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Negotiating with a Customer You Can't Afford to Lose
Sales & Marketing Magazine ArticleWhen a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer... -
What's Your Negotiation Strategy?
Communication Magazine ArticleMany people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a... -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Strategy & Execution Digital ArticleIt might work, but it's risky, especially for women. -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Difficult conversations Best PracticeExplain how you’ll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Technology & Operations Magazine ArticleIn many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem... -
How to Evaluate, Accept, Reject, or Negotiate a Job Offer
Leadership & Managing People Digital ArticleBe methodical. -
How to Ask for the Job Title You Deserve
Career transitions Digital ArticleYour salary shouldn’t be the only thing on the negotiating table. -
Assessment: What Kind of Negotiator Are You?
Negotiation strategies AssessmentIdentifying your style can help you get what you want. -
How California Negotiated Successfully with Fast Food
Negotiation strategies Digital ArticleAs any parent can tell you, it’s hard to get kids to eat their vegetables. It’s even harder for low income parents when getting those vegetables to the table involves two bus rides after a long day standing on your feet, plus a big chunk of your paycheck. For decades, the California Department of Health […] -
Betting on the Future: The Virtues of Contingent Contracts
Business communication Magazine ArticleMany negotiations collapse over differences of opinion about how the future will unfold. Companies need to realize that it’s often better to bet on uncertain events than to argue about them. -
Negotiation Strategies for a Downturn
Negotiation strategies Digital ArticleDuring boom times, deal-making is relatively easy. A rising tide lifts all boats … and the knowledge that there are lots of opportunities out there makes some negotiators forget that the deal is a way to get value, not an end in itself. You don’t have to look as far back as the excesses of […] -
Shrinking Fast and Smart in the Defense Industry
Government Magazine ArticleAuthor’s note: Alistair Hanna, Michael Reopel, and Stuart Flack, all of McKinsey & Company, contributed to this article. The U.S. defense industry is struggling to reorganize itself for growth, if not for survival. The disappearance of the communist threat and the desperate need to revive the U.S. economy have taken the defense industry for a […] -
We Often Overlook Opportunities to Negotiate
Leadership & Managing People Digital ArticleEveryday encounters can prepare you for when the stakes are high. -
Research: Simple Prompts Can Get Women to Negotiate More Like Men, and Vice Versa
Strategy & Execution Digital ArticleMen became more empathetic and women more willing to lie. -
The Explainer: How to Negotiate Nicely Without Being a Pushover
Don't avoid confrontation. -
Fine Art of Friendly Acquisition
Strategy & Execution Magazine ArticleIt's no secret that the track record of corporate acquirers has been dismal. But there is a group that's had consistent success. A recent study on M&A... -
3-D Negotiation: Playing the Whole Game
Strategy & Execution Magazine ArticleWhat stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common... -
3-D Negotiation: Playing the Whole Game (HBR OnPoint Enhanced Edition)
Communication Magazine ArticleWhat stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common... -
More Reasons Women Need to Negotiate Their Salaries
Gender Digital ArticleThey can’t rely on companies’ goodwill.
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Negotiating Partnerships in the Healthcare Industry (A): The Pharmac and Respire Deal
Leadership & Managing People Case Study8.95View Details This case has been developed to facilitate a negotiation exercise related to the formation of partnership deals in the healthcare industry. It is based... -
HBR 20-Minute Manager Collection (8 Ebooks) (HBR 20-Minute Manager Series)
For today's time-strapped manager or professional, setting aside time to brush up on key management skills is almost impossible. Luckily, Harvard Business... -
Negotiating Partnerships in the Healthcare Industry (B): The Pharmac and Respire Deal
Leadership & Managing People Case Study5.00View Details This case has been developed to facilitate a negotiation exercise related to the formation of partnership deals in the healthcare industry. It is based... -
SchmidtCo (A)
Technology & Operations Case Study6.95View Details John Schmidt's project to convert the information system of his auto parts distribution business is in real trouble, putting his company at risk. He must... -
The Campbell Home (C)
Sales & Marketing Case Study5.00View Details Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while... -
MW Petroleum Corp. (A), Spanish Version
Finance & Accounting Case Study8.95View Details Amoco Corp. is negotiating to sell a wholly-owned subsidiary, MW Petroleum, to Apache Corp. MW owns large reserves of oil and gas comprising many properties... -
Olympian Competition: Bidding for Olympic Television Rights
Strategy & Execution Case Study8.95View Details Competition is present, explicitly or implicitly, in many business negotiations. Rarely in buyer-seller negotiations are the bargainers stuck with each... -
HBR Guide to Negotiating Ebook + Tools + Video
Communication BookNegotiating may seem scary or unpleasant: you may worry that you do not have the right skills to go head-to-head in a negotiation and get what you deserve,... -
UpDown: Confidential Instructions for GEORG
Innovation & Entrepreneurship Case Study5.00View Details Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement."... -
New Planet Music (B)
Organizational Development Case Study5.00View Details This case contains two briefs, one for each person in a two-party negotiation. They are relatively short in length and can be read in class just prior... -
John Branca: Negotiating Michael Jackson's Thriller (B)
Sales & Marketing Case Study5.00View Details John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests... -
SchmidtCo (B)
Technology & Operations Case Study5.00View Details Supplements the (A) case. -
TECHNOLOGY EQUIPMENT PARTNERS - Confidential Instructions for the V.P. of Engineering at TEP
Strategy & Execution Case Study5.00View Details Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing... -
Warner Music Group
Finance & Accounting Case Study14.00View Details TH Lee, a leading private equity firm, needs to decide whether to commit to the acquisition of AOL Time Warner's music group, and whether to commit the... -
Wm. Wrigley Jr. Company
Strategy & Execution Case Study8.95View Details Recommended for MBAs, this case is one of a pair of cases used in a merger negotiation exercise. It is designed to be used with "Mars, Incorporated" (UVA-F-1612),... -
Negotiate Across Cultures, Portuguese Version
Global Business Tool99.00View Details Negotiations are especially challenging when they involve people from different cultures. Learn how to overcome cultural barriers and reach a mutually... -
JCDecaux, 2016: Global Leader ... Again
Strategy & Execution Case Study5.00View Details In 2016, JCDecaux was number one in the world in outdoor advertising. This was a far cry from the situation in 2003; at that time, JCDecaux had been unseated... -
TECHNOLOGY EQUIPMENT PARTNERS - Confidential Instructions for the V.P. of Sales at TEP
Strategy & Execution Case Study5.00View Details Two-team, six-party, four-issue negotiation between representatives of two corporations setting up a simultaneous high-tech joint venture and purchasing...
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Negotiating with a Customer You Can't Afford to Lose
Sales & Marketing Magazine ArticleWhen a customer turns combative during a negotiation, it is important to avoid confrontation or compromise. Instead, a salesperson should lure the customer... -
What's Your Negotiation Strategy?
Communication Magazine ArticleMany people don't tackle negotiations in a proactive way; instead, they simply react to moves the other side makes. While that approach may work in a... -
When You Find Out a Coworker Makes More Money than You Do
Organizational Development Digital ArticleGet more information before you react. -
Setting the Record Straight: Using an Outside Offer to Get a Raise
Strategy & Execution Digital ArticleIt might work, but it's risky, especially for women. -
How to Ask Your Boss for an Unpaid Leave to Travel, Study, or Spend Time with Family
Difficult conversations Best PracticeExplain how you’ll minimize the impact on coworkers and clients. -
How to Negotiate with Powerful Suppliers
Technology & Operations Magazine ArticleIn many industries the balance of power has shifted from buyers to suppliers. Companies that have gotten into a weak position need to tackle the problem... -
How to Evaluate, Accept, Reject, or Negotiate a Job Offer
Leadership & Managing People Digital ArticleBe methodical. -
How to Ask for the Job Title You Deserve
Career transitions Digital ArticleYour salary shouldn’t be the only thing on the negotiating table. -
Assessment: What Kind of Negotiator Are You?
Negotiation strategies AssessmentIdentifying your style can help you get what you want. -
Negotiating Partnerships in the Healthcare Industry (A): The Pharmac and Respire Deal
Leadership & Managing People Case Study8.95View Details This case has been developed to facilitate a negotiation exercise related to the formation of partnership deals in the healthcare industry. It is based...