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- Faculty Publications (313)
Show Results For
-
All HBS Web
(816)
- People (2)
- News (150)
- Research (516)
- Events (2)
- Multimedia (3)
- Faculty Publications (313)
- November 1996 (Revised July 1997)
- Case
Alexander Plaza
By: Arthur I Segel and William J. Poorvu
In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is...
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Keywords:
Negotiation Tactics;
Negotiation Preparation;
Agreements and Arrangements;
Risk and Uncertainty;
Real Estate Industry;
Financial Services Industry;
District of Columbia
Segel, Arthur I., and William J. Poorvu. "Alexander Plaza." Harvard Business School Case 897-066, November 1996. (Revised July 1997.)
- Web
Security & Privacy | Information Technology
are various scams and tactics that cybercriminals use to target us everyday. Learn more about common tactics they may use and steps you can take to minimize your risk. Fraudulent Duo Pushes Be mindful when...
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- Career Coach
Kesha Kanakiya
candidates for her firm and can share candid observations on the lifestyle and how to succeed on the job; 2) PE Ops – Kesha interned in this field over the summer and has tactical tips to share on the interview process and industry...
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- 2014
- Working Paper
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable...
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Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
- April 1996
- Case
Silver Lane Apartments
By: William J. Poorvu and John H. Vogel Jr.
Scott Johnson is a successful developer of single-family and multi-family housing who specializes in renovating and turning around poorly performing apartments in good locations. He plans to sell a 506-unit property for portfolio and estate planning purposes. This case...
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Poorvu, William J., and John H. Vogel Jr. "Silver Lane Apartments." Harvard Business School Case 396-330, April 1996.
- 09 Aug 2006
- Research & Ideas
Career Advancement Without Experience
manage and advance their careers in the less predictable world of contract labor. But how do you land those kinds of jobs? In "Stretchwork: Managing the Career Progression Paradox in External Labor Markets," forthcoming in the Academy of Management Journal,...
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- December 2010
- Supplement
Ad Classification at Right Media — pre-class slides — supplement
By: Benjamin Edelman
Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse...
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- March 2008 (Revised August 2017)
- Exercise
The Book Deal: Confidential Instructions for the PUBLISHER
By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.
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Keywords:
Ethics;
Agreements and Arrangements;
Negotiation Preparation;
Negotiation Tactics;
Negotiation Types;
Publishing Industry
Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the PUBLISHER." Harvard Business School Exercise 908-050, March 2008. (Revised August 2017.)
- April 1999
- Case
Steve Perlman and WebTV (A)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured...
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Keywords:
Business Startups;
Entrepreneurship;
Agreements and Arrangements;
Negotiation Tactics;
Alliances;
Internet;
Communications Industry
Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (A)." Harvard Business School Case 899-270, April 1999.
- April 1996 (Revised March 1997)
- Case
Jason Bosworth
By: William J. Poorvu and John H. Vogel Jr.
Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major...
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Keywords:
Financing and Loans;
Property;
Negotiation Tactics;
Partners and Partnerships;
Management;
Real Estate Industry
Poorvu, William J., and John H. Vogel Jr. "Jason Bosworth." Harvard Business School Case 396-328, April 1996. (Revised March 1997.)
- Career Coach
Rich Schneider
term career objectives, and tactics relating to individual firm recruiting and interviewing. For alumni, he utilizes his considerable professional and life experience to help individuals work through major transitions such as moving to a...
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- 01 Jun 2002
- News
HBS Students Negotiate a Victory
complete the third year of the four-year program. Describing the factors that contributed to their success, Chung credited tactics learned during the first year of studies in the classroom of HBS professor Max Bazerman, a negotiation...
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- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
No business skill may be as important to success as negotiation. We negotiate everything: agreements with partners and vendors, in-scope/out-of-scope parameters around important projects, and our own compensation and job responsibilities, to name just a few. If we...
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Keywords:
by Sean Silverthorne
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
Cultural differences can influence business negotiations in significant and unexpected ways, as many a hapless dealmaker has learned. In some cases, it's a matter of ignorance or blatant disrespect, as with the American salesman who presented a potential Saudi Arabian...
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Keywords:
by James K. Sebenius
- July 3, 2014
- Comment
Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)
As six months of talks soon end with wide gaps likely remaining on key issues, P5+1 and Iranian diplomats will undoubtedly cite some tangible progress, then argue for a six-month extension. This will likely become a pattern, with some version of the interim deal...
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Sebenius, James K. "Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)." Iran Matters (July 3, 2014). (Belfer Center for Science and International Affairs, Harvard Kennedy School.)
- June 2002
- Background Note
Complexity Theory and Negotiation
By: Michael A. Wheeler and Gillian Morris
This case highlights an application of current thoughts in complexity science to negotiation theory. It emphasizes a provocative approach that questions much of traditional negotiation research thus far. The case explains the roots of complexity science and some broad...
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Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002.
- October 2021
- Case
Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)
By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...
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Keywords:
Bargaining;
Startups;
Negotiation;
Contracts;
Negotiation Tactics;
Entrepreneurship;
Business Startups;
Strategy;
Consumer Products Industry
Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
- May 2010 (Revised May 2013)
- Case
C.K. Claridge, Inc.
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This...
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Keywords:
Decision Making;
Patents;
Lawsuits and Litigation;
Negotiation Style;
Negotiation Tactics;
Chemical Industry
Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2010. (Revised May 2013.)
- Web
Protecting Yourself Against Phishing | Information Technology
should never ask you for your password or other personal information by an email. Common Phishing Tactics Phishers are getting smarter. While there are still some who give themselves away by using bad grammar or spelling, this is not...
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- Web
Leadership and Happiness - Course Catalog
information on how to be happier as a leader and make others happier as well. This class has three objectives: Students will create a map of their own happiness, desires, motivations, strengths, and weaknesses. In short, they will know themselves much more deeply....
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