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Show Results For
- All HBS Web
(3,200)
- People (4)
- News (639)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,755)
- 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
- May 2013
- Article
How to Negotiate with VCs
By: Deepak Malhotra
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details
Malhotra, Deepak. "How to Negotiate with VCs." Harvard Business Review 91, no. 5 (May 2013): 84–90.
- 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
- 01 Mar 2017
- News
The Negotiator
- 05 Feb 2014
- News
Emotions as a negotiating tool
- June 2007
- Supplement
EZAmuse Negotiation Scoresheet
By: G. Felda Hardymon and Ann Leamon
Keywords: Negotiation
- 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
- 28 Dec 2016
- News
Harvard’s New Online Negotiation Course
- 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.
- 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.
- Oct 20 2016
- Interview
Taking a Holistic View of Negotiation
- 2003
- Case
Negotiating for Results
By: James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax
- 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.
- 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
- 07 Apr 2014
- News
Negotiation and All That Jazz
- 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.)
- 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.
- 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.)