Publications

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

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

Educators

September 2010
Article

Chance and Negotiation

By: Michael A. Wheeler

Keywords: Negotiation

May 2002
Teaching Note

Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN

By: Michael A. Wheeler

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

03 Oct 2016
Video

Mastering Negotiation Strategy

01 Jan 2013
News

Negotiating with Emotion

Keywords: Julianna Pillemer, Michael Wheeler

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

Oct 20 2016
Interview

Taking a Holistic View of Negotiation

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

Educators

May 2001 (Revised December 2002)
Exercise

Alphexo 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

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

Keywords: Property; Negotiation Deal; Sales; Financing and Loans; Mathematical Methods; Real Estate Industry

28 Apr 2008
HBS Case

Negotiating with Wal-Mart

perspective. There 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: by Julia Hanna; Retail

January–February 2000
Article

The Electronic Negotiator: Negotiations over Email

By: Kathleen L. Valley

It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details

Keywords: Negotiation; Communication Strategy

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

Educators

June 2007
Supplement

EZAmuse Negotiation Scoresheet

By: G. Felda Hardymon and Ann Leamon

Keywords: Negotiation

1983
Book

Negotiating in Organizations

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

Keywords: Negotiation; Organizations

28 Dec 2016
News

Harvard’s New Online Negotiation Course

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