Publications

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2004
Other Teaching and Training Material

Great Negotiator 2002: Lakhdar Brahimi

By: James K. Sebenius and Kristin Schneeman

The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details

Keywords: Negotiation; Learning; Strategy; Afghanistan

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

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

February 2009
Article

Beyond Gender and Negotiation to Gendered Negotiations

By: Deborah M. Kolb and Kathleen L. McGinn

Keywords: Negotiation; Gender

Read Now

13 Oct 2003
Research & Ideas

Negotiating Challenges for Women Leaders

Women don't have a problem developing an effective leadership style. What they do struggle with more than men, however, is claiming the authority to lead, according to Hannah Riley Bowles and Kathleen L. McGinn. The gender gap in leadership is the focus of... View Details

Keywords: by Martha Lagace

February 2001 (Revised June 2001)
Case

eSurg (A): Negotiating the Start-Up

By: Jay O. Light and Anthony Massaro

The founders of an online medical supplies firm must negotiate with an established hospital distributor and a venture capital firm. View Details

Keywords: Venture Capital; Negotiation; Internet and the Web; Financing and Loans; Business Startups; Medical Devices and Supplies Industry

January 2011
Article

Developing Superior 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: Education; Cases; Negotiation

March 1992
Article

Negotiating Rationally

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

Keywords: Negotiation

2005
Guest Column

Negotiator Focus

By: M. Bazerman

Keywords: Negotiation

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

psychological research points toward new directions in the understanding of what makes a negotiation work or not work. In an article recently published in the Annual Review of Psychology, HBS Professor Kathleen L. Valley, HBS Senior... View Details

Keywords: by Martha Lagace

15 Oct 2018
Research & Ideas

Shaky Business: How Handshakes Win Negotiations

see whether handshaking might still help with negotiating deals. “ If your instinct is not to shake, it would be wise to think of sending another signal of cooperation” They found that shaking hands is a powerful gesture that creates a... View Details

Keywords: by Michael Blanding

05 Jul 2018
Book

Henry Kissinger's Lessons for Business Negotiators

Keywords: by Sean Silverthorne

November 2006 (Revised September 2007)
Case

The Bollingers: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel

Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for... View Details

Keywords: Negotiation Preparation; Product Development; Supply Chain; Problems and Challenges; Retail Industry

March 2024
Case

Negotiating the Gift of Life (A)

By: Alex Chan

Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details

Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Health Industry

August 2008 (Revised April 2012)
Supplement

Real Property Negotiation Game (B): Buyer

By: Arthur I Segel and John H. Vogel, Jr.

The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The buyer case for the... View Details

Keywords: Property; Negotiation; Decision Making; Real Estate Industry

July 2008 (Revised November 2012)
Case

Negotiating Equity Splits at UpDown

By: Noam Wasserman and Deepak Malhotra

Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details

Keywords: Business Startups; Entrepreneurship; Capital; Venture Capital; Equity; Compensation and Benefits; Negotiation; Partners and Partnerships

May 2001 (Revised April 2005)
Exercise

Betonn Corporation: Confidential Negotiation Information

By: James K. Sebenius

A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details

Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry