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  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,152)
    • Events  (5)
    • Multimedia  (58)
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← Page 8 of 3,201 Results →
  • 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
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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
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Malhotra, Deepak. "15 Rules for Negotiating a Job Offer." Harvard Business Review 92, no. 4 (April 2014): 117–120.
  • 04 Apr 2016
  • Book

How to Negotiate Situations That Feel Hopeless

Keywords: by Carmen Nobel
  • 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
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Chan, Alex. "Negotiating the Gift of Life (B)." Harvard Business School Supplement 924-021, March 2024.
  • 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
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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
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Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern Recognition Game." Harvard Business School Background Note 908-015, August 2007. (Revised September 2007.)
  • 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
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Barro, Jason R., Brian J. Hall, and Aaron Zimmerman. "Joe Bachelder: Executive Pay Negotiator." Harvard Business School Case 904-030, October 2003. (Revised November 2004.)
  • January–February 2013
  • Article

Negotiating with Emotion

By: Kimberlyn Leary, Julianna Pillemer and Michael Wheeler
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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

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Lander, Eric S. "Final Offer Negotiation." Harvard Business School Case 184-082, December 1983.
  • March 1983 (Revised April 1984)
  • Case

1982 Steel Negotiations

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McCormick, Janice. "1982 Steel Negotiations." Harvard Business School Case 483-106, March 1983. (Revised April 1984.)
  • 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
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Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)
  • March 1984
  • Supplement

Doug Heath Negotiations (B)

By: Paul A. Vatter
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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)

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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)

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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)

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McCormick, Janice. "1982 Automobile Negotiations (A)." Harvard Business School Case 484-010, September 1983. (Revised April 1984.)
  • 01 Jan 2021
  • News

Negotiating Your Next Job

  • 21 Jun 2016
  • News

How to Negotiate with a Liar

  • 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
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Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)
  • 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
  • December 2010
  • Case

The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment

By: James K. Sebenius and Shula Gilad
A network of influential Israelis and Palestinians, jointly trained in negotiation at Harvard since 2002, faces organizational, strategic, and funding challenges in 2010. Unlike "people-to-people" or "Track II" initiatives, the Israeli-Palestinian Negotiating Partners... View Details
Keywords: Finance; Negotiation Participants; Organizational Change and Adaptation; Conflict and Resolution; Conflict Management; Social and Collaborative Networks; Strategy
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Sebenius, James K., and Shula Gilad. "The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment." Harvard Business School Case 911-025, December 2010.
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