Negotiation Participants - Publications - Faculty & Research - Harvard Business School

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2024 Reunion Presentations - Alumni

Professor Jim Sebenius, who chairs the Great Negotiator program and coauthored the recently published book Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level , offers session participants... View Details

08 Sep 2020
Blog Post

2+2 Where Are They Now Spotlight: Ashley Zumwalt-Forbes (MBA 2017)

never know what any given day will bring. I’ve done everything from leading a hostile takeover of an ASX listed company (earning the nickname “Black Widow” – hilarious) to negotiating with Aboriginal groups in the Kimberley to View Details

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

are processed through the same United States Bankruptcy Court system, and are overseen by the same pool of federal bankruptcy judges, who currently number about 350 only. The bankruptcy process also requires the active participation of... View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

1999
Chapter

Agents in Negotiations: Toward Testable Propositions

By: T. Kurtzberg, D. Moore, K. L. McGinn and M. H. Bazerman

Keywords: Negotiation Participants; Agency Theory

Find at Harvard

December 2018
Teaching Note

The Campbell Home (A), (B), and (C)

By: Leslie John

Email mking@hbs.edu for a courtesy copy.

Teaching Note for HBS Nos. 918-017, 918-018, and 918-019. Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several... View Details

Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States

1999
Chapter

Rational Authority Allocation to an Agent

By: M. H. Bazerman

Keywords: Negotiation Participants; Agency Theory

December 2017 (Revised January 2020)
Case

The Campbell Home (A)

By: Leslie K. John and Matthew G. Preble

Email mking@hbs.edu for a courtesy copy.

Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while navigating their... View Details

Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States

August 1996 (Revised June 2007)
Case

Nicholson File Company Takeover (B), The

By: Thomas R. Piper

Management of a small hand tool company must decide on the terms and conditions of its sale to a "friendly" acquirer. View Details

Keywords: Decisions; Negotiation Preparation; Negotiation Participants; Acquisition; Manufacturing Industry

February 1998
Teaching Note

Starlite Corporation TN

By: Kathleen L. McGinn, Julia Morgan and Katherine Lawrence

Teaching Note for (9-396-351)--(9-396-356). View Details

Keywords: Negotiation Participants; Negotiation; Learning; Cost; Employees

08 Dec 2003
Research & Ideas

Is That Really Your Best Offer?

grievances? This article, the first in a series on negotiation dynamics, identifies six ways to more effectively separate fact from fiction at the bargaining table. The focus will be on the interactive quality of the process—specifically,... View Details

Keywords: by Michael Wheeler

June 1997 (Revised September 2000)
Teaching Note

Lynton V. Harris & Madison "Scare" Garden (A), (B) TN

By: Michael A. Wheeler and Georgia Levenson

Teaching Note for (9-897-143) and (9-897-144). View Details

Keywords: Negotiation; Contracts; Profit Sharing; Risk and Uncertainty; Negotiation Participants; Entertainment and Recreation Industry; Australia; New York (city, NY)

August 1996 (Revised June 2007)
Case

Nicholson File Company Takeover (A), The

By: Thomas R. Piper

The financial vice president must decide the value and form of an acquisition offer to be made to a small hand tool company. View Details

Keywords: Negotiation Preparation; Valuation; Negotiation Participants; Negotiation Offer; Acquisition; Manufacturing Industry

April 2009 (Revised April 2009)
Case

Immusol and Novartis

By: Regina E. Herzlinger, Keyne M. Monson, Juan D. Betancourt and Victor Li

Should Immusol strive to become a fully integrated pharmaceutical company? How should a small pharmaceutical company structure a deal for its novel technology with the giant Novartis? View Details

Keywords: Technological Innovation; Rights; Negotiation Deal; Negotiation Participants; Alliances; Pharmaceutical Industry

January 1999
Exercise

Seneca Systems (B): General and Confidential Instructions for R. Thompson, Vice President, Marketing

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

Find at Harvard

January 1999
Exercise

Seneca Systems (B): General and Confidential Instructions for C. Stevens, Vice President, Assembly Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

January 1999
Exercise

Seneca Systems (B): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

January 1999
Exercise

Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

January 1999
Exercise

Seneca Systems (A): General and Confidential Instructions for R. Thompson, Vice President, Marketing

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

January 1999
Exercise

Seneca Systems (A): General and Confidential Instructions for C. Stevens, Vice President, Assembly Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details

Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry

May 2004
Teaching Note

Seagate Technology Buyout (TN)

By: Stuart C. Gilson

Teaching Note to (9-201-063). View Details

Keywords: Leveraged Buyouts; Negotiation Deal; Negotiation Participants; Equity; Value; Volatility; Assets; Capital; Computer Industry

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