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- All HBS Web
(499)
- News (69)
- Research (379)
- Events (5)
- Multimedia (4)
- Faculty Publications (237)
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- 13 Jul 2010
- First Look
First Look: July 13
he was unsure how clients would respond. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/310064-PDF-ENG Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A) James K. Sebenius and Ellen KnebelHarvard Business School... View Details
Keywords: Martha Lagace
- Article
"Troll" Check? A Proposal for Administrative Review of Patent Litigation
By: Lauren Cohen, John Golden, Umit Gurun and Scott Duke Kominers
The patent system is commonly justified as a way to promote social welfare and, more specifically, technological progress. For years, however, there has been concern that patent litigation is undermining, rather than furthering, these goals. Particularly in the United... View Details
Cohen, Lauren, John Golden, Umit Gurun, and Scott Duke Kominers. "Troll" Check? A Proposal for Administrative Review of Patent Litigation. Boston University Law Review 97, no. 5 (October 2017): 1775–1841.
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- Fall 2011
- Article
Exclusivity and Control
By: Andrei Hagiu and Robin S. Lee
We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details
Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation
Hagiu, Andrei, and Robin S. Lee. "Exclusivity and Control." Journal of Economics & Management Strategy 20, no. 3 (Fall 2011).
- 07 Jul 2022
- HBS Case
How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)
fell in love with a Brooklyn storefront and bargained down its rent. But on the day they were to sign a lease and open their scoop shop, Smith was offered a sought-after executive position at an audiobook company. His two children weighed... View Details
Keywords: by Pamela Reynolds
- 31 Oct 2022
- Research & Ideas
Why the Largest Minority Group Faces the Most Hate—and How to Push Back
movement actively sought to recruit African Americans at least until the mid-1960s to increase its bargaining power with companies. “If there are political or economic incentives, the majority group might actually become more supportive... View Details
Keywords: by Pamela Reynolds
- 03 Jan 2017
- First Look
January 3, 2017
attractive BATNA (“walkaway option”) often increases one’s bargaining power. A minimally necessary condition for an agreement to be mutually acceptable is that each side prefers the deal to its BATNA. Thus, how well each party’s BATNA... View Details
Keywords: Carmen Nobel
- 17 Jan 2024
- HBS Case
Psychological Pricing Tactics to Fight the Inflation Blues
Discounts on base prices look like a bargain Companies often develop a price anchor to establish a base price in the minds of customers, such as an original price of $50, and then offer various discounts to entice consumers to make... View Details
- 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... View Details
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.
- 10 Nov 2014
- Working Paper Summaries
Crony Capitalism, American Style: What Are We Talking About Here?
Keywords: by Malcolm S. Salter
- 08 Mar 2021
- In Practice
COVID Killed the Traditional Workplace. What Should Companies Do Now?
A year ago, COVID-19 forced many companies to send employees home—often with a laptop and a prayer. Now, with COVID cases subsiding and vaccinations rising, the prospect of returning to old office routines appears more possible. But will employees want to flock back to... View Details
Keywords: by Dina Gerdeman
- 04 Sep 2001
- Research & Ideas
Is Government Just Stupid? How Bad Decisions Are Made
people realize. In certain instances, claims of intractability may be bargaining ploys that will yield to reasonable compromises. Negotiations promoting tradeoffs and compromise have proved effective in some of the most long-standing and... View Details
- 07 Jul 2008
- Research & Ideas
Innovation Corrupted: How Managers Can Avoid Another Enron
defraud shareholders had already entered guilty pleas. Skilling and Lay argued that these 15 plea bargainers were all honest men who had been bullied into false confessions by the "witch hunt" tactics of the Justice Department.... View Details
- Teaching Interest
Negotiation
By: Kevin P. Mohan
Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
to be bargained down. The same holds true for salary negotiations. Hukkanen and Keloharju wanted to find out whether these social psychology findings held true in the financial market, focusing on mergers and acquisitions for a few... View Details
Keywords: by Carmen Nobel
- 01 Oct 2001
- Research & Ideas
How To Make Restructuring Work for Your Company
necessary to decide how they will be spread over the merging companies' workforces. This decision can significantly impact the merger integration process and how the stock market values the merger, by sending employees and investors a signal about which merging company... View Details
Keywords: by Stuart C. Gilson
- 19 Dec 2023
- Research & Ideas
15 Podcast Episodes That Grabbed Listeners in 2023
much like jazz. He also shares stories about a former president's photo and the acquisition of a television system to illustrate strategies for succeeding at the bargaining table. Jill Avery on Building a Winning Brand Portfolio What can... View Details
Keywords: by Danielle Kost
- 2015
- Chapter
"Level II" Negotiation 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... View Details
Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.
- Winter 2021
- Editorial
Introduction
This issue of Negotiation Journal is dedicated to the theme of artificial intelligence, technology, and negotiation. It arose from a Program on Negotiation (PON) working conference on that important topic held virtually on May 17–18. The conference was not the... View Details
Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12.
- 03 Jun 2002
- Research & Ideas
How to Succeed With Your New Boss
the resources you need. In conjunction with establishing goals, begin to negotiate for the key resources—people, funding, and knowledge—you need to succeed. Don't commit to goals without getting corresponding commitments on resources. Otherwise you won't have much... View Details
Keywords: by Michael Watkins