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  • All HBS Web  (391)
    • People  (2)
    • News  (120)
    • Research  (174)
    • Multimedia  (3)
  • Faculty Publications  (47)

Show Results For

  • All HBS Web  (391)
    • People  (2)
    • News  (120)
    • Research  (174)
    • Multimedia  (3)
  • Faculty Publications  (47)
← Page 4 of 391 Results →
  • 2017
  • Book

HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company

By: Richard S. Ruback and Royce Yudkoff
Find, acquire, and run your own business. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small... View Details
Keywords: Entrepreneurial Finance; Entrepreneurs; Small Companies; Small Business Finance; Negotiation; Due Diligence; Sourcing; Search Funds; Search; Deal Sourcing; Deal Structuring; Funnel; Debt Financing; Small And Medium Enterprises; Small Business; Internet and the Web; Entrepreneurship; Negotiation Deal; Ownership; Equity; Borrowing and Debt
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Ruback, Richard S., and Royce Yudkoff. HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company. Harvard Business Review Press, 2017.
  • 11 Mar 2015
  • Research & Ideas

How Do You Grade Out as a Negotiator?

negotiations—both in what to continue doing and what to adjust," says Wheeler. Even small changes, research has shown, can mean the difference between a negotiation that succeeds and one that fails. "Even improving View Details
Keywords: by Michael Blanding
  • 10 Mar 2002
  • Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically, View Details
Keywords: by Michael Watkins
  • 10 Jan 2019
  • News

Brexit: The art of no deal

  • 2023
  • Working Paper

The Link Between Integrative Bargaining and Leadership Evaluations

By: Julian J. Zlatev and Francis J. Flynn
We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive,... View Details
Keywords: Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation
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Zlatev, Julian J., and Francis J. Flynn. "The Link Between Integrative Bargaining and Leadership Evaluations." Harvard Business School Working Paper, No. 23-044, January 2023.
  • 05 Sep 2017
  • News

Bargaining With Cancer Patients About Treatment

  • 06 Apr 2016
  • News

‘Negotiating the Impossible’: An Interview With Deepak Malhotra

  • 13 Jan 2009
  • First Look

First Look: January 13, 2009

and, as a result, gain the capacity to curb its influence. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Cultural Notes on Chinese Negotiating Behavior Authors:James K. Sebenius and Cheng (Jason) Qian Abstract Western... View Details
Keywords: Martha Lagace
  • 22 May 2018
  • First Look

New Research and Ideas, May 22, 2018

strong beliefs in the meaning of their work experience better performance. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54523 Negotiating a Better Future: How Interpersonal Skills... View Details
Keywords: Dina Gerdeman
  • June 1994 (Revised February 1999)
  • Case

Marcia Radosevich and Health Payment Review--1989 (A)

Martha Radosevich, president of Health Payment Review, a small software start-up, confronts a serious cash-flow problem: Health Payment Review has built a PC-based prototype but has run out of funds to build a commercially acceptable mainframe product. As a stop-gap... View Details
Keywords: Negotiation; Cash Flow; Entrepreneurship; Applications and Software; Sales; Information Technology Industry
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Bhide, Amar. "Marcia Radosevich and Health Payment Review--1989 (A)." Harvard Business School Case 394-204, June 1994. (Revised February 1999.)
  • August 2022
  • Case

The Spreadsheet

By: Zoë B. Cullen and Alexander J. MacKay
Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting... View Details
Keywords: Compensation and Benefits; Recruitment; Selection and Staffing
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Cullen, Zoë B., and Alexander J. MacKay. "The Spreadsheet." Harvard Business School Case 723-366, August 2022.
  • 20 May 2008
  • First Look

First Look: May 20, 2008

  Working PapersGender in Job Negotiations: A Two-Level Game Authors:Hannah Riley Bowles and Kathleen L. McGinn Abstract We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates View Details
Keywords: Martha Lagace
  • 07 May 2012
  • Research & Ideas

The Art of Haggling

intent on dominating, and who refuse to engage in problem solving. Skillful negotiation starts with having a clear sense of when to walk away, in order to avoid being browbeaten into accepting unreasonable... View Details
Keywords: by Katie Johnston
  • 22 Nov 2022
  • Research & Ideas

When Agreeing to Disagree Is a Good Beginning

Disagreements don’t have to end discussions. In fact, as researchers from the Harvard Kennedy School and Harvard Business School discussed at a recent event, engaging with those who hold opposing views can be constructive and lead to new discoveries and new allies.... View Details
Keywords: by Clea Simon, Harvard Gazette
  • 26 Jul 2004
  • Research & Ideas

A Better Way to Negotiate: Backward

another negotiator—who may be under the false impression that you've already said "yes." Opening Up The Process The secrecy that surrounds some sequenced deals can make them appear manipulative. By contrast, a group of View Details
Keywords: by James K. Sebenius
  • 29 May 2007
  • First Look

First Look: May 29, 2007

  Working PapersLeading and Creating Collaboration in Decentralized Organizations Authors:Heather M. Caruso, Todd Rogers, and Max Bazerman Download the paper: http://www.hbs.edu/research/pdf/07-090.pdf Extremeness Seeking: When and Why Consumers Prefer the Extremes... View Details
Keywords: Martha Lagace
  • Article

Investing in Distressed Situations: A Market Survey

By: S. C. Gilson
The risks of investing in distressed companies—a practice popularly known as "vulture" investing—are highly firm specific and idiosyncratic. Investors who are adept at managing these risks, who understand the legal rules that must be followed in corporate bankruptcy,... View Details
Keywords: Investment; Markets
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Gilson, S. C. "Investing in Distressed Situations: A Market Survey." Financial Analysts Journal 51, no. 6 (November–December 1995): 8–27.

    Alison Wood Brooks

    Alison Wood Brooks is the O'Brien Associate Professor of Business Administration and Hellman Faculty Fellow in the Negotiation, Organizations & Markets Unit at Harvard Business School. She teaches a cutting-edge course in the MBA elective curriculum called "How... View Details

    • 15 Dec 2003
    • Research & Ideas

    The New Global Business Manager

    really is less about managing content and more about managing or framing context, creating an environment in which these people can negotiate the best solution for the organization. Q: What is your advice for people who want to develop... View Details
    Keywords: by Cynthia Churchwell
    • Winter 2021
    • Editorial

    Introduction

    By: Michael A. Wheeler
    This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details
    Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning
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    Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
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