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Show Results For
- All HBS Web
(3,199)
- People (4)
- News (641)
- Research (2,155)
- Events (5)
- Multimedia (60)
- Faculty Publications (1,755)
- 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
Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
- Article
Using Final Deadlines Strategically in Negotiation
By: F. Gino and D. A. Moore
Gino, F., and D. A. Moore. "Using Final Deadlines Strategically in Negotiation." Negotiation and Conflict Management Research 1, no. 4 (November 2008): 371–389.
- February 1997 (Revised May 1998)
- Case
3M: Negotiating Air Pollution Credits (A)
By: Michael A. Wheeler and Thomas Dretler
A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the... View Details
Keywords: Conflict of Interests; Negotiation Types; Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (A)." Harvard Business School Case 897-134, February 1997. (Revised May 1998.)
- 2006
- Chapter
Relationships and Negotiations in Context
McGinn, Kathleen L. "Relationships and Negotiations in Context." In Negotiation Theory and Research, edited by Leigh L. Thompson, 129–144. Frontiers of Social Psychology. NY: Psychology Press, 2006.
- November 2006
- Supplement
The Bollingers: Negotiating with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-010, November 2006.
- 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
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- February 2006
- Supplement
Smartix (C): Rethinking the Negotiations
Keywords: Negotiation
Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
- 1998
- Chapter
Can Negotiators Outperform Game Theory?
By: M. H. Bazerman, R. Gibbons, L. Thompson and K. L. McGinn
Bazerman, M. H., R. Gibbons, L. Thompson, and K. L. McGinn. "Can Negotiators Outperform Game Theory?" Chap. 4 in Debating Rationality: Nonrational Aspects of Organizational Decision Making, edited by J. Halpern and R. N. Stern, 78–98. Ithaca, NY: ILR Press, 1998. (Reprinted in A. Rau, E. Sherman, & S. Peppet (Eds.), Processes of Dispute Resolution, Foundation Press, 2002.)
- Article
Three Ethical Issues in Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
- 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
Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)." Harvard Business School Case 918-003, September 2017. (Revised March 2019.)
- Research Summary
Negotiation Ethics and Moral Decisionmaking
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
- 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
- March 1999
- Teaching Note
Negotiating Corporate Change Series TN
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
- 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
Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)." Harvard Business School Supplement 918-004, September 2017. (Revised March 2019.)
- 2003
- Case
Lakhdar Brahimi / Negotiating a New Government for Afghanistan
By: James K. Sebenius and Kristin Schneeman
Part of the PON Great Negotiator Case Study Series, this factual case study examines former UN Special Envoy Lakhdar Brahimi's involvement in negotiating an interim Afghani government after the fall of the Taliban in 2001. As a result of these efforts, Brahimi... View Details
Keywords: Contemporary History; Government and Politics; Agreements and Arrangements; Leadership Style; Cognition and Thinking; Conferences; Afghanistan
Sebenius, James K., and Kristin Schneeman. "Lakhdar Brahimi / Negotiating a New Government for Afghanistan." Program on Negotiation at Harvard Law School Case, 2003.
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
- Article
Will You Negotiate or Litigate?
By: Deepak Malhotra
Malhotra, Deepak. "Will You Negotiate or Litigate?" Negotiation 7, no. 10 (October 2004).