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- Faculty Publications (67)
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- All HBS Web (311)
- Faculty Publications (67)
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
greatest threats to success. Prepare to make good decisions on the fly. Situational awareness and the ability to learn as you go are critical. Do Negotiation Dynamics Change In A Family Business? Five Steps...
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- Web
Negotiation - Course Catalog
prepare for, and execute negotiations at a sophisticated level-through actions both at and away from the bargaining table. It will give you the opportunity to enhance your strengths as a View Details
- Web
Negotiation Course Online | HBS Online
Certificate of Completion from HBS Online. What you earn. Overview Syllabus Enrollment Stories FAQs Apply Now Key Concepts Understand negotiation dynamics and how to prepare for uncertainty Learn to craft...
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- 15 Jun 2023
- News
4 Examples of Business Negotiation Strategies
- 04 Apr 2016
- Working Paper Summaries
Preparing the Self for Team Entry: How Relational Affirmation Improves Team Performance
- 30 May 2023
- News
6 Strategies to Improve Your Negotiation Skills
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later...
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Keywords:
Decision Choices and Conditions;
Negotiation Participants;
Negotiation Preparation;
Negotiation Process;
Negotiation Tactics;
Game Theory
Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
- 26 Nov 2016
- News
Four Ways to Prepare to Ask for a Raise
- 23 Oct 2019
- News
Negotiators Share Lessons from High-Stakes Global Diplomacy
diplomacy and helps students develop and practice negotiation skills critical to success in public service and the private sector. “This is a distinctively Harvard opportunity that is preparing students to...
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Keywords:
University Collaborations
- 17 Jun 2014
- News
Amazon Is Not Invincible
- 12 Oct 2020
- News
MBA/DBA Alum Wins Nobel Prize in Economics
On the day the prize was announced, HBS Dean Nitin Nohria shared a tribute to Wilson with the HBS community written by Wilson’s former mentor, HBS professor Howard Raiffa. “I think we prepared him with an agenda for future research topics...
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- November 1978 (Revised June 1985)
- Case
Hanson Industries (B)
By: William J. Bruns Jr. and Julie H. Hertenstein
Provides a complete description of the processes used in preparing a budget (annual operating plan). Starting with basic product line decisions, management prepares a budget that integrates production and marketing within constraints of financial feasibility. The...
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Bruns, William J., Jr., and Julie H. Hertenstein. "Hanson Industries (B)." Harvard Business School Case 179-077, November 1978. (Revised June 1985.)
- January 1991
- Case
Redhook Ale Brewery
A small microbrewer prepares to negotiate a credit facility with its bank to partially fund major expansion.
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Mason, Scott P. "Redhook Ale Brewery." Harvard Business School Case 291-025, January 1991.
- July 1990
- Background Note
Note on Acquiring Bank Credit
By: Amar Bhide and Howard H. Stevenson
Outlines the issues and alternatives faced by start-up businesses in attracting bank credit. The topics covered are how to lay the groundwork for establishing a banking relationship, selecting a bank, preparing an application, and negotiating a loan.
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Bhide, Amar, and Howard H. Stevenson. "Note on Acquiring Bank Credit." Harvard Business School Background Note 391-010, July 1990.
- 20 Nov 2013
- News
When a job offer is non-negotiable
- 2022
- Other Unpublished Work
Got 'Critical Minerals'? Hooray! But Be Careful
By: Louis T. Wells
When a country has “critical minerals,” certain issues require special attention in the country’s mining legislation or while negotiating contracts with potential mining investors. As well, to obtain maximum benefit the government should prepare for negotiations with...
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Wells, Louis T. "Got 'Critical Minerals'? Hooray! But Be Careful." Columbia FDI Perspectives, No. 338, August 2022.
- November 2012
- Article
Are You Ready for the 'Hardest Question'?
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the...
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Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
- June 2001
- Case
Bang Networks- The First Customer (A)
By: Jay O. Light and Mary N. Caravella
In November 2000, six-month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco--based company believe they have a unique new solution for effective delivery of real-time Web...
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Keywords:
Business Startups;
Negotiation Tactics;
Internet and the Web;
Valuation;
Value Creation;
Negotiation Preparation;
Information Technology Industry;
San Francisco
Light, Jay O., and Mary N. Caravella. "Bang Networks- The First Customer (A)." Harvard Business School Case 201-111, June 2001.
- 30 Jun 2016
- Blog Post
4 Ways I've Changed at HBS
There are certain things you come to business school expecting to learn and certain ways you expect you’ll change. Over the course of my first year at HBS, I’ve learned how to prepare a balance sheet and View Details