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  • January 1980 (Revised April 1980)
  • Background Note

Bargaining Strategies: Collaborative vs. Competitive Approaches

Note describes aspects of bargaining situations that point toward either collaborative or distributive bargaining strategies. Focuses on the nature of the issues, the relationship between the negotiators, and broader contextual factors, and how these variables... View Details
Keywords: Negotiation Tactics; Negotiation Style
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  • March 2001 (Revised March 2016)
  • Case

Charlene Barshefsky (A)

By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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  • 07 Jul 2015
  • First Look

First Look: July 7, 2015

business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models through the analysis of individual firm choices. We situate negotiation outcomes within the strategy literature by... View Details
Keywords: Sean Silverthorne
  • 29 Apr 2014
  • First Look

First Look: April 29

Pvt. Ltd. (formerly SET Pvt. Ltd.), a leading television broadcaster in India. Describes Singh's decision to evaluate employees based on values as well as performance and the management committee's response. Allows for discussion of 1) the impact of leadership View Details
Keywords: Sean Silverthorne
  • 19 Jun 2012
  • First Look

First Look: June 19

PapersNegotiation Processes As Sources of (and Solutions to) Interorganizational Conflict Authors:Elizabeth Long Lingo, Colin Fisher, and Kathleen L. McGinn Abstract We investigate how structural features of negotiations can affect... View Details
Keywords: Sean Silverthorne
  • 30 Jun 2016
  • Blog Post

4 Ways I've Changed at HBS

There are certain things you come to business school expecting to learn and certain ways you expect you’ll change. Over the course of my first year at HBS, I’ve learned how to prepare a balance sheet and negotiate a job offer—but I’ve... View Details
  • 2008
  • Working Paper

Can the Virtuous Mouse and the Wealthy Elephant Live Happily Ever After?

By: James E. Austin and Herman B. Leonard
What happens when small iconic socially-oriented businesses are acquired by large corporations? Such mergers create significant opportunities for creating both business value and substantially expanded social value, but also pose unusually difficult challenges because... View Details
Keywords: Mergers and Acquisitions; Management Style; Agreements and Arrangements; Social Enterprise; Social Issues
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  • September 1983 (Revised July 1991)
  • Case

Orthoteks USA (A)

By: Joseph L. Badaracco Jr. and Richard G. Hamermesh
A series on implementing strategy as the head of the U.S. subsidiary of a successful Swiss medical products firm. Traces the actions of the CEO over a four year period and highlights his negotiations with the Swiss parent and the way functional components of the... View Details
Keywords: Business Subsidiaries; Trade; Health Care and Treatment; Leadership Style; Agreements and Arrangements; Strategy; Health Industry; Switzerland; United States
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  • December 2015
  • Article

Emotion and the Art of Negotiation: How to Use Your Feelings to Your Advantage

By: Alison Wood Brooks
Negotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares some key findings and advice. Anxiety leads to poor outcomes. You will be less... View Details
Keywords: Negotiation Style; Emotions
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  • Article

Can the Virtuous Mouse and the Wealthy Elephant Live Happily Ever After?

By: James E. Austin and Herman B. "Dutch" Leonard
What happens when small iconic socially oriented businesses are acquired by large corporations? Such mergers create significant opportunities for creating both business value and substantially expanded social value, but they also pose unusually difficult challenges... View Details
Keywords: Mergers and Acquisitions; Management Style; Agreements and Arrangements; Social Enterprise; Social Issues
Related
  • Program

Program for Leadership Development

step toward becoming a member of the global HBS alumni community Who Should Attend PLD is designed for executives preparing for career growth who want to expand their hard and soft skills and refine their personal leadership style to... View Details

    BUSINESS ETHICS: WHAT EVERYONE NEEDS TO KNOW

    View Details

    • February 2023 (Revised November 2024)
    • Case

    Ronald Reagan: Changing the World

    By: Robert Simons and Shirley Sun
    This case traces the rise of Ronald Reagan from small town Illinois to two-term president of the United States. An unlikely candidate for the world’s most powerful job, the case describes the different roles that Reagan filled over his life: radio announcer, Hollywood... View Details
    Keywords: Politics; Entertainment; Personal Characteristics; Business And Government; Values And Beliefs; Mission And Purpose; Decision Making; Government Administration; Management Style; Power and Influence; United States
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    • 2008
    • Book

    Hedgehogs and Foxes: Character, Leadership, and Command in Organizations

    By: Abraham Zaleznik
    In this compelling look at charismatic leaders and their leadership styles, Abraham Zaleznik asserts that leaders are either "hedgehogs," who view leadership as a single-minded track driven by unwavering rules, or "foxes," who assess and re-evaluate their... View Details
    Keywords: Attitudes; Leadership Style; Government and Politics; Power and Influence; Innovation and Invention
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    • Program

    PLD Module 5

    your professional development Strengthen your core leadership skills Adapt your leadership style to different stakeholders and business scenarios Inspire through example and empower your team members to lead more effectively Help your... View Details
    • 29 Feb 2024
    • HBS Case

    Beyond Goals: David Beckham's Playbook for Mobilizing Star Talent

    Superstar talent brings the kind of wattage that can power a business to the next level, as recent high-stakes decisions facing soccer legend David Beckham show. Two new Harvard Business School case studies examine the questions Beckham and his team pondered as he... View Details
    Keywords: by Avery Forman; Sports
    • December 1998 (Revised March 1999)
    • Case

    Guangdong Nowada Group, The

    By: Ray A. Goldberg, Carin-Isabel Knoop and Anthony St. George
    In late 1998, 38-year-old He Boquan, CEO of the Guangdong Nowada Group, a health beverage producer, needs to decide how to fund his company's growth and ambition to become China's number one domestic health beverage producer by 2002. A consultants study revealed that... View Details
    Keywords: Forecasting and Prediction; Capital; Foreign Direct Investment; Growth and Development; Leadership Style; Management Skills; Negotiation Offer; Competitive Strategy; Food and Beverage Industry; China
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    • 07 Jun 2011
    • First Look

    First Look: June 7

    Frontiers of Social Psychology Series. Psychology Press, in press An abstract is unavailable at this time. Publisher's Link: http://www.psypress.com/social-judgment-and-decision-making-9781848729063 Commentary and Future Directions for View Details
    Keywords: Sean Silverthorne
    • Web

    Topics - HBS Working Knowledge

    (9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) View Details
    • 29 Jul 2019
    • Research & Ideas

    How Companies Benefit When Employees Work Remotely

    time. The study’s findings can help firms understand the effects of various flex-work options, and support certain types of employees as they negotiate with employers. Choudhury says the results have important implications for workers,... View Details
    Keywords: by Kristen Senz