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Show Results For
- All HBS Web
(3,194)
- People (4)
- News (637)
- Research (2,149)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,752)
- Feb 28 2018
- Testimonial
Preparing for Complex Negotiations
- Jul 14 2017
- Testimonial
Managing Any Negotiation Successfully
- 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
- 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.
- 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
- 20 Jul 2018
- News
James Sebenius on Henry Kissinger As Negotiator
- 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.
- May 2001 (Revised December 2002)
- Exercise
Alphexo Corporation: Confidential Negotiation Information
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
Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)
- 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
- 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.)
- 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.)
- 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.
- 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
- March 1984
- Supplement
Doug Heath Negotiations (B)
By: Paul A. Vatter
Vatter, Paul A. "Doug Heath Negotiations (B)." Harvard Business School Supplement 684-057, March 1984.
- April 1980 (Revised July 1986)
- Case
1979 Automobile Negotiations (A)
Bourdon, Clinton C. "1979 Automobile Negotiations (A)." Harvard Business School Case 680-125, April 1980. (Revised July 1986.)
- September 1983 (Revised April 1984)
- Case
1982 Automobile Negotiations (B)
McCormick, Janice. "1982 Automobile Negotiations (B)." Harvard Business School Case 484-011, September 1983. (Revised April 1984.)
- September 1983 (Revised April 1984)
- Case
1982 Automobile Negotiations (A)
McCormick, Janice. "1982 Automobile Negotiations (A)." Harvard Business School Case 484-010, September 1983. (Revised April 1984.)
- 01 Jan 2021
- News