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Show Results For
-
All HBS Web
(3,122)
- People (4)
- News (606)
- Research (2,096)
- Events (5)
- Multimedia (47)
- Faculty Publications (1,701)
- 2008
- Working Paper
Beyond Gender and Negotiation to Gendered Negotiations
By: Deborah M. Kolb and Kathleen L. McGinn
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differences in thought, motivation, style, appetite for risk, and propensity...
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Kolb, Deborah M., and Kathleen L. McGinn. "Beyond Gender and Negotiation to Gendered Negotiations." Harvard Business School Working Paper, No. 09-064, October 2008.
- 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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- Research Summary
Middle East Negotiation Initiative
The Middle East Negotiation Initiative is a component of the Harvard Negotiation Project that seeks to analyze and develop grounded analysis and advice for complex negotiations in and around the Middle East. Its current focus is on the intellectual and study...
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- Article
Negotiation
By: M. H. Bazerman, J. R. Curhan, D. A. Moore and K. L. McGinn
Keywords:
Negotiation
Bazerman, M. H., J. R. Curhan, D. A. Moore, and K. L. McGinn. "Negotiation." Annual Review of Psychology 51 (2000): 279–314.
- August 2000 (Revised December 2014)
- Background Note
Negotiation Analysis: An Introduction
Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a...
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Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)
- 2017
- Other Teaching and Training Material
Organizational Behavior Reading: Negotiation
By: Max Bazerman, Francesca Gino and Katherine Shonk
Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and...
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Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.
- 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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- 2014
- Working Paper
Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal
The November 2013 "interim" nuclear deal between Iran and the "P5+1"—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a more comprehensive deal? Or will it drift into...
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Keywords:
Negotiations;
Iran;
Nuclear;
Conflict Resolution;
Winning Coalition;
Blocking Coalition;
Strategy;
Negotiation;
International Relations;
France;
Germany;
Iran;
China;
Great Britain;
United States;
Russia
Sebenius, James K. "Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal." Harvard Business School Working Paper, No. 14-061, January 2014. (Revised March 2014.)
- August 1996
- Exercise
Exercises in Negotiation Analysis
Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple...
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Keywords:
Negotiation
Wu, George. "Exercises in Negotiation Analysis." Harvard Business School Exercise 897-037, August 1996.
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
Tactics, deal design, and set-up are three crucial components of the most effective negotiations. Yet many negotiators focus only on the tactical part, running the risk of undermining their own best interests. How can you View Details
Keywords:
by Martha Lagace
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
negotiated for herself and others? Business people often ask us whether men or women are better negotiators. According to our research, gender is not a reliable predictor of negotiation performance; neither...
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- January 2005 (Revised February 2018)
- Background Note
Negotiation Advice: A Synopsis
By: Michael Wheeler
Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation,...
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Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
The book What's Fair: Ethics of Negotiators is a rich collection of pointers from professional dealmakers, attorneys, academic specialists, and, not least, ethicists. Michael Wheeler, an HBS professor and editor of View Details
Keywords:
by Martha Lagace
- 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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HBS Online: Negotiation Mastery
Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value... View Details
- January 2011
- Article
Developing Negotiation Case Studies
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on...
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Sebenius, James K. "Developing Negotiation Case Studies." Negotiation Journal 27, no. 1 (January 2011).
- 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.