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Show Results For
- All HBS Web
(3,195)
- People (4)
- News (636)
- Research (2,151)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,753)
- 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
- 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
- January–February 2000
- Article
The Electronic Negotiator: Negotiations over Email
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
Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
- 21 Jun 2016
- News
How to Negotiate with a Liar
- 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.)
- 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.)
- January–February 2013
- Article
Negotiating with Emotion
By: Kimberlyn Leary, Julianna Pillemer and Michael Wheeler
Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. "Negotiating with Emotion." Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–103.
- December 1983
- Case
Final Offer Negotiation
Lander, Eric S. "Final Offer Negotiation." Harvard Business School Case 184-082, December 1983.
- March 1983 (Revised April 1984)
- Case
1982 Steel Negotiations
McCormick, Janice. "1982 Steel Negotiations." Harvard Business School Case 483-106, March 1983. (Revised April 1984.)
- 2001
- Book
Business Fundamentals: Negotiation
Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- February 2004
- Article
Negotiating in Three Dimensions
Keywords: Negotiation
Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
- 1991
- Book
Handbook of Negotiation Research
By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Bazerman, M. H., R. J. Lewicki and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.
- 2012
- Chapter
Communicating Frames in Negotiations
By: Kathleen L. McGinn and Markus Noth
McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.
- winter 1998
- Article
Negotiating Cross-Border Acquisitions
Sebenius, James K. "Negotiating Cross-Border Acquisitions." MIT Sloan Management Review 39, no. 2 (winter 1998): 27–41. (Reprinted in Cross-Cultural Management, Gordon Redding and Bruce W. Stening, eds., Surrey: Edward Elgar Publishing, 2002.)
- Summer 2013
- Article
Nuclear Negotiations With Iran
By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh
Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States
Pillar, Paul R., Robert Reardon, James K. Sebenius, and Michael K. Singh. "Nuclear Negotiations With Iran." International Security 38, no. 1 (Summer 2013): 174–192.
- June 2007
- Exercise
EZAmuse Negotiation Background (A)
By: G. Felda Hardymon and Ann Leamon
This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have... View Details
Keywords: Borrowing and Debt; Negotiation Deal; Valuation; Leadership Style; Venture Capital; Partners and Partnerships; Product; Germany
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.