Filter Results:
(3,199)
Show Results For
- All HBS Web
(3,199)
- People (4)
- News (639)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,754)
Show Results For
- All HBS Web
(3,199)
- People (4)
- News (639)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,754)
- 1997
- Dictionary Entry
Negotiation Tactics
By: J. Polzer
Keywords: Negotiation Tactics
Polzer, J. "Negotiation Tactics." In Blackwell Encyclopedic Dictionary of Human Resource Management, edited by L. Peters, S. Youngblood, and C. Greer. Cambridge, MA: Blackwell Publishers, 1997.
- 1992
- Book
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
Bazerman, M. H., and M. A. Neale. Negotiating Rationally. Free Press, 1992.
- 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
- April 2001
- Guest Column
Value Negotiation
By: B. J. Dietmeyer and M. H. Bazerman
Dietmeyer, B. J., and M. H. Bazerman. "Value Negotiation." Executive Excellence (April 2001): page 7. (short piece.)
- 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
- 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
- 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
Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-009, November 2006. (Revised September 2007.)
- August 2001 (Revised August 2005)
- Case
Guinness PLC: Managing Negotiations
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
Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)
- January 2011
- Article
Developing Superior Negotiation Case Studies
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
Sebenius, James K. "Developing Superior Negotiation Case Studies." Negotiation Journal 27, no. 1 (January 2011): 69–85.
- 15 Oct 2018
- News
Shaky Business: How Handshakes Win Negotiations
- February 1991 (Revised April 1994)
- Background Note
Note on Negotiation
By: David E. Bell
Keywords: Negotiation
Bell, David E. "Note on Negotiation." Harvard Business School Background Note 191-154, February 1991. (Revised April 1994.)
- 2012
- Other Teaching and Training Material
Learning to Negotiate
- 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
Watkins, Michael D. "Negotiating Strategic Alliances." Harvard Business School Background Note 902-166, June 2002.
- March 1992
- Article
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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
Bazerman, M. "Negotiator Focus." Leadership Excellence 22, no. 2 (2005): 17.
- 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
- January 2002 (Revised March 2002)
- Case
Intuitive Surgical - Negotiating the Deal
By: Jay O. Light and Anthony Massaro
Two cofounders of a company enter into a negotiation to set the terms of a start-up in the field of laparoscopic surgery. View Details
Keywords: Negotiation Tactics; Negotiation Style; Negotiation Deal; Health Care and Treatment; Business Startups; Health Industry
Light, Jay O., and Anthony Massaro. "Intuitive Surgical - Negotiating the Deal." Harvard Business School Case 202-094, January 2002. (Revised March 2002.)
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS View Details
Keywords: by Anita M. Harris