Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results : (113) Arrow Down
Filter Results : (113) Arrow Down Arrow Up

Show Results For

  • All HBS Web  (1,558)
    • Faculty Publications  (113)

    Show Results For

    • All HBS Web  (1,558)
      • Faculty Publications  (113)

      Negotiation Offer Remove Negotiation Offer →

      Page 1 of 113 Results →

      Are you looking for?

      Anchoring and First Offers in Negotiation
      Final Offer Negotiation
      → Search All HBS Web
      • January 2021 (Revised January 2021)
      • Case

      Juno (A): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; Agreements And Arrangements; negotiation Participants; negotiation Process; negotiation Tactics; negotiation Deal; negotiation offer; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
      Citation
      Educators
      Related
      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised January 2021.)
      • January 2021 (Revised January 2021)
      • Supplement

      Juno (B): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; negotiation Deal; negotiation offer; negotiation Participants; negotiation Process; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
      Citation
      Related
      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021. (Revised January 2021.)
      • January 2021 (Revised January 2021)
      • Supplement

      Juno (C): Leveraging Student Power

      By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
      In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; Agreements And Arrangements; negotiation Deal; negotiation offer; negotiation Participants; negotiation Process; negotiation Tactics; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
      Citation
      Related
      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised January 2021.)
      • July–August 2020
      • Article

      Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

      By: Lingling Zhang and Doug J. Chung
      The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique...  View Details
      Keywords: Business-to-business Marketing; Platform Competition; Two-sided Markets; Price Bargaining; Daily Deals; Structural Model; Two-sided Platforms; Competition; Price; negotiation
      Citation
      Find at Harvard
      Read Now
      Related
      Zhang, Lingling, and Doug J. Chung. "Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market." Marketing Science 39, no. 4 (July–August 2020): 687–706.
      • June 2020
      • Case

      TransDigm: The Acquisition of Aerosonic Corp.

      By: Benjamin C. Esty and Daniel W. Fisher
      In April 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and commercial aircraft, announced an agreement to acquire Aerosonic Corporation for $39 million in cash (1.2 times Aerosonic’s sales of $31...  View Details
      Keywords: Mergers And Acquisitions; Growth Management; Business Strategy; Competitive Strategy; Value Creation; Valuation; negotiation; Cash Flow; Contracts; Aerospace Industry; Air Transportation Industry; United States
      Citation
      Educators
      Purchase
      Related
      Esty, Benjamin C., and Daniel W. Fisher. "TransDigm: The Acquisition of Aerosonic Corp." Harvard Business School Case 720-480, June 2020.
      • June 2020
      • Article

      In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

      By: M. Jeong, J. Minson and F. Gino
      Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription....  View Details
      Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; negotiation offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome Or Result
      Citation
      Find at Harvard
      Related
      Jeong, M., J. Minson, and F. Gino. "In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors." Psychological Science 31, no. 6 (June 2020): 644–653.
      • 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...  View Details
      Keywords: negotiation; Competency And Skills; Training; Age; Gender; Education; Investment; Outcome Or Result; Developing Countries And Economies
      Citation
      Find at Harvard
      Register to Read
      Related
      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.
      • 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...  View Details
      Keywords: negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome Or Result
      Citation
      Find at Harvard
      Related
      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.
      • August 2019 (Revised October 2019)
      • Case

      Systems Design West

      By: Richard Ruback and Royce Yudkoff
      Jenn Braus (HBS 2013) was halfway through the 90-day exclusivity period for her proposed acquisition of Systems Design West (SDW). She had completed her business and accounting due diligence. Just as she was about to ask her lawyer to begin drafting the purchase...  View Details
      Keywords: Acquisition; Price; negotiation offer; Decision Making
      Citation
      Educators
      Purchase
      Related
      Ruback, Richard, and Royce Yudkoff. "Systems Design West." Harvard Business School Case 220-004, August 2019. (Revised October 2019.)
      • June 2019
      • Teaching Note

      Zebra Medical Vision

      By: Shane Greenstein and Sarah Gulick
      Teaching note is meant to accompany Zebra Medical Vision case, which offers a look at a company’s decisions as a small startup competing with other startups and major technology companies. It also demonstrates the challenges faced by a machine learning company working...  View Details
      Keywords: Business Startups; Science-based Business; Software; Patents; Cross-cultural And Cross-border Issues; Health Care And Treatment; Health Industry; Medical Devices And Supplies Industry; Technology Industry; Israel
      Citation
      Purchase
      Related
      Greenstein, Shane, and Sarah Gulick. "Zebra Medical Vision." Harvard Business School Teaching Note 619-053, June 2019.
      • 2019
      • Working Paper

      How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

      By: James K. Sebenius
      A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly...  View Details
      Keywords: Bargaining; Football; negotiation; Sports; Media; negotiation Tactics
      Citation
      Read Now
      Related
      Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
      • December 2018 (Revised March 2019)
      • Case

      iyzico: Fundraising in Emerging Markets (A)

      By: Marco Di Maggio and Gamze Yucaoglu
      The case opens in 2016 as Barbaros Ozbugutu, co-founder and CEO of the Istanbul-based payment technology start-up iyzico, contemplates the offers the company received for its Series C round. The case then describes iyzico’s origins and provides a detailed overview of...  View Details
      Keywords: Iyzico; Fundraising; Business Startups; Venture Capital; Emerging Markets; Private Sector; For-profit Firms; Management; Technology; Growth Management; Corporate Entrepreneurship; negotiation offer; Decision Making; Turkey
      Citation
      Educators
      Purchase
      Related
      Di Maggio, Marco, and Gamze Yucaoglu. "iyzico: Fundraising in Emerging Markets (A)." Harvard Business School Case 219-064, December 2018. (Revised March 2019.)
      • December 2018
      • Supplement

      iyzico: Fundraising in Emerging Markets (B)

      By: Marco Di Maggio and Gamze Yucaoglu
      The case opens in July 2016 as Barbaros Ozbugutu, co-founder and CEO of the Istanbul-based payment technology start-up iyzico, contemplates the pros and cons of the different term sheets the company has received for its Series C round. The case then informs the reader...  View Details
      Keywords: Iyzico; Fundraising; Business Startups; Venture Capital; Emerging Markets; negotiation offer; Decision Choices And Conditions
      Citation
      Purchase
      Related
      Di Maggio, Marco, and Gamze Yucaoglu. "iyzico: Fundraising in Emerging Markets (B)." Harvard Business School Supplement 219-065, December 2018.
      • June 2018 (Revised February 2019)
      • Teaching Note

      Home Nursing of North Carolina

      By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
      In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a...  View Details
      Keywords: Small Firms Management; Acquisition; negotiation Process; Investment; Small Business; Management; Personal Development And Career
      Citation
      Purchase
      Related
      Ruback, Richard S., Royce Yudkoff, and Ahron Rosenfeld. "Home Nursing of North Carolina." Harvard Business School Teaching Note 218-130, June 2018. (Revised February 2019.)
      • 2018
      • Book

      Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

      By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
      As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a...  View Details
      Keywords: History; negotiation Process; negotiation Tactics; Personal Development And Career; negotiation Style; United States
      Citation
      Find at Harvard
      Purchase
      Related
      Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
      • 2018
      • Working Paper

      Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors

      By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
      Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with...  View Details
      Keywords: Gratitude; Forgiveness; Negotiations; Ethics; Emotion; Emotions; Behavior; negotiation; Ethics
      Citation
      Read Now
      Related
      Yip, Jeremy, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks. "Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors." Harvard Business School Working Paper, No. 18-081, February 2018.
      • January 2018
      • Case

      Ak Gıda: IPO or Strategic Sale

      By: Suraj Srinivasan and Eren Kuzucu
      In 2015, Yıldiz Holding, one of the world’s largest producer of confections, biscuits and crackers, was at the end of its divestiture process from Ak Gida, one of the leading dairy companies in Turkey. The company had adopted a dual track process, pursuing an initial...  View Details
      Keywords: Valuation; Private Sector; For-profit Firms; Business Model; Business Strategy; Competitive Advantage; Growth And Development Strategy; Value Creation; Decision Making; Growth Management; Mergers And Acquisitions; Initial Public offering; Business Conglomerates; Business Exit Or Shutdown; Family Business; Joint Ventures; Food And Beverage Industry; Turkey
      Citation
      Educators
      Purchase
      Related
      Srinivasan, Suraj, and Eren Kuzucu. "Ak Gıda: IPO or Strategic Sale." Harvard Business School Case 118-036, January 2018.
      • October 2017
      • Teaching Note

      Canadian Pacific's Bid for Norfolk Southern

      By: Benjamin C. Esty and E. Scott Mayfield
      Teaching Note for HBS No. 216-057.  View Details
      Keywords: Capital Structure; Cash Flow; Cost Of Capital; Financial Strategy; Investment Activism; Bids And Bidding; negotiation offer; Corporate Strategy; Rail Transportation; Mergers And Acquisitions; Transformation
      Citation
      Purchase
      Related
      Esty, Benjamin C., and E. Scott Mayfield. "Canadian Pacific's Bid for Norfolk Southern." Harvard Business School Teaching Note 218-035, October 2017.
      • June 2017
      • Article

      A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer

      By: Behfar Ehdaie, Melissa Assel, Nicole Benfante, Deepak Malhotra and Andrew Vickers
      A systematic approach to counseling—using appropriate framing techniques derived from principles studied by negotiation scholars—can be taught to physicians in a one-hour lecture. We found evidence that even this minimal intervention can decrease overtreatment of...  View Details
      Keywords: Health Care And Treatment; Health Disorders; Service Delivery; negotiation; Health Industry
      Citation
      Find at Harvard
      Related
      Ehdaie, Behfar, Melissa Assel, Nicole Benfante, Deepak Malhotra, and Andrew Vickers. "A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer." European Urology 71, no. 6 (June 2017): 866–871.
      • Article

      Market Reactions to Sovereign Litigation

      By: Faisal Z. Ahmed and Laura Alfaro
      Recent rulings in the ongoing litigation over the pari passu clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede...  View Details
      Keywords: Sovereign Debt; Litigation; Vulture Funds; Argentina; Sovereign Finance; Lawsuits And Litigation; Markets; Argentina
      Citation
      SSRN
      Find at Harvard
      Purchase
      Related
      Ahmed, Faisal Z., and Laura Alfaro. "Market Reactions to Sovereign Litigation." Capital Markets Law Journal 12, no. 2 (April 2017): 141–163.
      • 1
      • 2
      • …
      • 5
      • 6
      • →

      Are you looking for?

      Anchoring and First Offers in Negotiation
      Final Offer Negotiation
      → Search All HBS Web
      ǁ
      Campus Map
      Harvard Business School
      Soldiers Field
      Boston, MA 02163
      →Map & Directions
      →More Contact Information
      • Make a Gift
      • Site Map
      • Jobs
      • Harvard University
      • Trademarks
      • Policies
      • Digital Accessibility
      Copyright © President & Fellows of Harvard College