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Show Results For
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All HBS Web
(952)
- News (156)
- Research (653)
- Events (1)
- Multimedia (1)
- Faculty Publications (369)
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
Business School and a principal of Lax Sebenius LLC, a negotiation strategy firm. He also serves on the Executive Committee of the Program on Negotiation at Harvard Law School....
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by Martha Lagace
The Art of Negotiation
Michael Wheeler's The Art of Negotiation offers a distinctive, creative approach to negotiation. The process cannot be scripted. Other parties will have their own agendas and ideas about how the interaction should unfold. As a result, negotiation must be improvised on...
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- 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...
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- July 2007
- Case
Kroger Union Negotiations 2005
By: Dennis A. Yao and Mary L. Shelman
A stylized version of the negotiations between Kroger Company and its local unions during 2005. Management faces a sequence of individual negotiations with local unions in addition to meeting the new competitive challenges presented by Wal-Mart's expansion in the...
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- October 2018 (Revised July 2019)
- Case
BulkWhiz: Negotiating as a Startup Founder in the UAE
By: Katherine Coffman, Christine Exley and Alpana Thapar
This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success,...
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Keywords:
Entrepreneurial Management;
Start-ups;
Startup;
Female Entrepreneur;
Technology;
Decision-making;
Negotiations;
Co-founders;
Fundraising;
Entrepreneurship;
Business Startups;
Management;
Internet and the Web;
Growth and Development Strategy;
Decision Making;
Negotiation;
Expansion;
E-commerce;
Middle East;
United Arab Emirates
Coffman, Katherine, Christine Exley, and Alpana Thapar. "BulkWhiz: Negotiating as a Startup Founder in the UAE." Harvard Business School Case 919-004, October 2018. (Revised July 2019.)
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All negotiators can apply...
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by Deepak Malhotra
- March 2024
- Case
Negotiating the Gift of Life (A)
By: Alex Chan
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As...
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- August 2007 (Revised September 2007)
- Background Note
Negotiation Strategy: Pattern Recognition Game
By: Gregory M. Barron and Michael A. Wheeler
In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior-or adapt appropriately to what they are doing. This case-and its related computer-based exercise (Negotiation Strategy...
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Keywords:
Negotiation;
Behavior;
Conflict and Resolution;
Power and Influence;
Strategy;
Competition;
Cooperation
Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern Recognition Game." Harvard Business School Background Note 908-015, August 2007. (Revised September 2007.)
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an...
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Keywords:
Negotiations;
Nuclear;
Conflict Resolution;
Winning Coalition;
Blocking Coalition;
Strategy;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia;
Negotiation;
International Relations;
Conflict and Resolution;
Public Administration Industry;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
experienced negotiators, and the ability to structure and execute negotiations strategically and systematically. "All of the strategies you have described work when you're dealing with people who will...
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by Deepak Malhotra & Max H. Bazerman
- 2004
- Other Teaching and Training Material
Great Negotiator 2002: Lakhdar Brahimi
By: James K. Sebenius and Kristin Schneeman
The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details
- 12 PM – 1 PM EDT, 12 Apr 2018
- Webinars: Career
The Challenge of Negotiating Inside Your Company
Our toughest negotiations often arent those with outside parties. Instead they are with our boss, our colleaguesand sometimes even people who report to us. Drawing on his recently launched HBX Negotiation Mastery course, Professor Wheeler will present strategies for...
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- 07 Apr 2014
- Research & Ideas
Negotiation and All That Jazz
into your strategy right from the start. "There are certain things you won't know until you engage with the other side. In other words, negotiation is a dynamic, interactive process," Wheeler says. Whatever...
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by Michael Blanding
- March 2024
- Supplement
Negotiating the Gift of Life (B)
By: Alex Chan
Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As...
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- Web
Negotiating - Alumni
Careers Negotiating Careers Negotiating Preparation is key to a successful negotiation. The tips and questions below are designed to let you know what to expect from the process and to help you plan your...
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- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
left to round out the team. Then again, there's no point in holding lots of cash with no one worthwhile to spend it on. Conventional negotiation theory doesn't say much about how to craft and execute View Details
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
sensibly choose substance (the second dimension) over interpersonal process (the first) or moves away from the table over moves at the table. The most effective negotiators often craft mutually reinforcing moves from each dimension....
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by Anita M. Harris
- 01 Apr 2002
- News
Breakthrough International Negotiation
Dick Cheney built an international coalition to support the Gulf War. In Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts, HBS associate professor and View Details
- Oct 20 2016
- Interview