David Lax and Professor James K. Sebenius - Publications - Faculty & Research

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David Ager

David Ager is a Senior Lecturer in Executive Education. He engages CEOs, CHROs, and their teams to design and deliver customized executive development experiences for executive, senior and high potential leaders. The companies hail from diverse sectors including energy, fast moving consumer goods, quick service food, finance, government, media, automotive, retail, gems and jewelry, spirits and...

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David G. Fubini

David G. Fubini is a Senior Lecturer in the Organizational Behavior Unit and leader of the Leading Professional Services Firm and Mergers & Acquisitions Programs for Harvard Business School’s Executive Education. His MBA teaching has concentrated on teaching the Organizational Behavior, Marketing, Leadership & Corporate Accountability, and Ethics required courses. For second year...

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David S. Scharfstein

David Scharfstein is the Edmund Cogswell Converse Professor of Finance and Banking at Harvard Business School, where he has taught since 2003. He currently teaches a course on financial intermediation in the MBA program. Scharfstein has written on a wide range of topics in finance, including risk management, financial distress, corporate investment, capital structure, and venture capital. His...

Faculty

David Shin

David Shin is a doctoral student in the Organizational Behavior program jointly offered by Harvard Business School and the Department of Sociology at Harvard University. His research explores how technological innovation shapes relationships at work, particularly as it relates to the formation intra-organizational networks.Prior to his doctoral studies, David worked as a Research Associate at...

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David A. Moss

David Moss is the Paul Whiton Cherington Professor at Harvard Business School, where he teaches in the Business, Government, and the International Economy (BGIE) unit. He earned his B.A. from Cornell University and his Ph.D. from Yale. In 1992-1993, he served as a senior economist at Abt Associates. He joined the Harvard Business School faculty in July 1993. Professor Moss’s early research...

Faculty

David A. Thomas

David Thomas is H. Naylor Fitzhugh Professor of Business Administration at Harvard Business School. His research addresses issues related to executive development, cultural diversity in organizations, leadership and organizational change. He recently served as a professor of management at Georgetown University’s McDonough School of Business, where he served as dean from 2011 to 2016. During his...

Faculty

David B. Yoffie

Professor David B. Yoffie is the Max and Doris Starr Professor of International Business Administration at Harvard Business School. A member of the HBS faculty since 1981, Professor Yoffie received his Bachelor's degree summa cum laude and Phi Beta Kappa from Brandeis University and his Master's and Ph.D. degrees from Stanford University. Over the last two and a half decades, Professor Yoffie...

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David E. Bell

David E. Bell is a Baker Foundation Professor at HBS. He has taught marketing many times in the MBA program including as course head. During his career at HBS, David has taught a variety of other courses to both MBAs and executives, including risk management, retailing, ethics, and managerial economics. Professor Bell runs the annual Agribusiness Seminar for executives and has taught an MBA...

Faculty

David J. Collis

For the past thirty years David J. Collis has been a professor at the Harvard Business School, where he was only the second ever full-time Adjunct Professor appointed. Previously, he was the Thomas Henry Carroll Ford Foundation Adjunct Professor, the MBA Class of 1958 Senior Lecturer and an Associate Professor in the Strategy group at the Harvard Business School, having also completed five years...

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Winter 2021
Article

Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation

By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy

While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details

Keywords: Bargaining; 3D Negotiation; Negotiation; Conflict and Resolution; Social Media

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Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation

Enhanced Party and Interest Mapping via Social Media

How Social Media Can Kill or Enhance Your Deals

Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'

Deal Making 2.0: A Guide to Complex Negotiations

From Single Deals to Negotiation Campaigns

Joe Bachelder: Reflections

The Elcer Products Transaction: Confidential Information for Elcer Products Division President

The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH

The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises

The Elcer Products Transaction: Confidential Information for TNDA Corporation

The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Anchoring the Big Picture

Anchoring Expectations

Negotiation: The Right Set-up Makes a Deal

How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation

3-D Negotiation: Playing the Whole Game

Negotiating the Spirit of the Deal