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- 2014
- Chapter
Negotiation Processes as Sources of (and Solutions to) Interorganizational Conflict
By: Elizabeth Long Lingo, Colin Fisher and Kathleen L. McGinn
We investigate how structural features of negotiations can affect interaction processes and how negotiations can be not only a solution to, but also a source of, inter-organizational conflict. Principals, agents, and teams face different sets of constraints and... View Details
Keywords: Negotiation; Conflict; Organizational Management; Organizations; Conflict Management; Negotiation Process; Theory
Lingo, Elizabeth Long, Colin Fisher, and Kathleen L. McGinn. "Negotiation Processes as Sources of (and Solutions to) Interorganizational Conflict." In Handbook of Conflict Management Research, edited by Oluremi B. Ayoko, Neal M. Ashkansy, and Karen Jehn. Edward Elgar Publishing, 2014.
- 12 Jul 2012
- Working Paper Summaries
Negotiation Processes As Sources of (And Solutions To) Interorganizational Conflict
- 2008
- Working Paper
Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire
By: James K. Sebenius and Cheng (Jason) Qian
Cultural differences can affect negotiations in many ways, from influencing the basic motivations and perceptions of the players to guiding the surface aspects, such as etiquette, protocol, and process, of business interactions. Navigating the challenges of these... View Details
Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Governance; Questionnaires; Negotiation Process; Behavior; China
Sebenius, James K., and Cheng (Jason) Qian. "Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire." Harvard Business School Working Paper, No. 09-077, December 2008.
- August 2022
- Case
Negotiating Peace in Colombia
By: Deepak Malhotra and Cody Smith
This case follows the protracted armed conflict between the Colombian government and the Revolutionary Armed Forces of Colombia (FARC), tracing it from its origins over 50 years ago, through the private and public negotiations that ultimately resulted in the 2016... View Details
Keywords: Conflict; Peace Process; Dispute Resolution; Protracted Conflicts; Peacemaking; Civil War; Negotiation; Leadership; Conflict and Resolution; Government Administration; Colombia
Malhotra, Deepak, and Cody Smith. "Negotiating Peace in Colombia." Harvard Business School Case 923-006, August 2022.
- 2016
- Working Paper
Henry Kissinger's Negotiation Campaign to End the Vietnam War
By: James K. Sebenius and Eugene B. Kogan
President Richard M. Nixon was elected in 1968 with the widespread expectation that he would bring about an end to the costly and unpopular war in Vietnam. The task largely fell to National Security Adviser Henry Kissinger. When the negotiations began, North Vietnam... View Details
Keywords: Kissinger; Negotiation; Negotiation Campaign; Bargaining; Diplomacy; Coercive Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Negotiation Process; War; Negotiation Types; International Relations; Negotiation Deal; Viet Nam; United States
Sebenius, James K., and Eugene B. Kogan. "Henry Kissinger's Negotiation Campaign to End the Vietnam War." Harvard Business School Working Paper, No. 17-053, December 2016.
- Research Summary
Negotiations
My third line of research, on negotiations, also focuses on the improvisational nature of group processes. In one paper (with Kathleen McGinn and Elizabeth Long Lingo), I test the relationships between communication media (face-to-face vs. electronically mediated),... View Details
- Research Summary
Managing Processes
David A. Garvin is examining the nature and use of managerial and organizational processes—the means by which work is accomplished—including strategic processes that chart corporate direction, resource allocation processes that distribute funds,... View Details
- 2008
- Chapter
Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences
By: Jeffrey T. Polzer and Heather M. Caruso
We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
Keywords: Experience and Expertise; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Behavior
Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
- 1989
- Chapter
Analytic Themes of the U.S. Program on the Processes of International Negotiation
By: James K. Sebenius and Howard Raiffa
- April 2006 (Revised April 2012)
- Background Note
The Company Sale Process
Lays out the steps, the timeline, and the process by which a company is sold. Focuses on the sale of companies with enterprise values greater than $100 million. These transactions are large enough to require the help of a financial adviser and attract both strategic... View Details
Fruhan, William E., Jr. "The Company Sale Process." Harvard Business School Background Note 206-108, April 2006. (Revised April 2012.)
- November 2006
- Case
Kroger Union Negotiations
By: Dennis A. Yao
A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering... View Details
- 19 Mar 2009
- Working Paper Summaries
Beyond Gender and Negotiation to Gendered Negotiations
Keywords: by Deborah Kolb & Kathleen L. McGinn
- July 1998 (Revised April 2002)
- Case
Tobacco Negotiations
By: Michael A. Wheeler and Georgia Levenson
Chronicles the negotiation of the proposed national settlement between the states and the five major U.S. tobacco companies. View Details
Keywords: Negotiation Types; Negotiation Process; Business and Government Relations; Consumer Products Industry; United States
Wheeler, Michael A., and Georgia Levenson. "Tobacco Negotiations." Harvard Business School Case 899-049, July 1998. (Revised April 2002.)
- April 2003 (Revised December 2003)
- Background Note
Analyzing Complex Negotiations
Develops a framework linking structural diagnosis and strategy design in complicated (complex and ambiguous) negotiations. To develop good strategies, negotiators must rigorously diagnose the structure of their negotiating situations. Equivalently, strategy follows... View Details
Watkins, Michael D. "Analyzing Complex Negotiations." Harvard Business School Background Note 903-088, April 2003. (Revised December 2003.)
- November 2000 (Revised October 2001)
- Background Note
Rethinking "Preparation" in Negotiation
Challenges the notion that pre-negotiation preparation is the most important determination of success. Examines two fundamental problems with current thinking about preparation: the boundaries problem and the limits problem. Proposes an alternative model of negotiation... View Details
Keywords: Negotiation Preparation
Watkins, Michael D., and Sydney Rosen. Rethinking "Preparation" in Negotiation. Harvard Business School Background Note 801-286, November 2000. (Revised October 2001.)
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
- August 2001 (Revised August 2005)
- Case
Guinness PLC: Managing Negotiations
Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local... View Details
Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)
- 2008
- Working Paper
Cultural Notes on Chinese Negotiating Behavior
By: James K. Sebenius and Cheng (Jason) Qian
Western businesses negotiating with Chinese firms face many challenges, from initiating and smoothing communication to establishing long-lasting relationships and mutual trust, and from bargaining and drafting agreements to securing their implementation. Chinese... View Details
Keywords: Interpersonal Communication; Cross-Cultural and Cross-Border Issues; Negotiation Process; Negotiation Style; Perception; Societal Protocols; China
Sebenius, James K., and Cheng (Jason) Qian. "Cultural Notes on Chinese Negotiating Behavior." Harvard Business School Working Paper, No. 09-076, December 2008.
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
remarks of that nature. Crossing Cultures Negotiating across cultures is cited in the article as being "akin to a dance in which one person does a waltz and another a tango." So what can View Details
Keywords: by Martha Lagace