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  • All HBS Web  (3,200)
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  • 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
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Malhotra, Deepak, and Cody Smith. "Negotiating Peace in Colombia." Harvard Business School Case 923-006, August 2022.

    The Art of Negotiation

    Michael Wheeler's The Art of Negotiation offers a distinctive, creative approach to negotiation. The process cannot be scripted. Other parties will have their own agendas and ideas about how the interaction should unfold. As a result, negotiation must be improvised on... 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
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    Sebenius, James K., and Cheng (Jason) Qian. "Cultural Notes on Chinese Negotiating Behavior." Harvard Business School Working Paper, No. 09-076, December 2008.
    • 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
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    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

    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: Debates; Cases; Goals and Objectives; Negotiation; Perspective
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    Sebenius, James K. "Developing Negotiation Case Studies." Harvard Business School Working Paper, No. 11-008, July 2010. (Revised October 2010.)
    • June 1992
    • Article

    Negotiating Rationally

    By: M. H. Bazerman and M. A. Neale
    Keywords: Negotiation
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    Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Small Business (June 1992).
    • 1992
    • Article

    Negotiating Rationally

    By: M. H. Bazerman and M. A. Neale
    Keywords: Negotiation
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    Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Business Week Executive Portfolio 1 (1992).
    • 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
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    Watkins, Michael D., and Sydney Rosen. Rethinking "Preparation" in Negotiation. Harvard Business School Background Note 801-286, November 2000. (Revised October 2001.)
    • 1997
    • Dictionary Entry

    Negotiation Tactics

    By: J. Polzer
    Keywords: Negotiation Tactics
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    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.
    • 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
    • 1992
    • Book

    Negotiating Rationally

    By: M. H. Bazerman and M. A. Neale
    Keywords: Negotiation
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    Bazerman, M. H., and M. A. Neale. Negotiating Rationally. Free Press, 1992.
    • 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
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    Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.)
    • April 2001
    • Guest Column

    Value Negotiation

    By: B. J. Dietmeyer and M. H. Bazerman
    Keywords: Value; Negotiation
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    Dietmeyer, B. J., and M. H. Bazerman. "Value Negotiation." Executive Excellence (April 2001): page 7. (short piece.)
    • 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
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    Malhotra, Deepak. "Control the Negotiation Before It Begins." Harvard Business Review 93, no. 12 (December 2015): 66–72.
    • 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
    • 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
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    Sebenius, James K., Jeswald Salacuse, Daniel Curran, Rebecca Hulse, and Kristin Schneeman. "Great Negotiator Case Study Package." Program on Negotiation at Harvard Law School Case, 2008.
    • 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
    • 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
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    Sebenius, James K., and Kristin Schneeman. "Great Negotiator 2002: Lakhdar Brahimi." Program on Negotiation at Harvard Law School, 2004. Video. (DVD.)
    • 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
    Keywords: Negotiation; Research
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    Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
    • February 2009
    • Article

    Beyond Gender and Negotiation to Gendered Negotiations

    By: Deborah M. Kolb and Kathleen L. McGinn
    Keywords: Negotiation; Gender
    Citation
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    Kolb, Deborah M., and Kathleen L. McGinn. "Beyond Gender and Negotiation to Gendered Negotiations." Negotiation and Conflict Management Research 2, no. 1 (February 2009): 1–16.
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