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  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
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← Page 57 of 3,201 Results →
  • June 2019
  • Teaching Note

The Drone Racing League: Building the Sport of the Future

By: Robert F. Higgins and James Barnett
Drone Racing League (DRL) sees itself as the world’s preeminent professional drone racing league. The company is in its third season of racing and is focused on future seasons and the negotiation of a new media agreement. How should the company proceed? Teaching Note... View Details
Keywords: Drones; Racing; Sports; Entrepreneurship; Media; Strategic Planning
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Higgins, Robert F., and James Barnett. "The Drone Racing League: Building the Sport of the Future." Harvard Business School Teaching Note 819-169, June 2019.
  • December 2015
  • Article

Emotion and the Art of Negotiation: How to Use Your Feelings to Your Advantage

By: Alison Wood Brooks
Negotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares some key findings and advice. Anxiety leads to poor outcomes. You will be less... View Details
Keywords: Negotiation Style; Emotions
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Brooks, Alison Wood. "Emotion and the Art of Negotiation: How to Use Your Feelings to Your Advantage." Harvard Business Review 93, no. 12 (December 2015): 56–64.
  • November 2024
  • Article

Stakeholder Amnesia in M&A Deals

By: Caley Petrucci and Guhan Subramanian
Public companies have increasingly embraced environmental, social and governance (ESG) factors in the course of everyday business. However, these ESG considerations are virtually non-existent in merger and acquisition (M&A) transactions. Elon Musk’s recent acquisition... View Details
Keywords: Corporate Governance; Corporate Social Responsibility and Impact; Governing and Advisory Boards; Mergers and Acquisitions
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Petrucci, Caley, and Guhan Subramanian. "Stakeholder Amnesia in M&A Deals." Journal of Corporation Law 50, no. 1 (November 2024): 87–147.
  • September 2007 (Revised April 2013)
  • Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel
Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details
Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage
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Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (A)." Harvard Business School Case 908-010, September 2007. (Revised April 2013.)
  • January 2005 (Revised September 2018)
  • Exercise

RetailSoft: Role for Cam Archer

By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Cam Archer." Harvard Business School Exercise 905-004, January 2005. (Revised September 2018.)
  • 19 Jul 2011
  • News

A debt plan Republicans can support

  • 2008
  • Book

Managing Your Boss

By: John J. Gabarro and John P. Kotter
Managing your boss: Isn't that merely manipulation? Corporate cozying up? Not according to John Gabarro and John Kotter. In this handy guidebook, the authors contend that you manage your boss for a very good reason: to do your best on the job—and thereby benefit not... View Details
Keywords: Communication; Decision Making; Information Management; Managerial Roles; Negotiation Tactics; Performance Productivity; Personal Development and Career; Relationships; Personal Characteristics
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Gabarro, John J., and John P. Kotter. Managing Your Boss. Paperback ed. Harvard Business Review Classics. Harvard Business School Press, 2008.
  • June 2021
  • Article

Symmetric Ignorance: The Cost of Anonymous Lemons

By: Amar Bhidé
Rules that restrict information required in negotiated private transactions have spurred a vast increase in the scope of anonymous financial markets, particularly in the United States. The subtle costs of the information‐restricting rules raise questions about the... View Details
Keywords: Information Asymmetry; Liquidity; Regulation; Securities Markets; Securitization; Information; Financial Liquidity; Financial Markets; Governing Rules, Regulations, and Reforms
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Bhidé, Amar. "Symmetric Ignorance: The Cost of Anonymous Lemons." European Financial Management 27, no. 3 (June 2021): 414–425.
  • 2020
  • Working Paper

The Cost of Anonymous Lemons

By: Amar Bhidé
Rules that restrict information required in negotiated private transactions have spurred a vast increase in the scope of anonymous financial markets, particularly in the US. The subtle costs of the information restricting rules raise questions about the social value of... View Details
Keywords: Information Asymmetry; Securities; Securitization; Regulation; Liquidity; Information; Financial Markets; Governing Rules, Regulations, and Reforms; Financial Liquidity
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Bhidé, Amar. "The Cost of Anonymous Lemons." Harvard Business School Working Paper, No. 21-046, September 2020.
  • 28 Nov 2012
  • News

Case Study: Time to Play Hardball?

  • February 2003 (Revised February 2009)
  • Case

Yahoo!: Becoming a Competitor in the Career Listings Space (B)

By: Kathleen L. McGinn and Nicole Nasser
After weighing the pros and cons of making an unsolicited bid for HotJobs.com (an online recruiting company already under contract to be acquired by TMP Worldwide), the executive team of Yahoo! decides to make an immediate move rather than wait for the Federal Trade... View Details
Keywords: Mergers and Acquisitions; Management Teams; Bids and Bidding; Negotiation Process; Strategy
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McGinn, Kathleen L., and Nicole Nasser. "Yahoo!: Becoming a Competitor in the Career Listings Space (B)." Harvard Business School Case 903-072, February 2003. (Revised February 2009.)

    Richard S. Ruback

    Richard S. Ruback is a Baker Foundation Professor and the Willard Prescott Smith Professor of Corporate Finance, Emeritus at the Harvard Business School. He is currently focusing his research in applied corporate finance, especially... View Details

    • October 1995
    • Case

    Johnson-Grace: March 1994

    Johnson-Grace is a cash-strapped start-up company negotiating a licensing agreement with America OnLine (AOL), a leading provider of on-line services in the United States. The Johnson-Grace technology would enable AOL to transmit visual images to its customers more... View Details
    Keywords: Business or Company Management; Online Technology; Negotiation; Business Startups
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    Bhide, Amar, and Michael Santoro. "Johnson-Grace: March 1994." Harvard Business School Case 396-096, October 1995.
    • June 2008
    • Article

    Psychological Influence in Negotiation: An Introduction Long Overdue

    By: Deepak Malhotra and Max H. Bazerman
    This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one... View Details
    Keywords: Social Issues; Research; Framework; Negotiation Tactics; Decisions; Power and Influence; Behavior; Ethics
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    Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
    • May 1998
    • Case

    Integral Vision Ltd. (A)

    A stop-action simulation case takes participants through the process whereby four people (three young entrepreneurs and an investor) take a machine vision company from start-up to acquisition by a major publicly-traded company. Over several years, they have to... View Details
    Keywords: Negotiation; Business Growth and Maturation; Acquisition; Business Startups
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    Robinson, Robert J., and Lisa J. Chadderdon. "Integral Vision Ltd. (A)." Harvard Business School Case 898-248, May 1998.
    • 03 Jul 2010
    • News

    Hedge-Fund Lending Draws Scrutiny

    • 02 Dec 2010
    • News

    Liberals: Obama Doesn't Compromise, He Caves

    • October 2016 (Revised March 2017)
    • Case

    Airbnb in Amsterdam (A)

    By: Mitchell Weiss, Emer Moloney and Vincent Dessain
    In February 2014, Amsterdam became the first city to issue new regulations specifically to allow home sharing. Airbnb's Molly Turner, global head of civic partnerships; her colleagues at the San Francisco–based home sharing platform; and her counterparts in Amsterdam's... View Details
    Keywords: Public Entrepreneurship; Innovation; Sharing Economy; Amsterdam; Airbnb; Molly Turner; Regulation; Homesharing; Tourism; Business And Government; Public-private Partnership; Entrepreneurship; Business and Government Relations; Government Administration; Public Sector; City; Tourism Industry; Public Administration Industry; Travel Industry; Netherlands; Europe
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    Weiss, Mitchell, Emer Moloney, and Vincent Dessain. "Airbnb in Amsterdam (A)." Harvard Business School Case 817-013, October 2016. (Revised March 2017.)
    • December 1997 (Revised September 2014)
    • Exercise

    Discount and Hawkins Exercise: Confidential Instructions for Tenant

    By: Michael A. Wheeler
    This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
    Keywords: Negotiation; Leasing
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    Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Tenant." Harvard Business School Exercise 898-131, December 1997. (Revised September 2014.)
    • 23 Jan 2014
    • Working Paper Summaries

    Tommy Koh: Background and Major Accomplishments of the ’Great Negotiator, 2014

    Keywords: by James K. Sebenius & Laurence A. Green
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