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  • All HBS Web  (3,196)
    • People  (4)
    • News  (636)
    • Research  (2,151)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,754)
← Page 5 of 3,196 Results →
  • 15 Oct 2018
  • News

Shaky Business: How Handshakes Win Negotiations

  • Research Summary

Great Negotiator Study Initiative

By: James K. Sebenius

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

  • 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
  • February 2009
  • Article

Beyond Gender and Negotiation to Gendered Negotiations

By: Deborah M. Kolb and Kathleen L. McGinn
Keywords: Negotiation; Gender
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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.
  • January 2011
  • Article

Developing Superior 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: Education; Cases; Negotiation
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Sebenius, James K. "Developing Superior Negotiation Case Studies." Negotiation Journal 27, no. 1 (January 2011): 69–85.
  • 14 Dec 2015
  • News

Negotiating for a Better Life

  • 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
  • 9 AM – 10 AM EDT, 07 Aug 2019
  • HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details
  • 05 Jul 2018
  • News

Henry Kissinger's Lessons for Business Negotiators

  • 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
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Light, Jay O., and Anthony Massaro. "eSurg (A): Negotiating the Start-Up." Harvard Business School Case 201-050, February 2001. (Revised June 2001.)
  • 04 Apr 2016
  • News

How to Negotiate Situations That Feel Hopeless

  • March 2024
  • Case

Negotiating the Gift of Life (A)

By: Alex Chan
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details
Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Health Industry
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Chan, Alex. "Negotiating the Gift of Life (A)." Harvard Business School Case 924-020, March 2024.
  • August 2008 (Revised April 2012)
  • Supplement

Real Property Negotiation Game (B): Buyer

By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The buyer case for the... View Details
Keywords: Property; Negotiation; Decision Making; Real Estate Industry
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Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Buyer." Harvard Business School Supplement 209-032, August 2008. (Revised April 2012.)
  • 23 May 2000
  • Research & Ideas

The Emerging Art of Negotiation

psychological research points toward new directions in the understanding of what makes a negotiation work or not work. In an article recently published in the Annual Review of Psychology, HBS Professor Kathleen L. Valley, HBS Senior... View Details
Keywords: by Martha Lagace
  • November 2006 (Revised September 2007)
  • Case

The Bollingers: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel
Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for... View Details
Keywords: Negotiation Preparation; Product Development; Supply Chain; Problems and Challenges; Retail Industry
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Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-009, November 2006. (Revised September 2007.)
  • May 2001 (Revised April 2005)
  • Exercise

Betonn Corporation: Confidential Negotiation Information

By: James K. Sebenius
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
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Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)
  • March 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." Soundview Executive Book Summaries 14 (March 1992).
  • 2005
  • Guest Column

Negotiator Focus

By: M. Bazerman
Keywords: Negotiation
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Bazerman, M. "Negotiator Focus." Leadership Excellence 22, no. 2 (2005): 17.
  • July 2008 (Revised November 2012)
  • Case

Negotiating Equity Splits at UpDown

By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
Keywords: Business Startups; Entrepreneurship; Capital; Venture Capital; Equity; Compensation and Benefits; Negotiation; Partners and Partnerships
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Wasserman, Noam, and Deepak Malhotra. "Negotiating Equity Splits at UpDown." Harvard Business School Case 809-020, July 2008. (Revised November 2012.)
  • 10 Jul 2012
  • Working Paper Summaries

Communicating Frames in Negotiations

Keywords: by Kathleen L. McGinn & Markus Nöth
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