Show Results For
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All HBS Web
(712)
- Faculty Publications (224)
Show Results For
-
All HBS Web
(712)
- Faculty Publications (224)
- January 1994 (Revised July 1998)
- Case
Repligen Corporation: January 1992
- September 1992 (Revised July 1993)
- Case
Frito-Lay, Inc.: A Strategic Transition (D)
- February 1991 (Revised October 1991)
- Case
Fenchel Lampshade Co.
- October 1990
- Case
Parenting Magazine
- October 1988
- Case
Harris Seafoods Leveraged Buyout
- 1988
- Book
Doing Deals: Investment Banks at Work
- June 1988 (Revised December 1991)
- Case
An Tai Bao Coal Mining Project
- October 1987 (Revised November 1991)
- Case
Fiat--1986
- January 1985
- Case
Business Research Corp. (A)
- September 1983 (Revised December 1988)
- Case
Cleveland Twist Drill (A)
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details
- Research Summary
Dealing with Hard Bargainers
- Teaching Interest
Deals
This advanced negotiation course includes both negotiation simulations and analysis of actual corporate deals. In the first part of the course, students will participate in complex negotiation simulations and debrief their results in class. In the second part of the... View Details
- Forthcoming
- Article
ESG Amnesia in M&A Deals
- Research Summary
Great Negotiator Study Initiative
What can be legitimately be learned from closely studying great negotiators at work? Since 2000, the Program on Negotiation (PON)—an active inter-university consortium mainly comprised of numerous faculty from across... View Details
- Teaching Interest
Negotiation
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details
- Teaching Interest
Negotiation
Negotiation is an Elective Curriculum course for HBS MBA students. Success at work and at home requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors,... View Details
- Research Summary
Negotiation
- Research Summary
Negotiation Ethics and Moral Decisionmaking
Whenever people and organizations negotiate, they implicitly decide what -- if anything -- they owe their counterparts in regard to candor, distributional fairness, and the possible use of pressure. The deals that they reach may also have impacts on stakeholders who... View Details