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- All HBS Web
(3,424)
- People (4)
- News (639)
- Research (2,147)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
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- Research Summary
Regulatory negotiations and risk communication
In the pharmaceutical industry a drugs benefits and risks are constantly being weighed by companies, regulators, physicians and drug consumers. While companies and regulators must make decisions based on population statistics about drug outcomes, physicians and drug... View Details
- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218). View Details
- March 2012 (Revised August 2014)
- Case
Fiji versus FIJI: Negotiating Over Water
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
This case examines negotiations between a company and government over natural resources. The Fijian government proposed a substantial increase in its water extraction tax that would only apply to large extractors, and thus to FIJI Water and not to its competitors. FIJI... View Details
Keywords: Negotiation; Business and Government Relations; Cross-Cultural and Cross-Border Issues; Distribution Industry; Fiji
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "Fiji versus FIJI: Negotiating Over Water." Harvard Business School Case 912-030, March 2012. (Revised August 2014.)
- 2002
- Chapter
International Negotiation Analysis
- April 2014
- Article
15 Rules for Negotiating a Job Offer
By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that... View Details
Malhotra, Deepak. "15 Rules for Negotiating a Job Offer." Harvard Business Review 92, no. 4 (April 2014): 117–120.
- 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
Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
- September 2010
- Article
Chance and Negotiation
Keywords: Negotiation
Wheeler, Michael A. "Chance and Negotiation." Negotiation 13, no. 3 (September 2010).
- May 2002
- Teaching Note
Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN
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
- February 1992
- Case
Negotiation Analysis Consultants
By: Paul A. Vatter
Keywords: Negotiation
Vatter, Paul A. "Negotiation Analysis Consultants." Harvard Business School Case 892-014, February 1992.
- 2001
- Book
Business Fundamentals: Negotiation
Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001.
- winter 1998
- Article
Negotiating Cross-Border Acquisitions
Sebenius, James K. "Negotiating Cross-Border Acquisitions." MIT Sloan Management Review 39, no. 2 (winter 1998): 27–41. (Reprinted in Cross-Cultural Management, Gordon Redding and Bruce W. Stening, eds., Surrey: Edward Elgar Publishing, 2002.)
- November 2000 (Revised October 2002)
- Background Note
Dynamic Negotiation: Seven Propositions About Complex Negotiations
Challenges conventionally held views of negotiations, arguing that they are simplistic, static, and sterile. Develops seven propositions about real-world negotiations emphasizing the impact of complexity and the need for learning and adaption. View Details
Watkins, Michael D. "Dynamic Negotiation: Seven Propositions About Complex Negotiations." Harvard Business School Background Note 801-267, November 2000. (Revised October 2002.)
- August 1996 (Revised December 1996)
- Background Note
Two Psychological Traps in Negotiation
Two psychological traps, anchoring and framing, and their role in negotiation are described. The anchoring section describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's... View Details
Keywords: Negotiation Tactics
Wu, George. "Two Psychological Traps in Negotiation." Harvard Business School Background Note 897-036, August 1996. (Revised December 1996.)
- February 2010
- Supplement
Real Property Negotiation Game (CW): Excel Model
By: Arthur I. Segel, John Vogel and Justin Seth Ginsburgh
This Excel model is used to analyze the deals made in The Real Property Negotiation Game, which simulates the experience negotiating the sale, purchase, or financing of a property. View Details
- August 2007 (Revised September 2007)
- Background Note
Negotiation Strategy: Pattern Recognition Game
By: Gregory M. Barron and Michael A. Wheeler
In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior-or adapt appropriately to what they are doing. This case-and its related computer-based exercise (Negotiation Strategy... View Details
Keywords: Negotiation; Behavior; Conflict and Resolution; Power and Influence; Strategy; Competition; Cooperation
Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern Recognition Game." Harvard Business School Background Note 908-015, August 2007. (Revised September 2007.)
- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
How can you negotiate when the rules suddenly change, and no one knows whether your particular market is headed up or down? Regrouping from the cancellation of the 2004-2005 season due to failed labor negotiations, National Hockey League... View Details
- December 1998 (Revised May 1999)
- Exercise
Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information
Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
"Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information." Harvard Business School Exercise 899-095, December 1998. (Revised May 1999.)
- January–February 2013
- Article
Negotiating with Emotion
By: Kimberlyn Leary, Julianna Pillemer and Michael Wheeler
Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. "Negotiating with Emotion." Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–103.
- December 1983
- Case
Final Offer Negotiation
Lander, Eric S. "Final Offer Negotiation." Harvard Business School Case 184-082, December 1983.