Negotiations - Publications - Faculty & Research

April 2001
Guest Column

Value Negotiation

By: B. J. Dietmeyer and M. H. Bazerman

Keywords: Value; Negotiation

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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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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

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

14 Dec 2015
News

Negotiating for a Better Life

03 Oct 2007
Research & Ideas

Dealing with the ‘Irrational’ Negotiator

What do you do when the people with whom you are negotiating act in ways that can best be called counterproductive? Before throwing up your hands, take a deep breath and ask yourself 3 questions. Do these people lack good information? Are... View Details

Keywords: by Deepak Malhotra & Max H. Bazerman

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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August 2001 (Revised August 2005)
Case

Guinness PLC: Managing Negotiations

By: Michael A. Wheeler

Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local... View Details

Keywords: Partners and Partnerships; Negotiation; Acquisition

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March 1992
Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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2005
Guest Column

Negotiator Focus

By: M. Bazerman

Keywords: Negotiation

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15 Oct 2018
News

Shaky Business: How Handshakes Win Negotiations

05 Jul 2018
News

Henry Kissinger's Lessons for Business Negotiators

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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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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