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Show Results For
- All HBS Web
(3,201)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
- Awards
CPR-ADR Best Negotiation Book of the Year
Winner of the 1984 Best Negotiation Book of the Year from the International Institute for Conflict Prevention & Resolution-Alternative Dispute Resolution (CPR-ADR) for Environmental Dispute Resolution with Lawrence S. Bacow (Plenum Press). View Details
- 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
Sebenius, James K., and Cheng (Jason) Qian. "Cultural Notes on Chinese Negotiating Behavior." Harvard Business School Working Paper, No. 09-076, December 2008.
- August 2022
- Case
Negotiating Peace in Colombia
By: Deepak Malhotra and Cody Smith
This case follows the protracted armed conflict between the Colombian government and the Revolutionary Armed Forces of Colombia (FARC), tracing it from its origins over 50 years ago, through the private and public negotiations that ultimately resulted in the 2016... View Details
Keywords: Conflict; Peace Process; Dispute Resolution; Protracted Conflicts; Peacemaking; Civil War; Negotiation; Leadership; Conflict and Resolution; Government Administration; Colombia
Malhotra, Deepak, and Cody Smith. "Negotiating Peace in Colombia." Harvard Business School Case 923-006, August 2022.
- 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
Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
- 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
Watkins, Michael D. "Negotiation Analysis: A Synthesis." Harvard Business School Background Note 800-316, February 2000. (Revised May 2000.)
- 2010
- Working Paper
Developing Negotiation Case Studies
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
Sebenius, James K. "Developing Negotiation Case Studies." Harvard Business School Working Paper, No. 11-008, July 2010. (Revised October 2010.)
- 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
Watkins, Michael D., and Sydney Rosen. Rethinking "Preparation" in Negotiation. Harvard Business School Background Note 801-286, November 2000. (Revised October 2001.)
- February 2003 (Revised September 2009)
- Background Note
Nonverbal Communication in Negotiation
By: Michael A. Wheeler and Dana Nelson
This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The... View Details
Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence
Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.)
- 2008
- Case
Great Negotiator Case Study Package
By: James K. Sebenius, Jeswald Salacuse, Daniel Curran, Rebecca Hulse and Kristin Schneeman
This special curriculum package includes the following case studies in the Great Negotiator Case Study Series, each of which features a past recipient of PON's Great Negotiator Award:
- 2000 PON Great Negotiator: "To Hell with the Future, Let's Get... View Details
Keywords: Negotiation
- 1997
- Dictionary Entry
Negotiation Tactics
By: J. Polzer
Keywords: Negotiation Tactics
Polzer, J. "Negotiation Tactics." In Blackwell Encyclopedic Dictionary of Human Resource Management, edited by L. Peters, S. Youngblood, and C. Greer. Cambridge, MA: Blackwell Publishers, 1997.
- 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
- 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
- 1992
- Book
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
Bazerman, M. H., and M. A. Neale. Negotiating Rationally. Free Press, 1992.
- April 2001
- Guest Column
Value Negotiation
By: B. J. Dietmeyer and M. H. Bazerman
Dietmeyer, B. J., and M. H. Bazerman. "Value Negotiation." Executive Excellence (April 2001): page 7. (short piece.)
- 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
Malhotra, Deepak. "Control the Negotiation Before It Begins." Harvard Business Review 93, no. 12 (December 2015): 66–72.
- Research Summary
Great Negotiator Study Initiative
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 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
Light, Jay O., and Anthony Massaro. "eSurg (A): Negotiating the Start-Up." Harvard Business School Case 201-050, February 2001. (Revised June 2001.)