Negotiations - Publications - Faculty & Research

March 2024
Case

Negotiating the Gift of Life (A)

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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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

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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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20 Oct 2016
Video

Taking a Holistic View of Negotiation

10 Jul 2012
Working Paper Summaries

Communicating Frames in Negotiations

Keywords: by Kathleen L. McGinn & Markus Nöth

30 Jun 2014
Lessons from the Classroom

The Role of Emotions in Effective Negotiations

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house... View Details

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

Setting the Stage for Productive Negotiations

Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator's success. The discussion was held in his... View Details

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

05 Feb 2014
News

Emotions as a negotiating tool

07 Apr 2014
News

Negotiation and All That Jazz

01 Apr 2002
News

Breakthrough International Negotiation

Dick Cheney built an international coalition to support the Gulf War. In Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts, HBS associate professor and View Details

Keywords: Michael Watkins; Susan Rosegrant; Publishing Industries (except Internet); Information

Oct 20 2016
Interview

Taking a Holistic View of Negotiation

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

September 2010
Article

Chance and Negotiation

By: Michael A. Wheeler

Keywords: Negotiation

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May 2002
Teaching Note

Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN

By: Michael A. Wheeler

Teaching Note for (9-800-086), (9-800-087), (9-800-088), (9-800-089), (9-800-090), and (9-800-091). View Details

Keywords: Negotiation

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February 1992
Case

Negotiation Analysis Consultants

By: Paul A. Vatter

Keywords: Negotiation

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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