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  • 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
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  • 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
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  • 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
  • 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
Keywords: by Jay Fitzgerald; Consumer Products; Retail
  • 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

    Best-selling and New Cases by Ben Esty

    Best-Selling (MOST POPULAR) Cases:  

      1) Eaton: Portfolio Transformation & Cost of... View Details

    • Web

    Negotiation, Organizations & Markets - Faculty & Research

    with other likely opposition. The B case describes Colbún’s approach, subsequent events, and the outcome of the Angostura project. Keywords: Bargaining ; Conflict Resolution ; Dam ; Stakeholder Analysis ; Environmental Negotiation ;... View Details
    • 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
    • 2014
    • Working Paper

    Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

    By: James K. Sebenius
    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
    Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style
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    • 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
    Keywords: by Max H. Bazerman, Jonathan Baron & Katherine Shonk
    • Winter 2021
    • Editorial

    Introduction

    By: Michael A. Wheeler
    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
    Keywords: Artificial Intelligence; Information Technology; Negotiation; AI and Machine Learning
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    • 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
    Keywords: by Martha Lagace; Energy; Utilities
    • 2015
    • Chapter

    "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

    By: James K. Sebenius
    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
    Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal
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    • 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
    • Web

    Negotiation Course Online | HBS Online

    your approach to be more effective Who Will Benefit Negotiation Professionals Value-Driven Individuals Early and Mid-Career Professionals Hone your negotiation skills and develop strategies and techniques to achieve success at the 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