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  • All HBS Web  (3,201)
    • People  (4)
    • News  (641)
    • Research  (2,156)
    • Events  (5)
    • Multimedia  (60)
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← Page 10 of 3,201 Results →
  • 07 Feb 2012
  • News

Negotiating a Better Future

  • 26 Sep 2007
  • Sharpening Your Skills

Sharpening Your Skills: Negotiation

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions to be answered: How can I negotiate more skillfully and confidently? How can I View Details
  • September 1991
  • Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax
Keywords: Negotiation
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Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
  • February 2004
  • Article

Negotiating in Three Dimensions

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
  • 1991
  • Book

Handbook of Negotiation Research

By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Keywords: Negotiation; Research
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Bazerman, M. H., R. J. Lewicki and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.
  • 2012
  • Chapter

Communicating Frames in Negotiations

By: Kathleen L. McGinn and Markus Noth
Keywords: Negotiation; Communication
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McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.
  • October 2019 (Revised January 2020)
  • Case

John Branca: Negotiating Michael Jackson's Thriller (A)

By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
  • August 2008 (Revised April 2012)
  • Supplement

Real Property Negotiation Game (B): Seller, Raleigh Commons

By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case,... View Details
Keywords: Negotiation; Property; Price; Sales; Market Transactions; Real Estate Industry; Raleigh
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Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Seller, Raleigh Commons." Harvard Business School Supplement 209-036, August 2008. (Revised April 2012.)
  • Summer 2013
  • Article

Nuclear Negotiations With Iran

By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh
Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States
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Pillar, Paul R., Robert Reardon, James K. Sebenius, and Michael K. Singh. "Nuclear Negotiations With Iran." International Security 38, no. 1 (Summer 2013): 174–192.
  • 2025
  • Working Paper

Pushing the Envelope: The Effects of Salary Negotiations

By: Zoë B. Cullen, Bobak Pakzad-Hurson and Ricardo Perez-Truglia
Salary negotiations are a widespread phenomenon that can shape key labor market outcomes, such as welfare and inequality. We provide novel empirical and theoretical insights into the causes and consequences of salary negotiations. We conducted two field experiments... View Details
Keywords: Compensation and Benefits; Negotiation; Policy; Gender; Equality and Inequality; Welfare
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Cullen, Zoë B., Bobak Pakzad-Hurson, and Ricardo Perez-Truglia. "Pushing the Envelope: The Effects of Salary Negotiations." NBER Working Paper Series, No. 33903, June 2025.
  • June 2007
  • Exercise

EZAmuse Negotiation Background (A)

By: G. Felda Hardymon and Ann Leamon
This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have... View Details
Keywords: Borrowing and Debt; Negotiation Deal; Valuation; Leadership Style; Venture Capital; Partners and Partnerships; Product; Germany
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Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.
  • 2009
  • Working Paper

Negotiating the Path of Abraham

By: Kimberlyn Leary, James K. Sebenius and Joshua Weiss
In the face of daunting barriers, the Abraham Path Initiative envisions uncovering and revitalizing a route of cultural tourism that follows the path of Abraham and his family some 4,000 years ago across the Middle East. It begins in the ancient ruins of Harran, in... View Details
Keywords: Development Economics; Social Entrepreneurship; Negotiation; Business and Community Relations; Business and Government Relations; Religion; Environmental Sustainability; Tourism Industry; Middle East
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Leary, Kimberlyn, James K. Sebenius, and Joshua Weiss. "Negotiating the Path of Abraham." Harvard Business School Working Paper, No. 10-049, December 2009.
  • July 2023 (Revised July 2025)
  • Case

Miracle Therapeutics: Negotiating an IP License (A)

By: Satish Tadikonda, Michael Singer, William Marks and Wendi Yajnik
(General Experience Case) Beth Sharp and Jennifer Brilliant founded Miracle Therapeutics based on intellectual property developed by Brilliant and her post-doctoral student, John Supreme, in Brilliant’s lab at Elite University (EU). Miracle will have to obtain a... View Details
Keywords: Business Startups; Entrepreneurship; Patents; Negotiation Process
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Tadikonda, Satish, Michael Singer, William Marks, and Wendi Yajnik. "Miracle Therapeutics: Negotiating an IP License (A)." Harvard Business School Case 824-020, July 2023. (Revised July 2025.)
  • January 2007
  • Case

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales
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Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
  • 14 Dec 2015
  • News

What Happens When Zambian Schoolgirls Receive Negotiation Training

  • March 1984
  • Supplement

Doug Heath Negotiations (D)

By: Paul A. Vatter
Keywords: Negotiation
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Vatter, Paul A. "Doug Heath Negotiations (D)." Harvard Business School Supplement 684-059, March 1984.
  • March 1984
  • Case

Doug Heath Negotiations (A)

By: Paul A. Vatter
Keywords: Negotiation
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Vatter, Paul A. "Doug Heath Negotiations (A)." Harvard Business School Case 684-056, March 1984.
  • 24 May 2008
  • News

Negotiate logically, not intuitively

  • 2024
  • Case

Christiana Figueres and the Paris Climate Negotiations (A)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership
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Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations (A)." Program on Negotiation at Harvard Law School Case, 2024.
  • 2024
  • Case

Christiana Figueres and the Paris Climate Negotiations (B)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership
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Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations (B)." Program on Negotiation at Harvard Law School Case, 2024.
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