Publications

Two-party negotiation involving a bed and breakfast and an incoming coffee chain. View Details

Keywords: Negotiation

December 1997 (Revised September 2014)
Exercise

Discount and Hawkins Exercise: Confidential Instructions for Tenant

This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details

Keywords: Negotiation; Leasing

20 Nov 2012
First Look

First Look: November 20

their increased tendency to behave fairly. Read the paper: http://www.people.hbs.edu/mnorton/shaw et al.pdf Robust Enforcement Should Complement Voluntary Regulation Authors:Jodi L. Short and Michael W. Toffel Publication:Georgetown... View Details

Keywords: Sean Silverthorne

23 Sep 2014
First Look

First Look: September 23

directions and the implications of this work for rethinking traditional categories of organizations, namely business and charity. September 2014 Perspectives on Psychological Science How Much (More) Should CEOs Make? A Universal Desire for More Equal Pay By:... View Details

Keywords: Sean Silverthorne

December 2006 (Revised February 2009)
Case

China Merchants Bank: Here Just For You

By: F. Warren McFarlan, GuoQing Chen, HengYuan Zhu, Bin Yang, Michael Shih-ta Chen, G.A. Donovan, Waishun Lo and Yan Yang

Founded in 1987, China Merchants Bank (CMB) is a pioneer in the use of technical innovation and IT as a competitive tool in the rapidly evolving Chinese banking sector. With a relatively small branch network when compared to its larger competitors, CMB uses an... View Details

Keywords: Credit Cards; Information Technology; Technological Innovation; Innovation Leadership; Competitive Strategy; Initial Public Offering; Emerging Markets; Opportunities; Banking Industry; China; Hong Kong

Educators

Winter 2021
Editorial

Introduction

This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details

Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning

2012
Other Teaching and Training Material

Learning to Negotiate

Keywords: Learning; Negotiation

October 2004 (Revised November 2004)
Exercise

Negotiation Choices

Negotiation often presents us with choices about how best to achieve our goals. View Details

Keywords: Negotiation

September 2002
Supplement

Discount & Hawkins Critical Moments: Audio Highlights

September 2002
Background Note

Presence of Mind

This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and... View Details

Keywords: Management Skills; Negotiation Tactics; Negotiation Style; Interpersonal Communication; Decision Making

Educators

July 2002
Supplement

Discount & Hawkins Openings: Video Highlights

This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of... View Details

Keywords: Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition

May 2002 (Revised June 2002)
Exercise

Negotiation Self-Assessment

This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix. View Details

Keywords: Negotiation; Attitudes

November 2001
Case

Lakeside

This case presents an ethical choice: How should a prospective buyer respond when a homeowner quotes a price that the buyer knows is significantly below market value? The case describes a private transaction in which the prospective seller is fully competent mentally... View Details

Keywords: Ethics; Price; Negotiation Process; Property; Risk and Uncertainty; Real Estate Industry

Educators

June 2001 (Revised January 2004)
Supplement

NESWC (B)

Supplements the (A) case. View Details

Keywords: Energy Industry; Massachusetts

November 2000
Exercise

Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis

This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether... View Details

Keywords: Insurance; Bids and Bidding; Digital Platforms; Negotiation Process; Conflict and Resolution; Strategy; Internet and the Web

May 1998
Case

Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)

Supplements the (A1) case. A rewritten version of an earlier case. View Details

Keywords: Chemical Industry; United States

December 2006
Article

Poise Under Pressure

April 2006
Article

Is Teaching Negotiation Too Easy, Too Hard, or Both?

Keywords: Teaching; Negotiation

Article

(Mis)perceptions of Inequality

By: Oliver P. Hauser and Michael I. Norton

Inequality is arguably the defining societal issue of the 21st century. The debate over “who gets what’ underlies policy debates ranging from taxation to health care to wages and permeates society at all levels, attracting increasing interest from policymakers,... View Details

Keywords: Equality and Inequality; Wealth and Poverty; Perception; Society; Policy

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