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Show Results For
- All HBS Web
(3,196)
- People (4)
- News (636)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,754)
- Career Coach
Kristin Brennan
Kristin (Duke ’03) applies her background as a management consultant, nonprofit Chief Talent Officer and negotiation strategist to her work helping students and alumni chart a course for their career and take the practical steps to... View Details
Keywords: Social Enterprise
- May 2021
- Supplement
Career at a Crossroads? (B)
By: James K. Sebenius and Alex Green
A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the... View Details
Sebenius, James K., and Alex Green. "Career at a Crossroads? (B)." Harvard Business School Supplement 921-019, May 2021.
- January 1997 (Revised October 2000)
- Case
Lynton V. Harris & Madison "Scare" Garden (A)
By: Michael A. Wheeler and Guhan Subramanian
A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new... View Details
Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison "Scare" Garden (A). Harvard Business School Case 897-143, January 1997. (Revised October 2000.)
- 04 Mar 2014
- First Look
First Look: March 4
the negotiation context. In particular, negotiators should strive to understand their own emotions and feelings and be aware of the emotions the other party may be expressing. By learning to recognize and... View Details
Keywords: Sean Silverthorne
- Web
The Five Forces - Institute For Strategy And Competitiveness
Bargaining Power of Suppliers Companies in every industry purchase various inputs from suppliers, which account for differing proportions of cost. Powerful suppliers can use their negotiating leverage to charge higher prices or demand... View Details
Jeffrey T. Polzer
Jeff Polzer is the UPS Foundation Professor of Human Resource Management in the Organizational Behavior Unit at Harvard Business School. He studies how people collaborate in teams and across organizational networks to accomplish their individual and collective... View Details
- April 2003 (Revised December 2003)
- Background Note
Winning the Influence Game: Corporate Diplomacy and Business Strategy
Provides a framework for influencing key outside players--businesses, governments, and NGOs--in support of business strategy. This could mean negotiating contracts with major customers and suppliers, concluding acquisitions and alliances, and securing financing from... View Details
Watkins, Michael D. "Winning the Influence Game: Corporate Diplomacy and Business Strategy." Harvard Business School Background Note 903-096, April 2003. (Revised December 2003.)
- 17 Dec 2020
- Video
Top 5 Cold Call Podcast Episodes for 2020
- September 2015 (Revised July 2017)
- Case
The TTIP: Bridging the Transatlantic Economy
By: Dante Roscini and Christina Marin
In 2016, the United States and the European Union struggled to reach an agreement over the Transatlantic Trade and Investment Partnership (TTIP). Started in June 2013, TTIP negotiations had gone on much longer than anyone had expected. With elections coming on both... View Details
Keywords: International Trade; European Union; United States; Agreements and Arrangements; Trade; United States; European Union
Roscini, Dante, and Christina Marin. "The TTIP: Bridging the Transatlantic Economy." Harvard Business School Case 716-026, September 2015. (Revised July 2017.)
- September 2007 (Revised May 2009)
- Case
Syndexa and Technology Transfer at Harvard University
By: Richard G. Hamermesh and David Kiron
Gokhan Hotamisligil is a star researcher at Harvard School of Public Health who has made groundbreaking discoveries linking fat cells, inflammation, and diabetes. He now wants to form a company to commercialize these discoveries. At the same time, Isaac Kohlberg, the... View Details
Keywords: Business Startups; Higher Education; Entrepreneurship; Innovation and Invention; Intellectual Property; Rights; Agreements and Arrangements; Science-Based Business; Commercialization; Biotechnology Industry; Health Industry
Hamermesh, Richard G., and David Kiron. "Syndexa and Technology Transfer at Harvard University." Harvard Business School Case 808-073, September 2007. (Revised May 2009.)
- August 2022
- Case
The Spreadsheet
By: Zoë B. Cullen and Alexander J. MacKay
Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting... View Details
Cullen, Zoë B., and Alexander J. MacKay. "The Spreadsheet." Harvard Business School Case 723-366, August 2022.
- 29 Sep 2016
- News
On Pointe with Leslie John
- January 2021 (Revised March 2021)
- Supplement
Juno (B): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021. (Revised March 2021.)
- Research Summary
Strategic Uncertainty and Communication in Bargaining
A second field of research deals with the effects of strategic uncertainty and communication on bargaining behavior. Stylized bargaining situations are the simplest prototypes of strategic interaction. However, their experimental study provides us with insights which... View Details
- February 2003 (Revised June 2003)
- Case
Interface's Evergreen Services Agreement
In an attempt to reduce its ecological footprint, Interface Americas, a leading manufacturer of commercial carpet tile, has launched the Evergreen Services Agreement (ESA)--a lease agreement that provides would-be carpet purchasers with comprehensive floor-covering... View Details
Keywords: Business Model; Product; Environmental Sustainability; Innovation and Invention; Leasing; Consumer Products Industry; Houston
Oliva, Rogelio, and James Quinn. "Interface's Evergreen Services Agreement." Harvard Business School Case 603-112, February 2003. (Revised June 2003.)
- January 2013 (Revised March 2013)
- Supplement
MuMaté (B-2): Confidential for Cantor
By: Thomas R. Eisenmann and Alex Godden
MuMaté, a fictional cult beverage company, requires capital to fund national expansion. Its cofounders, who have bootstrapped to this point, are now negotiating with venture capital firms to raise a $3 million funding round. The case describes MuMaté's inception, early... View Details
Keywords: Venture Capital; Expansion; Negotiation; Valuation; Entrepreneurship; Food and Beverage Industry
Eisenmann, Thomas R., and Alex Godden. "MuMaté (B-2): Confidential for Cantor." Harvard Business School Supplement 813-150, January 2013. (Revised March 2013.)
Guhan Subramanian
Guhan Subramanian is the Joseph Flom Professor of Law and Business at the Harvard Law School and the Douglas Weaver Professor of Business Law at the Harvard Business School. He is the first person in the history of Harvard... View Details
- July 2008 (Revised November 2012)
- Supplement
UpDown: Confidential Instructions for GEORG
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
Wasserman, Noam, and Deepak Malhotra. "UpDown: Confidential Instructions for GEORG." Harvard Business School Supplement 809-022, July 2008. (Revised November 2012.)
- July 2008 (Revised November 2012)
- Supplement
UpDown: Confidential Instructions for MICHAEL
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
Wasserman, Noam, and Deepak Malhotra. "UpDown: Confidential Instructions for MICHAEL." Harvard Business School Supplement 809-021, July 2008. (Revised November 2012.)