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All HBS Web
(726)
- People (1)
- News (165)
- Research (466)
- Events (1)
- Multimedia (1)
- Faculty Publications (194)
- August 1996 (Revised December 1996)
- Background Note
Two Psychological Traps in Negotiation
Two psychological traps, anchoring and framing, and their role in negotiation are described. The anchoring section describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's...
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Keywords:
Negotiation Tactics
Wu, George. "Two Psychological Traps in Negotiation." Harvard Business School Background Note 897-036, August 1996. (Revised December 1996.)
- 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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by Martha Lagace
- 22 Dec 2003
- Research & Ideas
Why Negotiation is Like Jazz
Substantive acts have a set form: Parties exchange positions at the beginning of the negotiation and proceed with a series of offers and counteroffers, with little discussion of underlying priorities....
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by Kathleen L. McGinn
- October 2003 (Revised November 2004)
- Case
Joe Bachelder: Executive Pay Negotiator
By: Jason R. Barro, Brian J. Hall and Aaron Zimmerman
Joe Bachelder was the leading executive pay negotiator in the United States, securing generous contracts for CEOs and executives at Fortune 500 companies. The CEO of Victor Sports Co. resigned, and the board offered the job to Charles Suarez, a star executive from a...
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- 10 Jul 2012
- Working Paper Summaries
Communicating Frames in Negotiations
Keywords:
by Kathleen L. McGinn & Markus Nöth
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
researchers say, is, it depends. "The technology we use to negotiate affects our definition of the negotiation game and the behavior deemed appropriate for the interaction," write Bazerman, Valley...
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by Martha Lagace
- Web
Negotiating - Alumni
process, you might say "I'd like to get a better sense of my fit with the position and company before discussing finances." When it's time to talk, the offer should come from the hiring manager or your HR contact. Prioritizing & View Details
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
their actions, the strength of your BATNA (Best Alternative to a Negotiated Agreement), and so on—there is a strong likelihood they will make better decisions. For example, if someone says "no" to an View Details
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by Deepak Malhotra & Max H. Bazerman
- 08 Dec 2015
- News
Control the Negotiation Before It Begins
- 2011
- Chapter
Building Intercultural Trust at the Negotiating Table
By: Sujin Jang and Roy Y.J. Chua
This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss...
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Jang, Sujin, and Roy Y.J. Chua. "Building Intercultural Trust at the Negotiating Table." In Negotiation Excellence: Successful Deal Making, edited by Michael Benoliel. World Scientific, 2011.
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS View Details
Keywords:
by Anita M. Harris
- 30 Jun 2014
- Lessons from the Classroom
The Role of Emotions in Effective Negotiations
A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house...
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- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
seeming delighted, the union's chief negotiator responded: "We'd like to caucus to consider your offer." The manufacturer was shocked by his opponent's caution. But should he have been? The union, expecting another drawn-out...
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by Deepak Malhotra
- 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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- 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.
- 2007
- Working Paper
Paths to Equality: Walking the Talk in Multi-party Negotiations
By: Kathleen L. McGinn, Katherine L. Milkman and Markus Nöth
Past research has shown that communication in negotiations heightens social awareness, facilitates coordination, increases the utility for the other's positive outcomes, and thereby leads to more equal payoffs. But the role of specific communication strategies in...
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- March 2010 (Revised December 2012)
- Background Note
A 'Rich-vs.-King' Approach to Term Sheet Negotiations
By: Noam Wasserman, Furqan Nazeeri and Kyle Anderson
This note offers a new approach to venture capital term-sheet negotiations, with actionable steps based on insights from Professor Wasserman's "Rich-vs.-King" approach to founder decisions. A core thesis of this note is that trying to negotiate all terms in a term...
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Keywords:
Entrepreneurship;
Venture Capital;
Financing and Loans;
Framework;
Negotiation Process;
Negotiation Tactics;
Motivation and Incentives;
Financial Services Industry
Wasserman, Noam, Furqan Nazeeri, and Kyle Anderson. "A 'Rich-vs.-King' Approach to Term Sheet Negotiations." Harvard Business School Background Note 810-119, March 2010. (Revised December 2012.)
- May 2020
- Article
Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment
By: Nava Ashraf, Natalie Bau, Corinne Low and Kathleen McGinn
Using a randomized control trial, we examine whether offering adolescent girls nonmaterial resources—specifically, negotiation skills—can improve educational outcomes in a low-income country. In so doing, we provide the first evidence on the effects of an intervention...
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Keywords:
Negotiation;
Competency and Skills;
Training;
Age;
Gender;
Education;
Investment;
Outcome or Result;
Developing Countries and Economies
Ashraf, Nava, Natalie Bau, Corinne Low, and Kathleen McGinn. "Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment." Quarterly Journal of Economics 135, no. 2 (May 2020): 1095–1151.
- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
How can you negotiate when the rules suddenly change, and no one knows whether your particular market is headed up or down? Regrouping from the cancellation of the 2004-2005 season due to failed labor negotiations, National Hockey League...
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- 04 Apr 2016
- News