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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 6 of 3,201 Results →
  • 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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Chan, Alex. "Negotiating the Gift of Life (A)." Harvard Business School Case 924-020, March 2024.
  • 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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Light, Jay O., and Anthony Massaro. "Intuitive Surgical - Negotiating the Deal." Harvard Business School Case 202-094, January 2002. (Revised March 2002.)
  • 20 Oct 2016
  • Video

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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Wu, George. "Framing and Negotiation." Harvard Business School Background Note 895-023, April 1995. (Revised March 1996.)
  • 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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Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)
  • 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

    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
    • 10 Jul 2012
    • Working Paper Summaries

    Communicating Frames in Negotiations

    Keywords: by Kathleen L. McGinn & Markus Nöth
    • 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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    Wheeler, Michael A. "Negotiation Self-Assessment (TN)." Harvard Business School Teaching Note 904-044, December 2003.
    • 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
    • 2002
    • Chapter

    International Negotiation Analysis

    By: James K. Sebenius
    Keywords: Negotiation; International Relations
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    Sebenius, James K. "International Negotiation Analysis." Chap. 14 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 229–252. San Francisco: Jossey-Bass, 2002.
    • 2001
    • Simulation

    Negotiating Corporate Change

    By: J. K. Sebenius
    Keywords: Organizational Change and Adaptation; Change Management; Negotiation
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    Sebenius, J. K. "Negotiating Corporate Change." Simulation and Teaching Note. Boston, MA: Harvard Business School Publishing, 2001. Video. (see also published case series.)
    • 01 Mar 2017
    • News

    The Negotiator

    • 18 Nov 2015
    • News

    Emotion and the Art of Negotiation

    • 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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    Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Buyer." Harvard Business School Supplement 209-032, August 2008. (Revised April 2012.)
    • 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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    Wasserman, Noam, and Deepak Malhotra. "Negotiating Equity Splits at UpDown." Harvard Business School Case 809-020, July 2008. (Revised November 2012.)
    • 05 Feb 2014
    • News

    Emotions as a negotiating tool

    • 05 Apr 2004
    • Research & Ideas

    Six Ways to Build Trust in Negotiations

    of the division that had lost the account, to ask if she could try to win it back. After all, RLX had nothing to lose by letting her try, she argued, and she had her own reasons for taking on this formidable task—as part of her work toward an MBA, she was taking a... View Details
    Keywords: by Deepak Malhotra
    • 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
    Keywords: Nonprofit Organizations; Governing and Advisory Boards; Partners and Partnerships; Negotiation; Social Entrepreneurship; Religion; Culture; Tourism Industry; Israel; Syria; Middle East; Turkey; Jordan
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    Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
    • 03 Oct 2016
    • Video

    Mastering Negotiation Strategy

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