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  • February 1999 (Revised November 2009)
  • Case

Michael Brown: Negotiating Slots at Foxwoods (A)

By: James K. Sebenius
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut
Related
  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
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  • April 2025
  • Case

Paul Weiss: Fighting or Negotiating with POTUS

By: Eugene Soltes and Anthea Brady
In early 2025, Paul Weiss Chairman Brad Karp weighed how to respond to an Executive Order from President Trump that could threaten the financial livelihood of his law firm. Paul Weiss and Karp had to decide to mount a legal fight or negotiate with the White House. The... View Details
Keywords: Federal Government; Decision Making; Law; Mission and Purpose; Negotiation; Business and Government Relations; Legal Services Industry; United States
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    Negotiating the Impossible

    An ideal read for your most difficult negotiations, disputes & relationships.
    Awards:
    "Outstanding Book Award" (International Association for Conflict... View Details
    • Oct 03 2016
    • Testimonial

    Mastering Negotiation Strategy

    • January 2008 (Revised April 2009)
    • Case

    Wyoff and China-LuQuan: Negotiating a Joint Venture (A)

    By: James K. Sebenius and Cheng (Jason) Qian
    Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details
    Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania
    Related
    • February 2006 (Revised March 2006)
    • Case

    Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

    By: Deepak Malhotra and Maly Hout
    On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
    Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
    Related
    • October 2009
    • Supplement

    Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

    By: James K. Sebenius and Ellen Knebel
    This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details
    Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry
    Related
    • 2011
    • Chapter

    Building Intercultural Trust at the Negotiating Table

    By: Sujin Jang and Roy Y.J. Chua
    This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss... View Details
    Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation
    Related
    • 01 May 2013
    • News

    How to Negotiate with VCs

    • 2007
    • Working Paper

    Paths to Equality: Walking the Talk in Multi-party Negotiations

    By: Kathleen L. McGinn, Katherine L. Milkman and Markus Nöth
    Past research has shown that communication in negotiations heightens social awareness, facilitates coordination, increases the utility for the other's positive outcomes, and thereby leads to more equal payoffs. But the role of specific communication strategies in... View Details
    Keywords: Interpersonal Communication; Fairness; Agreements and Arrangements; Negotiation Types; Behavior; Competition
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    • 31 Jan 2013
    • News

    Women Don’t Negotiate Because They’re Not Idiots

    • March 2007 (Revised October 2007)
    • Module Note

    Negotiating Effectively in Family Business Systems

    By: Deepak Malhotra and John A. Davis
    Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described. View Details
    Keywords: Family Business; Negotiation; Family Ownership
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    • August 2008 (Revised April 2012)
    • Case

    Real Property Negotiation Game (A): Buyer Case, Celia Hernandez

    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. This is the buyer case... View Details
    Keywords: Acquisition; Negotiation; Property; Real Estate Industry
    Related
    • January 1986
    • Article

    Interests: The Measure of Negotiation

    By: James K. Sebenius and David Lax
    Keywords: Negotiation
    Related
    • August 1978
    • Exercise

    Streaker: Negotiating Exercise - Buyer

    By: Howard Raiffa
    Keywords: Negotiation
    Related
    • March 2010 (Revised December 2012)
    • Background Note

    A 'Rich-vs.-King' Approach to Term Sheet Negotiations

    By: Noam Wasserman, Furqan Nazeeri and Kyle Anderson
    This note offers a new approach to venture capital term-sheet negotiations, with actionable steps based on insights from Professor Wasserman's "Rich-vs.-King" approach to founder decisions. A core thesis of this note is that trying to negotiate all terms in a term... View Details
    Keywords: Entrepreneurship; Venture Capital; Financing and Loans; Framework; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Financial Services Industry
    Related
    • 12 Oct 2020
    • News

    How Mothers WFH Are Negotiating What’s Normal

    • January 2025
    • Case

    Negotiating with Data: Analytics FC (A)

    By: Jillian Jordan and Livia Alfonsi
    Analytics FC was a UK-based sports consultancy that focused on international football (soccer), leveraging cutting-edge data-analytic techniques to support clubs, federations, and players. In 2022, Alex Greenwood, an elite female defender, approached the company for... View Details
    Keywords: Negotiation; Negotiation Preparation; Gender; Analytics and Data Science; Sports; Reputation; Value Creation; Consulting Industry; Sports Industry; Europe; United Kingdom
    Related
    • 01 Jun 2002
    • News

    HBS Students Negotiate a Victory

    Chung and Kapadia: winning teamwork. (photo by Thomas J. Fitzsimmons) Chung and Kapadia: winning teamwork. (photo by Thomas J. Fitzsimmons) Two students in the MBA/JD joint degree program took top honors at Harvard Law School's 79th annual Williston Competition in... View Details
    Keywords: Air Transportation; Transportation