)
By: Deepak Malhotra
Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
- 2005
- Article
Group Learning: A Multi-Level Model Integrating Interpersonal Congruence, Transactive Memory and Feedback Processes
By: Manuel London, Jeffrey T. Polzer and Heather Omoregie
- January 2005
- Article
Perceived, Relative Power and Its Influence on Negotiations
By: Rebecca Wolfe and Kathleen L. McGinn
- December 2004 (Revised March 2007)
- Case
Cutlass Capital, L.P.
By: Richard G. Hamermesh and Brian DeLacey
David Hetz and Jon Osgood are forming a new venture capital fund in 2001 to invest in health care start-ups. Describes their fundraising activities at a time when venture capital investing has reached an all-time high. Although their background skills and experiences... View Details
- 2004
- Working Paper
Perceived Relative Power and Its Influence on Negotiations
By: Rebecca J. Wolfe and Kathleen L. McGinn
- November 2004
- Article
For Better or Worse: How Relationships Affect Negotiations
- November 2004
- Article
True or False? Lie Detection at the Bargaining Table
By: Michael Wheeler
Keywords: Negotiation
- October 2004 (Revised November 2004)
- Exercise
Negotiation Choices
Negotiation often presents us with choices about how best to achieve our goals. View Details
Keywords: Negotiation
- fall 2004
- Article
Predictable Negotiations: Should Have Seen This Coming (Book Excerpt)
By: M. Bazerman and Michael Watkins
- September 2004 (Revised February 2007)
- Case
Roller Coaster Ride, The: The Resignation of a Star
By: Boris Groysberg, Steve Balog and Jennifer Haimson
Presents a detailed account of power dynamics that unfold in the firm when one of its best and brightest threatens to leave. Focuses on the dynamics of attracting, retaining, compensating, negotiating, and leveraging a star performer in a professional services firm. A... View Details
- September 2004 (Revised January 2005)
- Case
Brazil's WTO Cotton Case: Negotiation Through Litigation
By: Ray A. Goldberg, Robert Lawrence and J. Katherine Milligan
Brazil has just won a case action against the U.S. cotton agriculture program at the World Trade Organization. What does this mean for future agricultural programs in the United States? For future trade policies of the United States, Brazil, and others in the global... View Details
- September 2004
- Article
Too Much of A Good Thing? The Role of Choice in Negotiation"
By: Michael Wheeler
- August 3, 2004
- Article
Negotiation: The Right Set-up Makes a Deal
By: James Sebenius and David Lax
Keywords: Negotiation
- 2004
- Chapter
Claiming Authority: Negotiating Challenges for Women Leaders
By: Hannah R. Bowles and Kathleen L. McGinn
- August 2004
- Article
Overcoming Stage Fright: How to Prepare for Negotiation
By: Michael Wheeler
Keywords: Negotiation
- July/August 2004
- Article
How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
- 2004
- Chapter
What Do Communication Media Mean for Negotiations? A Question of Social Awareness
By: Kathleen L. McGinn and Rachel Croson