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Show Results For
- All HBS Web
(3,201)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,755)
- 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.
- 2002
- Chapter
International Negotiation Analysis
- 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
Jordan, Jillian, and Livia Alfonsi. "Negotiating with Data: Analytics FC (B)." Harvard Business School Supplement 925-015, January 2025.
- 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
- 18 Nov 2015
- News
Emotion and the Art of Negotiation
- 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
- 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
Chan, Alex. "Negotiating the Gift of Life (B)." Harvard Business School Supplement 924-021, March 2024.
- 1983
- Book
Negotiating in Organizations
By: M. H. Bazerman and R.J. Lewicki
Bazerman, M. H. and R.J. Lewicki, eds. Negotiating in Organizations. SAGE Publications, 1983.
- 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
Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
- 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.)
- 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
- 2003
- Case
Negotiating for Results
By: James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax
- 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
- 03 Oct 2016
- Video
Mastering Negotiation Strategy
- 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.)