Publications

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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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

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

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

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

14 Dec 2015
News

Negotiating for a Better Life

05 Jul 2018
News

Henry Kissinger's Lessons for Business Negotiators

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

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

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

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

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

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

of the division that had lost the account, to ask if she could try to win it back. After all, RLX had nothing to lose by letting her try, she argued, and she had her own reasons for taking on this formidable task—as part of her work toward an MBA, she was taking a... View Details

Keywords: by Deepak Malhotra

May 2013
Article

How to Negotiate with VCs

By: Deepak Malhotra

VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details

Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship

February 1991 (Revised April 1994)
Background Note

Note on Negotiation

By: David E. Bell

Keywords: Negotiation

August 2007
Simulation

Negotiation Strategy Simulation

By: Michael A. Wheeler and Gregory M. Barron

Keywords: Negotiation; Strategy

2012
Other Teaching and Training Material

Learning to Negotiate

By: Michael A. Wheeler

Keywords: Learning; Negotiation

June 2002
Background Note

Negotiating Strategic Alliances

This cse lays out a framework for how smaller companies should approach building strategic alliances with larger partners. View Details

Keywords: Negotiation; Alliances

2008
Other Teaching and Training Material

Great Negotiator 2004: Ambassador Richard Holbrooke

By: James K. Sebenius and Ellen Knebel

The Program on Negotiation honored Ambassador Holbrooke in events in October 2004. These began with an in-depth faculty-moderated discussion with an invited group of students, faculty and guests at Harvard Business School and concluded with Ambassador Holbrooke... View Details

Keywords: Leadership; Negotiation