Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Working Knowledge
Business Research for Business Leaders
  • Browse All Articles
  • Popular Articles
  • Cold Call Podcast
  • Managing the Future of Work Podcast
  • About Us
  • Book
  • Leadership
  • Marketing
  • Finance
  • Management
  • Entrepreneurship
  • All Topics...
  • Topics
    • COVID-19
    • Entrepreneurship
    • Finance
    • Gender
    • Globalization
    • Leadership
    • Management
    • Negotiation
    • Social Enterprise
    • Strategy
  • Sections
    • Book
    • Podcasts
    • HBS Case
    • In Practice
    • Lessons from the Classroom
    • Op-Ed
    • Research & Ideas
    • Research Event
    • Sharpening Your Skills
    • What Do You Think?
    • Working Paper Summaries
  • Browse All
    Filter Results: (79) Arrow Down
    Filter Results: (79) Arrow Down Arrow Up
    • Popular
    • Browse All Articles
    • About Us
    • Newsletter Sign-Up
    • RSS
    • Popular
    • Browse All Articles
    • About Us
    • Newsletter Sign-Up
    • RSS

    NegotiationRemove Negotiation →

    New research on negotiation from Harvard Business School faculty on issues including negotiation strategy, style, and tactics.
    ← Page 4 of 79 Results
    • 13 Feb 2006
    • Research & Ideas

    When Gender Changes the Negotiation

    by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

    Gender is not a good predictor of negotiation performance, but ambiguous situations can trigger different behaviors by men and women. Here is how to neutralize the differences and reduce inequities. From Negotiation. Closed for comment; 0 Comments.

    • 21 Nov 2005
    • Research & Ideas

    Making Credibility Your Strongest Asset

    by Michael Wheeler

    Dealmakers often forget the power of a good reputation. In this article from Negotiation, HBS professor Michael Wheeler tells why having a storehouse of credibility will put you head and shoulders above the competition. Closed for comment; 0 Comments.

    • 26 Sep 2005
    • Research & Ideas

    What Perceived Power Brings to Negotiations

    by Mallory Stark

    What role does "perceived power" play in negotiations? For one thing, it may help all the parties take away a win at the table. Professor Kathleen McGinn discusses new research done with Princeton’s Rebecca Wolf. Closed for comment; 0 Comments.

    • 01 Aug 2005
    • Research & Ideas

    How to Choose the Best Deal

    by Michael Wheeler

    Weighing different options can seem as difficult as comparing apples and oranges. The first step is to find the equalizer—then proceed from there, writes HBS professor Michael Wheeler in this article from Negotiation. Closed for comment; 0 Comments.

    • 27 Jun 2005
    • Research & Ideas

    The Potential Downside of Win-Win

    by Max H. Bazerman

    You and your negotiating partner may reach a wonderful agreement for both parties, but have you forgotten people who aren't at the bargaining table, such as your consumers? HBS Professor Max H. Bazerman reflects in this article from Negotiation. Closed for comment; 0 Comments.

    • 30 May 2005
    • Research & Ideas

    Six Steps for Making Your Threat Credible

    by Deepak Malhotra

    It damages your reputation, your company, and the deal if you make empty threats in negotiation. In this article from Negotiation, HBS professor Deepak Malhotra explains six steps for powerful follow-through. Closed for comment; 0 Comments.

    • 26 Jul 2004
    • Research & Ideas

    A Better Way to Negotiate: Backward

    by James K. Sebenius

    "When you map a negotiation backward, you envision your preferred outcome and think in reverse about how to get there," says Harvard Business School professor and negotiation specialist James K. Sebenius. From Negotiation. Closed for comment; 0 Comments.

    • 24 May 2004
    • Research & Ideas

    Becoming an Ethical Negotiator

    by Martha Lagace

    Think you negotiate fairly? Harvard Business School professor Michael Wheeler and colleague Carrie Menkel-Meadow have co-edited a new book, What’s Fair: Ethics for Negotiators. Here’s a Q&A. Closed for comment; 0 Comments.

    • 05 Apr 2004
    • Research & Ideas

    Six Ways to Build Trust in Negotiations

    by Deepak Malhotra

    All negotiations involve risk. That’s why establishing trust at the bargaining table is crucial. Professor Deepak Malhotra presents strategies to build trustworthiness. From Negotiation. Closed for comment; 0 Comments.

    • 22 Dec 2003
    • Research & Ideas

    Why Negotiation is Like Jazz

    by Kathleen L. McGinn

    Negotiation is improvisational—demanding quick, informed responses and decisions. Professor Kathleen L. McGinn lays out the score in this article from Negotiation. Closed for comment; 0 Comments.

    • 08 Dec 2003
    • Research & Ideas

    Is That Really Your Best Offer?

    by Michael Wheeler

    In this article from Negotiation, HBS professor Michael Wheeler describes six "tells" of the bargaining table. Closed for comment; 0 Comments.

    • 13 Oct 2003
    • Research & Ideas

    Negotiating Challenges for Women Leaders

    by Martha Lagace

    When negotiating compensation, women often sell themselves short. Some practical advice on claiming the power to lead in this interview with HBS professor Kathleen L. McGinn and Harvard's Hannah Riley Bowles. Closed for comment; 0 Comments.

    • 03 Mar 2003
    • Research & Ideas

    The Ingredients of a Deal Disaster

    by Ron S. Fortgang, David A. Lax & James K. Sebenius

    A deal can unravel quickly if it doesn’t embody the mutual understanding—the social contract—behind the words on paper. The risk factors surrounding negotiation are detailed in this Harvard Business Review excerpt, co-authored by HBS professor James K. Sebenius. Closed for comment; 0 Comments.

    • 08 Apr 2002
    • Research & Ideas

    How to Negotiate “Yes” Across Cultural Boundaries

    by James K. Sebenius

    Myriad factors can make or break a deal, according to Harvard Business School professor James K. Sebenius. As he explains in this excerpt from Harvard Business Review, the "web of influence" in many countries is more important than meets the eye. Closed for comment; 0 Comments.

    • 10 Mar 2002
    • Research & Ideas

    Breakthrough Negotiation: Don’t Leave It On the Table

    by Michael Watkins

    Ponder this. Businesses are constantly involved in negotiations but rarely develop these skills in their leaders. Harvard Business School professor Michael Watkins explains the secrets of powerful negotiators. PLUS: Book excerpt. Closed for comment; 0 Comments.

    • 10 Sep 2001
    • Research & Ideas

    The Negotiator’s Secret: More Than Merely Effective

    by James K. Sebenius

    What turns merely effective negotiators into all-out expert negotiators? The ability to overcome six common mistakes, according to HBS professor James K. Sebenius. In this excerpt from the Harvard Business Review, he describes one of the most glaring. Closed for comment; 0 Comments.

    • 23 May 2000
    • Research & Ideas

    The Emerging Art of Negotiation

    by Martha Lagace

    A negotiation is rarely open-and-shut, but research is starting to reveal a number of ways that this complicated and often-volatile process might go a lot better for all concerned. HBS Professor Kathleen L. Valley, HBS Senior Research Fellow Max H. Bazerman and two colleagues point the way toward a new understanding of the psychology of negotiation. Closed for comment; 0 Comments.

    • 08 Feb 2000
    • Research & Ideas

    Women Negotiating in the New Millenium

    by Martha Lagace

    Closed for comment; 0 Comments.

    • 12 Oct 1999
    • Research & Ideas

    Building Bridges: New Dimensions in Negotiation

    by Anita M. Harris

    How does a master negotiator negotiate? HBS Professor James Sebenius, founder of the school's Negotiation Unit, frames options in such a way that "what you choose in your perceived interest is, in fact, what I want." How does he accomplish this? Through what he calls "three-dimensional negotiation:" persuasion at the bargaining table; delving into the deeper interests that underlie the parties' positions; and a studied determination of whether to take the deal on the table or to walk away. Closed for comment; 0 Comments.

    • ←
    • 1
    • 2
    • 3
    • 4
    ǁ
    Campus Map
    Harvard Business School Working Knowledge
    Baker Library | Bloomberg Center
    Soldiers Field
    Boston, MA 02163
    Email: Editor-in-Chief
    →Map & Directions
    →More Contact Information
    • Make a Gift
    • Site Map
    • Jobs
    • Harvard University
    • Trademarks
    • Policies
    • Accessibility
    • Digital Accessibility
    Copyright © President & Fellows of Harvard College