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  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
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    • Events  (5)
    • Multimedia  (58)
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← Page 9 of 3,201 Results →
  • Jul 14 2017
  • Testimonial

Managing Any Negotiation Successfully

  • 01 May 2013
  • News

How to Negotiate with VCs

  • 2011
  • Chapter

Building Intercultural Trust at the Negotiating Table

By: Sujin Jang and Roy Y.J. Chua
This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation
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Jang, Sujin, and Roy Y.J. Chua. "Building Intercultural Trust at the Negotiating Table." In Negotiation Excellence: Successful Deal Making, edited by Michael Benoliel. World Scientific, 2011.
  • March 2007 (Revised October 2007)
  • Module Note

Negotiating Effectively in Family Business Systems

By: Deepak Malhotra and John A. Davis
Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described. View Details
Keywords: Family Business; Negotiation; Family Ownership
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Malhotra, Deepak, and John A. Davis. "Negotiating Effectively in Family Business Systems." Harvard Business School Module Note 807-144, March 2007. (Revised October 2007.)
  • 16 Jan 2019
  • News

Advantage Pelosi in the Shutdown Negotiations

  • 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.

    How to Negotiate with VCs

    VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant... View Details

    • January 2025
    • Case

    Negotiating with Data: Analytics FC (A)

    By: Jillian Jordan and Livia Alfonsi
    Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details
    Keywords: Negotiation Preparation; Gender; Analytics and Data Science; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom
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    Jordan, Jillian, and Livia Alfonsi. "Negotiating with Data: Analytics FC (A)." Harvard Business School Case 925-014, January 2025.
    • 20 Jul 2018
    • News

    James Sebenius on Henry Kissinger As Negotiator

    • 06 Jan 2017
    • News

    Women Know When Negotiating Isn't Worth It

    • March 1984
    • Supplement

    Doug Heath Negotiations (B)

    By: Paul A. Vatter
    Citation
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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)

    Citation
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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)

    Citation
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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)

    Citation
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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

    • 26 Sep 2007
    • Sharpening Your Skills

    Sharpening Your Skills: Negotiation

    Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions to be answered: How can I negotiate more skillfully and confidently? How can I View Details
    • September 1991
    • Article

    Negotiating through an Agent

    By: James K. Sebenius and David A. Lax
    Keywords: Negotiation
    Citation
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    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

    By: James K. Sebenius
    Keywords: Negotiation
    Citation
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    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
    Keywords: Negotiation; Research
    Citation
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    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
    Keywords: Negotiation; Communication
    Citation
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    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.
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