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  • November 2006
  • Case

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel
Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
Keywords: Negotiation; Distribution Channels; Sales
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  • January 2002 (Revised April 2015)
  • Background Note

A Note on Maneuvering in War and Negotiation

By: Michael Wheeler and Gillian Morris
Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of... View Details
Keywords: Negotiation Tactics; Situation or Environment; Conflict and Resolution; War; Adaptation
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  • 10 Jan 2016
  • News

How five emotions come into play at the negotiating table

  • July–August 2016
  • Article

How to Negotiate with a Liar

By: Leslie John
People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has... View Details
Keywords: Negotiation Tactics; Negotiation Participants
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  • Web

Negotiation Course Online | HBS Online

This course is part of the Entrepreneurship & Innovation and Leadership & Management track. Introduction to Negotiation Mastery LIMITED TIME ONLY Extra learning at no extra cost. Enroll now and unlock a GenAI Bonus Bundle featuring... View Details
  • July 2000 (Revised October 2019)
  • Exercise

Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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  • August 1978
  • Exercise

Streaker: Negotiating Exercise - Seller

By: Howard Raiffa
Keywords: Negotiation
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  • 31 Mar 2020
  • News

Controlling the Emotion of Negotiation

  • September 2017 (Revised March 2019)
  • Supplement

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)

By: James K. Sebenius and Laurence A. Green
In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
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  • September 2017 (Revised March 2019)
  • Case

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)

By: James K. Sebenius and Laurence A. Green
In 1976, a growing crisis in Southern Africa drew the attention of United States Secretary of State Henry A. Kissinger. White Rhodesian leader Ian Smith's refusal to accede to black majority rule threatened to widen into a regional conflict involving apartheid South... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Government and Politics; Africa; United States
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  • Teaching Interest

Overview

By: Kevin P. Mohan
Kevin teaches Negotiations and Deals in the MBA curriculum and in several Executive Education offerings. View Details
Keywords: Negotiation
  • Research Summary

Negotiation Ethics and Moral Decisionmaking

By: Michael A. Wheeler

Whenever people and organizations negotiate, they implicitly decide what -- if anything -- they owe their counterparts in regard to candor, distributional fairness, and the possible use of pressure. The deals that they reach may also have impacts on stakeholders who... View Details

  • July 2024
  • Simulation

Río Curicó: A Negotiation Simulation

By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
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  • January 2010
  • Teaching Note

Real Property Negotiation Game (TN)

By: Arthur I Segel, John Vogel and Justin Seth Ginsburgh
Teaching Note for [209031], [209032], [209034], [209036], [209037], [209038], and [209039]. View Details
Keywords: Real Estate Industry; Raleigh; Las Vegas
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  • March 1999
  • Teaching Note

Negotiating Corporate Change Series TN

By: James K. Sebenius
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
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  • February 2004
  • Article

Risky Business: Trust in Negotiation

By: Deepak Malhotra
Keywords: Trust; Negotiation
Related
  • Jun 21 2017
  • Testimonial

Appreciating the Art of Negotiation

  • 26 Apr – 21 Jun 2017
  • HBS Online

HBX Negotiation Mastery: Unlocking Value in the Real World

Negotiation Mastery, Unlocking Value in the Real World, prepares you to close deals, maximize value creation, and resolve differences before they escalate. Target audience: HBS alumni and experienced colleagues; recommend to someone from your professional or personal... View Details
  • 21 Oct 2013
  • News

Negotiation Strategies for Doctors — and Hospitals

  • 30 Aug 2016
  • News

How to achieve attractive solutions in ugly negotiations