Negotiation - Publications - Faculty & Research

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

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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April 1995 (Revised March 1996)
Background Note

Framing and Negotiation

How can framing--alternative description of an object, event, or situation--can be used effectively in negotiation? A real estate dialog is used to illustrate three common varieties of framing: losses versus gains; short and long horizons; and aggregation and... View Details

Keywords: Negotiation Tactics

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01 Mar 2008
News

Negotiating with Wal-Mart

are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In “Sarah Talley and Frey Farms Produce: View Details

Keywords: Julia Hanna; General Merchandise Stores; Retail Trade

December 2003
Teaching Note

Negotiation Self-Assessment (TN)

By: Michael A. Wheeler

Teaching Note to (9-902-218). View Details

Keywords: Negotiation Style; Performance Evaluation; Personal Characteristics

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2002
Chapter

International Negotiation Analysis

By: James K. Sebenius

Keywords: Negotiation; International Relations

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January 2025
Supplement

Negotiating with Data: Analytics FC (B)

By: Jillian Jordan and Livia Alfonsi

Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details

Keywords: Negotiation Preparation; Gender; Analytics and Data Science; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom

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12 PM – 1 PM EDT, 12 Apr 2018
Webinars: Career

The Challenge of Negotiating Inside Your Company

Our toughest negotiations often arent those with outside parties. Instead they are with our boss, our colleaguesand sometimes even people who report to us. Drawing on his recently launched HBX Negotiation Mastery course, Professor Wheeler will present strategies for... View Details

04 Apr 2016
News

How to Negotiate Situations That Feel Hopeless

2001
Simulation

Negotiating Corporate Change

By: J. K. Sebenius

Keywords: Organizational Change and Adaptation; Change Management; Negotiation

Citation

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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18 Nov 2015
News

Emotion and the Art of Negotiation

01 Mar 2017
News

The Negotiator

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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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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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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December 2011
Case

Negotiating the Path of Abraham

By: James K. Sebenius and Kimberlyn Leary

The Abraham Path Initiative board faces strategic and negotiating challenges in revitalizing a route of Middle East cultural tourism following Abraham's path 4000 years ago. The Path begins in the ancient ruins of Harran, in modern-day Turkey, where Abraham first heard... View Details