Negotiation

by Herminia Ibarra

Business Fundamentals are collections of Harvard Business School background materials, reflecting HBS courses and supplemented by self-study aids. This collection presents an overview of negotiation strategy and tactics. Each piece offers practical frameworks and useful advice for managing different aspects of negotiation, an essential managerial skill.
As part of the Business Fundamentals series, this collection contains materials used in Harvard Business School's MBA and executive education programs. The collection includes the following

"Negotiation An Introduction" by Michael A. Wheeler;
"Rethinking 'Preparation' in Negotiation" by Michael Watkins;
"Dealmaking Creating and Claiming Value for the Long Term" by James K. Sebenius;
"Two Psychological Traps in Negotiation" by George Wu;
"How to Frame a The Art of Persuasion and Negotiation" by Lyle Sussman;
"Errors in Social Implications for Negotiation and Conflict Resolution, Part 1" by Robert J. Robinson;
"Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams;
"Building Coalitions" by Herminia Ibarra;
"Six Habits of Merely Effective Negotiators" by James K. Sebenius; and
"Dynamic Seven Propositions About Complex Negotiations" by Michael Watkins.

140 pages, Hardcover

Published October 25, 2001

About the author

Herminia Ibarra is the Charles Handy Professor of Organisational Behaviour at London Business School. Prior to joining LBS, she served on the INSEAD and Harvard Business School faculties.

An authority on leadership and career development, Thinkers 50 ranks Herminia among the top management thinkers in the world. She is a member of the World Economic Forum’s Expert Network, a judge for the Financial Times Business Book of the Year Award, a Fellow of the British Academy, and the 2018 recipient of the Academy of Management’s Scholar-Practitioner Award for her research’s contribution to management practice.

Herminia is a member of the London Business School governing body. She chaired the Harvard Business School Visiting Committee, which reports to the university’s board of overseers, from 2012 to 2016, having been a member since 2009, and served on the INSEAD board of directors.

A native of Cuba, Herminia received her MA and PhD from Yale University, where she was a National Science Fellow.