Bargaining Power - Publications - Faculty & Research

10 Jun 2014
First Look

First Look: June 10

arising in clusters, including knowledge, skills, and input-output linkages. August 2013 Harvard Business Review Mastering the Intermediaries: Strategies for Dealing with the Likes of Google, Amazon, and Kayak By: Edelman, Benjamin G. Abstract—Many companies depend on... View Details

Keywords: Sean Silverthorne

27 Feb 2006
Research & Ideas

When Rights of First Refusal Are a Bad Deal

chance, but retains the right for any lower price. This allows the asset owner to present any third party with an ultimatum offer: Buy at the high price, or not at all. By increasing the bargaining power of... View Details

Keywords: by Sean Silverthorne; Construction; Real Estate; Entertainment & Recreation

07 May 2012
Research & Ideas

The Art of Haggling

behavior and protracted disputes. Integrative bargaining is the process that is emphasized in most professional schools. Rightly so, says Harvard Business School Professor of Management Practice Michael A. Wheeler, who notes that many... View Details

Keywords: by Katie Johnston

22 Dec 2009
First Look

First Look: Dec. 22

European counterparts with their larger more powerful headquarters, which suggests that, at least in the U.S. context, large corporate headquarters can create value. Download the paper: http://www.hbs.edu/research/pdf/10-044.pdf ... View Details

Keywords: Martha Lagace

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

theory, and research on how emotions can affect transactions between parties. Wasynczuk and his coauthor, independent researcher Colleen Kaftan, do so using an everyday example of a work-at-home consultant ("Kate") dealing with an electrician... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

02 Aug 2021
Research & Ideas

What If Closing the Wage Gap Means Everyone Earns Less?

laws that seek to give workers more bargaining power by requiring companies to disclose employee salaries. However, opening up the books for all to see has put 2 to 3 percent less cash in workers’ pockets,... View Details

Keywords: by Avery Forman

01 Jun 2007
What Do You Think?

How Should Pay Be Linked to Performance?

the larger pay packages are negotiated by those being hired from outside the organization. Most often, an outside hire is prompted by poor performance by insiders. So in a sense, the bargaining power of the... View Details

Keywords: by Jim Heskett

09 Jul 2007
Research & Ideas

Five Steps to Better Family Negotiations

negotiate only considering the interests of those at the bargaining table when those who are not at the table will be affected by what is negotiated and can assert their rights or power in the future. A... View Details

Keywords: by John A. Davis and Deepak Malhotra

16 Dec 2019
Research & Ideas

Taking on the Taboos That Keep Women Out of India's Workforce

“If I increase your bargaining power over the share of household income you benefit from, I strengthen your position in the household,” she explains. “And, because you’re now in a position to assert your... View Details

Keywords: by Julia Hanna

08 Oct 2008
Research & Ideas

Book Excerpt: A Sense of Urgency

The enterprise continued to make money even as it turned slowly to lose market share in a post-monopoly world. The positive net income helped greatly in supporting complacency. In frustration, his change agents waited and waited for a View Details

Keywords: by John P. Kotter

03 Jan 2011
Research & Ideas

Most Popular Articles of 2010

2011. Enjoy, and have a great new year! TOP 10 MOST POPULAR ARTICLES OF 2010 Power Posing: Fake It Until You Make It Nervous about an upcoming presentation or job interview? Holding one's body in "high-power" poses for short time periods... View Details

Keywords: by Staff

23 Jan 2013
Research & Ideas

Three-Dimensional Strategy: Winning the Multisided Platform

products; however, an MSP model is more cost-effective if a business is built on sales of low-demand items. Resellers have a greater ability to aggregate their bargaining power, bundle, and otherwise benefit from complementary products... View Details

Keywords: by Julia Hanna

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

powerful tools to fix the business. One of these is the automatic stay, discussed previously. Companies in Chapter 11 can also reject unfavorable leases and supply agreements (under Section 365 of the Bankruptcy Code); sell assets in a... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

02 Jul 2013
First Look

First Look: July 2

to understand them, and be prepared to educate the VC about why his exercising too much power could hurt both parties in the long-term. Maximize trust. Beneath all the financial projections, the VC negotiation is a process in which people... View Details

Keywords: Anna Secino

28 Apr 2008
HBS Case

Negotiating with Wal-Mart

Farms, but it's pretty hard to live without Tide and Pampers.” "The concept of win-win bargaining is a good and powerful message," Sebenius says, "but a lot of our students and executives face... View Details

Keywords: by Julia Hanna; Retail

29 Mar 2016
First Look

March 29, 2016

many industries. Extant papers largely assume that platforms dominate the pricing decision, whereas in practice, prices in business-to-business transactions are often determined by a bargaining process. We study how the relative View Details

Keywords: Sean Silverthorne

04 Mar 2015
What Do You Think?

Can a Laissez-Faire Approach Fix Labor Market Inequality?

labor, with Walmart being a prime example. Three remedies are often proposed for the problem: 1. Legislated increases in the minimum wage 2. New laws that support unions and raise their bargaining power 3.... View Details

Keywords: by James Heskett; Retail

01 Dec 2020
What Do You Think?

How Can We Get Companies to Invest More in Low-Wage Workers?

the lower ranks. One of the causes may well be inequities in the ability of executives and frontline labor to negotiate compensation for their skills. In particular, the declining power of unions and the stickiness of minimum wage laws... View Details

Keywords: by James Heskett

18 Feb 2009
First Look

First Look: February 18, 2009

free-reign of bargaining power with no check upon it. In reality, courts cannot implement agreements costlessly, and parties often prefer to use "non-cooperative" implementation. We present a View Details