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  • All HBS Web  (175)
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    • All HBS Web  (175)
      • Faculty Publications  (50)

      Negotiation Style Remove Negotiation Style →

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      • May 2023
      • Case

      IBM’s Ginni Rometty: Leading with Good Power

      By: Hubert Joly, Leonard A. Schlesinger and Stacy Straaberg
      In March 2023, Virginia (Ginni) Rometty published Good Power: Leading Positive Change in our Lives, Work, and World, which covered her personal history and career at International Business Machines (IBM). Rometty was IBM’s ninth and first woman CEO from 2012–2020. Her...  View Details
      Keywords: Transformation; Acquisition; Trends; Gender; Diversity; Education; Training; Values and Beliefs; Profit; Revenue; Leadership Style; Leading Change; Business or Company Management; Negotiation; Corporate Social Responsibility and Impact; Mission and Purpose; Organizational Change and Adaptation; Organizational Culture; Family and Family Relationships; Business and Community Relations; Business and Government Relations; Business and Shareholder Relations; Business and Stakeholder Relations; Personal Characteristics; Perspective; Social Issues; Adaptation; Business Strategy; Commercialization; Competition; Corporate Strategy; Information Infrastructure; Information Technology; Health Industry; Information Technology Industry; Manufacturing Industry; Service Industry; Technology Industry; New York (city, NY); United States
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      Joly, Hubert, Leonard A. Schlesinger, and Stacy Straaberg. "IBM’s Ginni Rometty: Leading with Good Power." Harvard Business School Case 323-114, May 2023.
      • February 2023
      • Supplement

      Astyanax Kanakakis at norbloc: A Founder's Experience with the DIFC Fintech Hive

      By: Linda A. Hill and Lydia Begag
      norbloc was founded in 2016 in Stockholm, Sweden, by Astyanax Kanakakis and his co-founders, Vitalii Demianets and Sam Saatchi. Kanakakis and Demianets got to work to address a key gap in the industry: Know Your Customer (KYC) data sharing. As the first distributed KYC...  View Details
      Keywords: Organizational Change and Adaptation; Organizational Design; Organizational Culture; Organizational Structure; Organizations; Leadership; Leadership Development; Leadership Style; Collaborative Innovation and Invention; Digital Transformation; Digital Strategy; Digital Platforms; Technology Adoption; Technological Innovation; Corporate Entrepreneurship; Business and Government Relations; Business Startups; Financial Services Industry; Technology Industry; Banking Industry; Information Technology Industry; Sweden; Europe; Singapore; London; United Arab Emirates; Dubai; Middle East; Athens; Greece
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      Hill, Linda A., and Lydia Begag. "Astyanax Kanakakis at norbloc: A Founder's Experience with the DIFC Fintech Hive." Harvard Business School Supplement 423-066, February 2023.
      • February 2023
      • Case

      Ronald Reagan: Changing the World

      By: Robert Simons and Shirley Sun
      This case traces the rise of Ronald Reagan from small town Illinois to two-term president of the United States. An unlikely candidate for the world’s most powerful job, the case describes the different roles that Reagan filled over his life: radio announcer, Hollywood...  View Details
      Keywords: Politics; Entertainment; Personal Characteristics; Business And Government; Values And Beliefs; Mission And Purpose; Decision Making; Government Administration; Management Style; Power and Influence; United States
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      Simons, Robert, and Shirley Sun. "Ronald Reagan: Changing the World." Harvard Business School Case 123-024, February 2023.
      • 2023
      • Working Paper

      The Link Between Integrative Bargaining and Leadership Evaluations

      By: Julian J. Zlatev and Francis J. Flynn
      We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive,...  View Details
      Keywords: Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation
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      Zlatev, Julian J., and Francis J. Flynn. "The Link Between Integrative Bargaining and Leadership Evaluations." Harvard Business School Working Paper, No. 23-044, January 2023.
      • December 2019
      • Article

      Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

      By: M. Jeong, J. Minson, M. Yeomans and F. Gino
      When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and...  View Details
      Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result
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      Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no. 12 (December 2019): 5813–5837.
      • 2018
      • Book

      Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

      By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
      As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a...  View Details
      Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
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      Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
      • Spring 2018
      • Article

      Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation

      By: James K. Sebenius
      When Robert Mugabe was forced out of office in late 2017 after 37 years of increasingly brutal rule in Zimbabwe, he had been in the job so long that few recall how he got there. Fewer still remember that it was Henry Kissinger, whose complex, if unlikely, negotiations...  View Details
      Keywords: Negotiation; History; Negotiation Style; Outcome or Result; Zimbabwe
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      Sebenius, James K. "Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation." Harvard International Review 39, no. 2 (Spring 2018): 58–61.
      • February 2018
      • Case

      Robert K. Steel at Wachovia (A)

      By: Gautam Mukunda, Nien-hê Hsieh and David Lane
      In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and...  View Details
      Keywords: Leadership; Financial Crisis; Robert Steel; Wachovia; Sheila Bair; Richard Kovacevich; Wells Fargo; Vikram Pandit; Citigroup; FDIC; Tim Geithner; Mortgage Lending; Contagion; Mergers And Acquisitions; Financial Services; Banking; Decision Making; Ethics; Fairness; Finance; Leadership Style; Crisis Management; Management Style; Risk Management; Negotiation; Business and Stakeholder Relations; Banking Industry; United States
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      Mukunda, Gautam, Nien-hê Hsieh, and David Lane. "Robert K. Steel at Wachovia (A)." Harvard Business School Case 418-055, February 2018.
      • February 2018
      • Supplement

      Robert K. Steel at Wachovia (B)

      By: Gautam Mukunda, Nien-hê Hsieh and David Lane
      In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and...  View Details
      Keywords: Leadership; Financial Crisis; Robert Steel; Wachovia; Sheila Bair; Richard Kovacevich; Wells Fargo; Vikram Pandit; Citigroup; FDIC; Tim Geithner; Mortgage Lending; Contagion; Mergers And Acquisitions; Financial Services; Banking; Decision Making; Ethics; Fairness; Finance; Leadership Style; Crisis Management; Management Style; Risk Management; Negotiation; Business and Stakeholder Relations; Banking Industry; United States
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      Mukunda, Gautam, Nien-hê Hsieh, and David Lane. "Robert K. Steel at Wachovia (B)." Harvard Business School Supplement 418-056, February 2018.
      • June 2017
      • Article

      The Surprising Effectiveness of Hostile Mediators

      By: Ting Zhang, Francesca Gino and Michael I. Norton
      Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements...  View Details
      Keywords: Mediation; Conflict; Negotiation; Hostility; Negotiation Style; Emotions; Conflict and Resolution
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      Zhang, Ting, Francesca Gino, and Michael I. Norton. "The Surprising Effectiveness of Hostile Mediators." Management Science 63, no. 6 (June 2017): 1972–1992.
      • December 2015
      • Article

      Emotion and the Art of Negotiation: How to Use Your Feelings to Your Advantage

      By: Alison Wood Brooks
      Negotiations can be fraught with emotion, but it's only recently that researchers have examined how particular feelings influence what happens during deal making. Here the author shares some key findings and advice. Anxiety leads to poor outcomes. You will be less...  View Details
      Keywords: Negotiation Style; Emotions
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      Brooks, Alison Wood. "Emotion and the Art of Negotiation: How to Use Your Feelings to Your Advantage." Harvard Business Review 93, no. 12 (December 2015): 56–64.
      • July 9, 2014
      • Article

      A Great Negotiator's Essential Advice

      By: James K. Sebenius
      The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details
      Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore
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      Sebenius, James K. "A Great Negotiator's Essential Advice." Harvard Business Review (website) (July 9, 2014).
      • 2014
      • Working Paper

      Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

      By: James K. Sebenius
      Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable...  View Details
      Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style
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      Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
      • 2013
      • Book

      The Art of Negotiation: How to Improvise Agreement in a Chaotic World

      By: Michael Wheeler
      A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger...  View Details
      Keywords: Negotiation
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      Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.
      • 2012
      • Chapter

      Deception in Negotiations: The Role of Emotions

      By: F. Gino and C. Shea
      Keywords: Negotiation Style; Emotions; Ethics
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      Gino, F., and C. Shea. "Deception in Negotiations: The Role of Emotions." Chap. 5 in The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 47–60. New York: Oxford University Press, 2012.
      • September 2010 (Revised December 2022)
      • Case

      Recruiting Andrew Yard (A)

      By: Brian J. Hall, Nicole S. Bennett and Sara del Nido
      This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly...  View Details
      Keywords: Communication Strategy; Interpersonal Communication; Executive Compensation; Negotiation; Negotiation Style; Emotions
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      Hall, Brian J., Nicole S. Bennett, and Sara del Nido. "Recruiting Andrew Yard (A)." Harvard Business School Case 911-028, September 2010. (Revised December 2022.)
      • May 2010 (Revised May 2013)
      • Case

      C.K. Claridge, Inc.

      By: James K. Sebenius
      Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This...  View Details
      Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry
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      Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2010. (Revised May 2013.)
      • October 2009
      • Case

      Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)

      By: James K. Sebenius and Ellen Knebel
      This case describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success along with several of...  View Details
      Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Management Teams; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)." Harvard Business School Case 910-004, October 2009.
      • October 2009
      • Supplement

      Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

      By: James K. Sebenius and Ellen Knebel
      This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success...  View Details
      Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry
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      Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)." Harvard Business School Supplement 910-005, October 2009.
      • 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
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      Sebenius, James K., and Cheng (Jason) Qian. "Cultural Notes on Chinese Negotiating Behavior." Harvard Business School Working Paper, No. 09-076, December 2008.
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