Negotiation - Publications - Faculty & Research

07 Apr 2014
News

Negotiation and All That Jazz

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

20 Oct 2016
Video

Taking a Holistic View of Negotiation

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

28 Dec 2016
News

Harvard’s New Online Negotiation Course

June 2007
Supplement

EZAmuse Negotiation Scoresheet

By: G. Felda Hardymon and Ann Leamon

Keywords: Negotiation

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1983
Book

Negotiating in Organizations

By: M. H. Bazerman and R.J. Lewicki

Keywords: Negotiation; Organizations

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2011
Working Paper

From Single Deals to Negotiation Campaigns

By: David A Lax and James K. Sebenius

Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details

Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues

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2003
Case

Negotiating for Results

By: James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax

Keywords: Negotiation; Success

Citation

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

05 Feb 2014
News

Emotions as a negotiating tool

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

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04 Apr 2016
Book

How to Negotiate Situations That Feel Hopeless

Keywords: by Carmen Nobel

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

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March 2024
Supplement

Negotiating the Gift of Life (B)

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; Mission and Purpose; Health Industry

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October 2003 (Revised November 2004)
Case

Joe Bachelder: Executive Pay Negotiator

By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman

Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a... View Details

Keywords: Negotiation Preparation; Negotiation Process; Negotiation Participants; Executive Compensation; Retail Industry; Sports Industry

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Educators

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