Publications

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

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

Research Summary

Self-Disclosure and the Struggle to Negotiate Identities

Identity negotiation, the set of processes through which group members come to establish their identities within a group, has important implications for group interactions and productivity, particularly for diverse groups. When groups cannot make informed assumptions... View Details

May 2004
Article

Smart Alternatives to Lying in Negotiation

By: Deepak Malhotra

Keywords: Negotiation

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03 Nov 2019
News

Sunday Strategist: Negotiation Strategies for Donald Trump (And You)

10 Jan 2019
News

A negotiated solution to the shutdown

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

By: James K. Sebenius

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System

April 1995 (Revised June 1995)
Background Note

Anchoring and First Offers in Negotiation

Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. View Details

Keywords: Negotiation Tactics; Negotiation Offer

January 2025
Supplement

Negotiating a Legacy at Sustainable Harvest (B)

By: Jillian Jordan, Julian Zlatev, Alicia Dadlani and Martha Hostetter

The specialty coffee importer Sustainable Harvest was the first certified B Corp in the coffee industry due to its investments in building coffee farmers’ capacity and livelihood. But in 2022, after coffee prices plummeted and the company’s bank declined to extend its... View Details

Keywords: Negotiation; Mergers and Acquisitions; Trust; Ethics; Plant-Based Agribusiness; Volatility; Futures and Commodity Futures; Social Enterprise; Valuation; Business Model; Credit; Corporate Social Responsibility and Impact; Food and Beverage Industry; United States; Europe

June 2007
Supplement

EZAmuse Negotiation (C): Woody Ronaldson Background

By: G. Felda Hardymon and Ann Leamon

Keywords: Negotiation

Article

The Perils of Negotiating to Win

By: Deepak Malhotra

Keywords: Negotiation

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February 1997 (Revised October 1999)
Case

3M: Negotiating Air Pollution Credits (C)

By: Michael A. Wheeler and Thomas Dretler

An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups. View Details

Keywords: Agreements and Arrangements; Pollutants; Negotiation Participants; Performance Effectiveness; United States

27 Jun 2018
Working Paper Summaries

Negotiating a Better Future: How Interpersonal Skills Facilitate Inter-Generational Investment

Keywords: by Nava Ashraf, Natalie Bau, Corinne Low, and Kathleen McGinn

Article

Using Final Deadlines Strategically in Negotiation

By: F. Gino and D. A. Moore

Keywords: Negotiation; Strategy

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January 2025
Case

Negotiating a Legacy at Sustainable Harvest (A)

By: Jillian Jordan, Julian Zlatev, Alicia Dadlani and Martha Hostetter

The specialty coffee importer Sustainable Harvest was the first certified B Corp in the coffee industry due to its investments in building coffee farmers’ capacity and livelihood. But in 2022, after coffee prices plummeted and the company’s bank declined to extend its... View Details

Keywords: Negotiation; Mergers and Acquisitions; Trust; Ethics; Plant-Based Agribusiness; Volatility; Futures and Commodity Futures; Social Enterprise; Valuation; Business Model; Credit; Corporate Social Responsibility and Impact; Insolvency and Bankruptcy; Food and Beverage Industry; United States; Europe

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

January 2001 (Revised April 2004)
Case

Term Sheet Negotiations for Trendsetter, Inc.

Describes two aspiring entrepreneurs who have just received offering documents for venture funding (known as term sheets) from two venture capital firms. Neither of the entrepreneurs have experience in raising capital and they are wondering how to compare the two... View Details

Keywords: Venture Capital; Entrepreneurship; Decision Making