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Show Results For
- All HBS Web
(3,190)
- People (4)
- News (623)
- Research (2,139)
- Events (5)
- Multimedia (56)
- Faculty Publications (1,747)
- 05 Feb 2014
- News
Emotions as a negotiating tool
- 01 Mar 2008
- News
Negotiating with Wal-Mart
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
- 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.
- 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; Negotiation Preparation; Gender; Analytics and Data Science; Sports; 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
- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218). View Details
- 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
- 2002
- Chapter
International Negotiation Analysis
- 18 Nov 2015
- News
Emotion and the Art of Negotiation
- Oct 20 2016
- Interview
Taking a Holistic View of Negotiation
- 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.
- 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
Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
- June 2007
- Supplement
EZAmuse Negotiation Scoresheet
By: G. Felda Hardymon and Ann Leamon
Keywords: Negotiation
- 28 Dec 2016
- News
Harvard’s New Online Negotiation Course
- 2001
- Book
Business Fundamentals: Negotiation
Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001.
- 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.
- 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.)