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NegotiationRemove Negotiation →

New research on negotiation from Harvard Business School faculty on issues including negotiation strategy, style, and tactics.
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Cognitive Biases: Mistakes or Missing Stakes?

by Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman, and Jeroen van de Ven

This study of field and lab data strongly suggests that people do not necessarily make better decisions when the stakes are very high. Results highlight the potential economic consequences of cognitive biases.

Salary Negotiations: A Catch-22 for Women

by Kristen Senz

Too assertive or too nice? New research from Julian Zlatev probes the lose-lose dynamics that penalize women in negotiations and perpetuate gender inequity. Open for comment; Comment(s) posted.

Controlling the Emotion of Negotiation

Leslie John discusses the importance of asking (and answering) the right questions when negotiating, particularly under emotional stress. Open for comment; Comment(s) posted.

The Unexpected Way Whistleblowers Reduce Government Fraud

by Kristen Senz

Even unfounded allegations by whistleblowers can force government contractors to renegotiate their terms, say Jonas Heese and Gerardo Perez Cavazos. Open for comment; Comment(s) posted.

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

by James K. Sebenius

After a lengthy courting process, Amazon thought its plan for a New York HQ campus was in the bag. But the company failed a primary goal of negotiations, says James Sebenius. Open for comment; Comment(s) posted.

Shaky Business: How Handshakes Win Negotiations

by Michael Blanding

A handshake before a negotiation can have a surprisingly strong effect on the outcome, according to Michael Norton, Francesca Gino, and colleagues. Open for comment; Comment(s) posted.

Why Ethical People Become Unethical Negotiators

by Dina Gerdeman

You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. Open for comment; Comment(s) posted.

Henry Kissinger's Lessons for Business Negotiators

by Sean Silverthorne

Much has been written about Henry Kissinger the diplomat and United States secretary of state, but surprisingly little about Kissinger the dealmaker. A trio of Harvard scholars remedies that with Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. Co-author James Sebenius discusses what business negotiators can learn. Open for comment; Comment(s) posted.

Transaction Costs and the Duration of Contracts

by Alexander MacKay

When buyers transact with sellers, they select not only whom to transact with but also for how long. This paper develops a model of optimal contract duration arising from underlying supply costs and transaction costs. The model allows for the quantification of transaction costs, which are often unobserved, and the impact of these costs on welfare.

For Women Especially, It Pays to Know What Car Repairs Should Cost

by Wendy Guild Swearingen

Consumers can negotiate cheaper auto repair prices by convincing service reps they know something about market rates—helping women overcome gender discrimination, according to recently published research by Ayelet Israeli and co-authors. Open for comment; Comment(s) posted.

How The 2016 Presidential Candidates Misled Us With Truthful Statements

by Dina Gerdeman

Paltering, a subtle form of lying where an almost true statement is used, is not unknown in the world of politics. Here are several examples. Open for comment; Comment(s) posted.

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

by Dina Gerdeman

Presidential candidates do it. Business leaders do it. You probably do it, too. Paltering is a gentle form of lying, but is reviled by negotiators on the receiving end. Research by Francesca Gino, Michael Norton, and colleagues. Open for comment; Comment(s) posted.

A Little Understanding Motivates Copyright Abusers to Pay Up

by Michael Blanding

Many Internet users don't give a second thought to copying and reusing an image. Hong Luo and Julie Holland Mortimer explain how copyright holders can gently persuade abusers to do the right thing. Open for comment; Comment(s) posted.

Fix This! Why is it so Painful to Buy a New Car?

by Sean Silverthorne

Car-buying sends shivers up the backbones of American consumers, so why hasn’t the industry stepped up to create a better experience? Leonard Schlesinger, Jill Avery, and Ryan Buell tell their own war stories and talk about how the battle might yet be won. Open for comment; Comment(s) posted.

The Cost of Leaning-in

by Carmen Nobel

Women who are forced to negotiate tend to fare worse than if they hadn’t negotiated at all, according to research by Christine Exley, Muriel Niederle, and Lise Vesterlund. Open for comment; Comment(s) posted.

Knowing When to Ask: The Cost of Leaning-in

by Christine L. Exley, Muriel Niederle, and Lise Vesterlund

The popular push for women to “lean in” holds that women should negotiate on their own behalf to overcome the gender wage gap. This study, however, shows the importance of choice in successful negotiations. Women usually choose to enter negotiations leading to financial gains and avoid negotiations that would result in financial losses. Regardless of the reasons for avoidance, leaning-in is not automatically the best advice for women.

How to Negotiate Situations That Feel Hopeless

by Carmen Nobel

In Negotiating the Impossible, Deepak Malhotra outlines key lessons for negotiating sticky situations, with examples that include the Cuban Missile Crisis, disputes in the National Football League and National Hockey League, and several instances of high-stakes deal-making where companies found themselves negotiating against the odds. Open for comment; Comment(s) posted.

When Negotiating a Price, Never Bid with a Round Number

by Carmen Nobel

Investors who offer “precise” bids for company shares yield better outcomes than those who offer round-number bids, according to research by Petri Hukkanen and Matti Keloharju. Open for comment; Comment(s) posted.

What Happens When Zambian Schoolgirls Receive Negotiation Training

Research by Kathleen McGinn and colleagues shows how teaching negotiation skills to young Zambian women can greatly improve their health and educational outcomes. Open for comment; Comment(s) posted.

These Employers Pay Higher Salaries than Necessary

by Michael Blanding

Some employers using online freelance marketplaces for the first time pay more than they have to for workers. Why? An information imbalance that job seekers can exploit, as explained in research by professor Christopher T. Stanton. Open for comment; Comment(s) posted.