Negotiation Preparation - Publications - Faculty & Research

01 Oct 1997
News

Donald J. Chiofaro

twelve-year marathon involving negotiations with some 150 citizens groups and government agencies as well as countless legal and financial hurdles. More than once, the entire venture appeared doomed. Of the experience, Chiofaro observes,... View Details

Keywords: Daniel Penrice

01 Dec 2019
News

Bridging the Gap

on-the-ground details—the relationships and history, good and bad, that make up the community landscape and that most likely played a role in the vote’s outcome. Increasing understanding of those subtleties and helping participants understand how to View Details

Keywords: Julia Hanna; illustration by Josh Cochran; photographed by Melissa Golden; cross sector collaboration; local government; nonprofits; education; leadership; Administration of Economic Programs; Government

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Organizational Leadership Course | HBS Online

Team Leaders Entrepreneurs Leadership Principles Past Participants Prepare for the next phase of your leadership journey, whether you’re expanding your overall scope of responsibilities or taking over a larger department or organization.... View Details

26 Jun 2013
News

How a Trivial Pursuit Became a Significant Case

negotiating licensing and royalty agreements. One key move involved persuading TV Guide, in exchange for increased royalties from additional sales, to carry free ads for stores that would sell the game. Drawing on his trusted contacts in... View Details

Keywords: Amusement, Gambling, and Recreation Industries; Arts, Entertainment; Miscellaneous Store Retailers; Retail Trade

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Alternative Investments Course | HBS Online

Choosing Between RE Investment Types Featured Exercises Identify phases of the real estate market Prepare for a real estate negotiation Conduct valuation analysis Classify real estate products based on their... View Details

16 Mar 2020
Research & Ideas

How the Coronavirus Is Already Rewriting the Future of Business

into the chain. Stephen P. Kaufman is a senior lecturer of business administration. Rosabeth Moss Kanter: The best leaders will break out of silos and improve workplace culture It’s said that fortune favors the prepared mind. Fortune... View Details

Keywords: by Dina Gerdeman

06 Aug 2021
Book

Steve Jobs and the Rise of the Celebrity CEO

without charisma. As he himself wrote, “Some reporters weighed me against Steve Jobs and rated me low on the charisma scale ... I’m a good administrator ... Steve captivates audiences.” Amelio was preparing for Apple’s bankruptcy soon... View Details

Keywords: by Dina Gerdeman

01 Dec 2022
News

Future Vision

competitive. Ultimately, we hope the institutes will position HBS and the University overall as global leaders in reshaping the landscape of the digital-first world and the role of business in society. What changes is HBS making to the curriculum to View Details

Keywords: Brian Kenny; Educational Support Services; Educational Services

27 Feb 2017
Research & Ideas

Reputation is Vital to Survival in Turbulent Markets

characterized quite often by turbulent situations. When you are negotiating in a turbulent environment, you feel reassured if the entity you are transacting with is likely to be around tomorrow. Otherwise, what’s the point of investing... View Details

Keywords: by Sean Silverthorne

02 May 2022
What Do You Think?

Can the Case Method Survive Another Hundred Years?

class based on some of its contents, regardless of the material assigned for that day. Some of the columns we’ve shared over the years have been prepared based on newspaper reporting. Last month’s column on the decisions facing Disney’s... View Details

Keywords: by James Heskett; Education

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Frequently Asked Questions | HBS Online

powerful resources to support your negotiation success in the months and years after you finish the course. How do I prepare for each negotiation simulation? In View Details

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Launching Tech Ventures | HBS Online

to execute a high-quality, profitable business model and prepare your startup for funding and scaling. “It’s an eye-opening course that enlightens the path for future founders, joiners, or investors.” Roman Ignatenko Launching Tech... View Details

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

courts to prepare them to handle an unprecedented volume of new cases, should the worst case come to pass. Gerdeman: Many view a bankruptcy filing as the death of a company, but you’ve said it can actually revive them. And we’ve seen... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

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Power and Influence for Positive Impact | HBS Online

Leading Change in Organizations and Society Prepare for change-leadership roles, understanding the sources of power leaders can draw from in launching and sustaining a movement for change, the limits of individual influence, and the... View Details

12 Nov 2021
News

Alumni Business Leaders on Confronting the Climate Change Challenge

Business leaders around the world are currently focused on the discussions and negotiations taking place at the 26th Conference of the Parties (COP26) in Glasgow from October 31 to November 12. The outcome of these international View Details

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2024 Reunion Presentations - Alumni

Curriculum Matthew Weinzierl & Professor Debora Spar (PMD 62) + More Info - Video Recording – Less Info - Video Recording How can we best prepare students to navigate an uncertain world? How do we make sense of the changes in American and... View Details

December 2017 (Revised January 2020)
Case

The Campbell Home (A)

By: Leslie K. John and Matthew G. Preble

Email mking@hbs.edu for a courtesy copy.

Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while navigating their... View Details

Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States

Citation

Educators

Purchase

December 2018
Teaching Note

The Campbell Home (A), (B), and (C)

By: Leslie John

Email mking@hbs.edu for a courtesy copy.

Teaching Note for HBS Nos. 918-017, 918-018, and 918-019. Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several... View Details

Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States

Citation

Purchase

01 Aug 2005
Research & Ideas

How to Choose the Best Deal

there's no urgency regarding either one. If negotiation were costless, Jim could keep both options fully open. But serious preparation takes time and money. Jim may have to hire a lawyer to review land-use... View Details

Keywords: by Michael Wheeler