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All HBS Web
(176)
- News (36)
- Research (104)
- Multimedia (1)
- Faculty Publications (60)
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- 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.
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Wheeler, Michael A. "Negotiation Self-Assessment." Harvard Business School Exercise 902-218, May 2002. (Revised June 2002.)
- 04 Jun 2014
- News
To Negotiate Effectively, First Shake Hands
- 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...
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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.
- 9 AM – 9 AM EDT, 19 Sep 2018
- HBS Online
HBX Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: September 19, 2018 - November 14, 2018
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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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- 9 AM – 10 AM EDT, 20 Mar 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: March 20, 2019 - May 15, 2019
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- 9 AM – 10 AM EST, 09 Jan 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: January 9, 2019 - March 6, 2019
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- 9 AM – 10 AM EDT, 29 May 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: May 29, 2019 - July 24, 2019
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- 9 AM – 10 AM EDT, 16 Oct 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: October 16, 2019 - December 11, 2019
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- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
companies should use company policy to actively make allowances for different negotiation styles of men and women? McGinn: Giving women more on their first offer is presuming a main effect. It is presuming...
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Keywords:
by Martha Lagace
- 9 AM – 10 AM EDT, 07 Aug 2019
- HBS Online
HBS Online Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019
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- 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...
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Keywords:
Negotiation Style;
Communication Strategy;
Perception;
Performance Effectiveness;
Outcome or Result
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.
- January 2002 (Revised March 2002)
- Case
Intuitive Surgical - Negotiating the Deal
By: Jay O. Light and Anthony Massaro
Two cofounders of a company enter into a negotiation to set the terms of a start-up in the field of laparoscopic surgery.
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Keywords:
Negotiation Tactics;
Negotiation Style;
Negotiation Deal;
Health Care and Treatment;
Business Startups;
Health Industry
Light, Jay O., and Anthony Massaro. "Intuitive Surgical - Negotiating the Deal." Harvard Business School Case 202-094, January 2002. (Revised March 2002.)
- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218).
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- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian...
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Keywords:
Negotiation Deal;
Problems and Challenges;
Negotiation Style;
Decisions;
Cross-Cultural and Cross-Border Issues;
Negotiation Participants;
Russia;
United States
Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
- January 2008 (Revised April 2009)
- Case
Wyoff and China-LuQuan: Negotiating a Joint Venture (A)
By: James K. Sebenius and Cheng (Jason) Qian
Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking...
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Keywords:
Joint Ventures;
Cross-Cultural and Cross-Border Issues;
Negotiation Style;
Strategy;
Chemical Industry;
China;
Pennsylvania
Sebenius, James K., and Cheng (Jason) Qian. "Wyoff and China-LuQuan: Negotiating a Joint Venture (A)." Harvard Business School Case 908-046, January 2008. (Revised April 2009.)
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
another week of haggling would bring huge payoffs. This difference in perspective between the manufacturer's and the union's negotiating styles resulted in a strike. Effective View Details
Keywords:
by Deepak Malhotra
- June 2007
- Exercise
EZAmuse Negotiation Background (A)
By: G. Felda Hardymon and Ann Leamon
This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have...
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Keywords:
Borrowing and Debt;
Negotiation Deal;
Valuation;
Leadership Style;
Venture Capital;
Partners and Partnerships;
Product;
Germany
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.
- Web
Negotiation Course Online | HBS Online
Module 3 Managing the Negotiation Process: Bargaining Tactics, Style, and Emotion Examine the relational dimension of negotiation and explore interpersonal dynamics, bargaining styles, tactics, and emotions....
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