Publications

2007
Book

Negotiation Genius

By: Deepak Malhotra and M. H. Bazerman

Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details

Keywords: Experience and Expertise; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Behavior

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19 Oct 2022
News

Pay Transparency

02 Apr 2019
News

Do Men Know More About Salaries?

10 Mar 2022
HBS Seminar

Adina Sterling, Stanford

23 May 2016
News

Meet the 2016-2017 HBS Leadership Fellows

12 Apr 2016
News

New Research: Women Who Don’t Negotiate Might Have a Good Reason

Dr. Elizabeth Mary Okelo

Keywords: Financial services; Education

18 May 2023
Video

Mabel Abraham presents "Gender-Based Double Standards in Defining High Status: How Educational Status Shapes the Gender Pay Gap"

21 Apr 2015
News

The $70,000 CEO Is The Business Leader Of The Future

25 May 2017
News

Meet the 2017-2018 HBS Leadership Fellows

February 2006 (Revised March 2006)
Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout

On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States

14 Oct 2019
News

Let’s Talk About Money

11 Oct 2012
News

Fatter Paychecks Expected at Tech Firms

August 2000
Case

Belmont Industries, Inc. (A)

By: Joseph L. Bower

A new general manager has to propose a salary structure for the top 20 managers. His task is complicated as he learns about past performance, ambitions, interpersonal relations, and market conditions. A rewritten version of an earlier case. View Details

Keywords: Executive Compensation; Goals and Objectives; Performance Evaluation; Compensation and Benefits

30 Apr 2012
News

Executive Salaries: How Much Is Too Much?

June 2024
Background Note

Do Companies Overvalue External Talent?

By: Boris Groysberg and Robin Abrahams

When looking to fill a position above entry level, companies have two choices: transfer/promote an internal candidate, or hire from the outside. Anecdote and research alike show that external hires are usually offered a higher starting salary than internal candidates. View Details

Keywords: Compensation and Benefits; Selection and Staffing; Job Offer

November 2013
Case

Larry Steffen: Valuing Stock Options in a Compensation Package

By: William E. Fruhan and Craig Stephenson

New MBA graduate Larry Steffen has accepted an attractive job offer from Athena Global Technology but must now choose one of two alternative compensation plans. The first compensation plan option includes a base salary plus a $25,000 cash bonus, and the second includes... View Details