Publications

Educators

22 Nov 2016
First Look

November 22, 2016

the cooperative activity has arisen between the parties themselves as a matter of pragmatism. In either instance, tribes and states often find themselves at the bargaining table. The negotiation dynamics of tribal-state compacting,... View Details

Keywords: Sean Silverthorne

December 1989
Article

Risk Aversion and the Relationship between Nash's Solution and Subgame Perfect Equilibrium of Sequential Bargaining

By: A. E. Roth

Keywords: Risk and Uncertainty; Relationships; Negotiation

Apr 13 2017
Testimonial

Investing in your Business and Career

December 2010
Supplement

Ad Classification at Right Media — slide 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... View Details

Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry

February 2002
Background Note

Mediating in the Wake of Disaster: The MIT Settlement

By: Michael A. Wheeler and Gillian Morris

In 1997, MIT freshman Scott Kruger died from alcohol poisoning after a ritual fraternity ceremony. His death sparked national controversy over the responsibility of universities for their students. For his parents, though, the pain was personal and almost solely... View Details

Keywords: Higher Education; Negotiation Deal; Moral Sensibility; Leadership; Situation or Environment; Framework; Legal Services Industry; Education Industry

Educators

21 Sep 2011
Research & Ideas

Gender and Competition: What Companies Need to Know

Pressure to not compete against men, rather than an innate preference for cooperation over competition, may keep women from earning what they're worth in the workplace, according to preliminary findings by three Harvard researchers. In their forthcoming paper, The... View Details

Keywords: by Kim Girard

1985
Chapter

Toward a Focal-Point Theory of Bargaining

By: A. E. Roth

Keywords: Negotiation; Game Theory

January 1985
Article

A Note on Risk Aversion in a Perfect Equilibrium Model of Bargaining

By: A. E. Roth

Keywords: Risk and Uncertainty; Negotiation

May 1999
Article

Our Mind as a Barrier to Wiser Agreements

By: M. H. Bazerman, J. Gillespie and D. Moore

Keywords: Agreements and Arrangements

30 May 2018
What Do You Think?

Should Intellectual Property be Protected in International Trade?

Summing Up Does IP Ownership Belong in International Trade Deals? Intellectual property (IP) regulation remains an active issue in trade negotiations between the China and the United States. The most straightforward element of the... View Details

Keywords: by James Heskett; Technology

25 May 2016
News

Supporting Critical Initiatives

with a Harvard MBA can negotiate a deal to buy a company without apologizing for being a woman or a mom,” she observes. “I’m happy to support a school that is giving more women a seat at the table.” View Details

01 Mar 2008
News

Secrets Behind a VC Success Story

confronting challenges in the Third World. Meet Richard America (MBA ’63), who sees policy analysis and quality management as keys to development and economic justice. Web Extra “A National System of Income Supplementation” Sarah Talley’s Key View Details

01 Jun 1997
News

A Better Way to Go on Strike

concept, which we developed with our colleagues Howard Raiffa and Michael Wheeler, the "No-Fist" alternative, an acronym for Normal Operations with a Financial Strike. Here's how it would work: Once the deadline is imminent and View Details

Keywords: David Lax and Professor James K. Sebenius

01 Mar 2014
News

3-Minute Briefing: Frank Blethen (PMD 35, 1978)

we finally pulled the trigger, it was the difference between $30 million and $100 million. I STARTED OUT in a variety of jobs at the Times, most of them not very glamorous. I was a building manager, negotiating janitorial and security... View Details

Keywords: Hanna, Julia; Seattle Times Company; News, Library, Internet, and Other Services; Information; Publishing Industries (except Internet); Information; Information

June 2018 (Revised January 2020)
Case

Renegotiating NAFTA

By: Laura Alfaro, Haviland Sheldahl-Thomason and Sarah Jeong

January 1, 2019 marked the 25th anniversary of the North American Free Trade Agreement (NAFTA). Twenty-five years after the landmark trade pact was signed by the United States, Canada, and Mexico, considerable debate surrounded it. Trade and trade agreements were a... View Details

Keywords: Trade; Negotiation; Agreements and Arrangements; Cost vs Benefits; Auto Industry; United States; Mexico; Canada

Educators

May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (A)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details

Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy

Article

Dualities in Negotiation: Introduction

By: James K. Sebenius

Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details

Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions