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  • All HBS Web  (3,201)
    • People  (4)
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← Page 8 of 3,201 Results →
  • 1983
  • Book

Negotiating in Organizations

By: M. H. Bazerman and R.J. Lewicki
Keywords: Negotiation; Organizations
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Bazerman, M. H. and R.J. Lewicki, eds. Negotiating in Organizations. SAGE Publications, 1983.
  • 28 Dec 2016
  • News

Harvard’s New Online Negotiation Course

  • 2003
  • Case

Negotiating for Results

By: James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax
Keywords: Negotiation; Success
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"Negotiating for Results." Boston, MA: Harvard Business School Publishing Case, 2003. Electronic.
  • 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
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Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
  • 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.)
  • 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
  • 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.)
  • 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.
  • 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

Citation
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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.)
  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
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"Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information." Harvard Business School Exercise 899-095, December 1998. (Revised May 1999.)
  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

How can you negotiate when the rules suddenly change, and no one knows whether your particular market is headed up or down? Regrouping from the cancellation of the 2004-2005 season due to failed labor negotiations, National Hockey League... View Details
Keywords: by Michael Wheeler; Sports

    Negotiating the Impossible

    An ideal read for your most difficult negotiations, disputes & relationships.
    Awards:
    "Outstanding Book Award" (International Association for Conflict... View Details
    • Oct 03 2016
    • Testimonial

    Mastering Negotiation Strategy

    • 08 Dec 2015
    • News

    Control the Negotiation Before It Begins

    • 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
    Citation
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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.
    • 01 May 2013
    • News

    How to Negotiate with VCs

    • November 2000 (Revised October 2002)
    • Background Note

    Dynamic Negotiation: Seven Propositions About Complex Negotiations

    Challenges conventionally held views of negotiations, arguing that they are simplistic, static, and sterile. Develops seven propositions about real-world negotiations emphasizing the impact of complexity and the need for learning and adaption. View Details
    Keywords: Negotiation; Complexity
    Citation
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    Watkins, Michael D. "Dynamic Negotiation: Seven Propositions About Complex Negotiations." Harvard Business School Background Note 801-267, November 2000. (Revised October 2002.)
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