Publications

26 Jul 2004
Research & Ideas

A Better Way to Negotiate: Backward

negotiations be secret or open, separate or collective? How can you avoid being harmed by the sequencing tactics of others? Here's some advice: Study Patterns Of Influence And Deference Would-be coalition builders learn quickly that... View Details

Keywords: by James K. Sebenius

March 1999 (Revised November 2001)
Case

Honda-Rover (C): "The Sting"

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Supplements the (A) case. View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

April 16, 2021
Article

A Playbook for Negotiators in the Social Media Era

By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy

The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness... View Details

Keywords: Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America

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06 Apr 2010
First Look

First Look: April 6

low-quality ad-sponsored competitor. In addition to competing through adjustments of tactical variables such as price or the number of ads a product carries, we allow the incumbent to consider changes in its business model. We consider... View Details

Keywords: Martha Lagace

29 May 2013
Research & Ideas

Faculty Symposium Showcases Breadth of Research

customers reported their mileage more truthfully when customers signed their annual report form before filling it out, she said. Now the British government is considering the tactic for its tax forms. The Power Of Crowdsourcing Since the... View Details

Keywords: by Carmen Nobel; Financial Services

June 2002 (Revised March 2011)
Supplement

Discount & Hawkins Openings: Highlights of the Transcript

By: Michael A. Wheeler

This case presents a transcript of a video that illustrates two possible ways that two professional negotiators might perform in a negotiation simulation. It ighlights two possible "openings" of the negotiation, displaying possible ways value might be created and/or... View Details

Keywords: Value Creation; Negotiation Tactics

17 Apr 2017
HBS Case

This Turkish Debt Collector Is Customer-friendly

indebted.” AMCs in the country have traditionally used that sentiment to their advantage, putting the screws on debtors with a hard-sell tactics to squeeze as much payment out of them as possible. Start with the debtors Turkasset’s new... View Details

Keywords: by Michael Blanding; Financial Services

12 Oct 1999
Research & Ideas

What It Takes: Minorities in the Executive Suite

business through informal personal networks, Advanced Technology, for example, has established dialogue groups as its core tactic for achieving diversity. These groups give employees a forum in which to examine their biases and engage in... View Details

Keywords: by Judith A. Ross

2014
Working Paper

Handshaking Promotes Cooperative Dealmaking

By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton

Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details

Keywords: Negotiation Tactics; Cooperation; Societal Protocols

SSRN

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25 Oct 2012
Research & Ideas

10 Reasons Customers Might Resist Windows 8

will compete against Apple iPad. And industry observers have noted similarities between Apple's tightly-controlled marketing tactics and Microsoft's marketing campaign for the upcoming OS—Microsoft is even using indie rock music in its... View Details

Keywords: by Carmen Nobel; Computer; Consumer Products

August 1999 (Revised September 1999)
Case

Double Dealmaking in the Browser Wars (A)

By: James K. Sebenius

Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Deal; Web; Web Services Industry

October 1997 (Revised September 2000)
Case

Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly

By: Michael A. Wheeler and Georgia Levenson

Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details

Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California

10 May 2004
Research & Ideas

Rethink the Value of Joint Ventures

partners. Q: What changes in the expansion tactics of multinationals do you foresee in the next three to five years? A: The increased pressure on existing joint ventures within these networks reflects a greater pressure to rationalize... View Details

Keywords: by Cynthia Churchwell

May 1983 (Revised December 1987)
Case

Technical Data Corp.

By: William A. Sahlman

Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details

Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Service Industry

May 2013
Article

How to Negotiate with VCs

By: Deepak Malhotra

VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details

Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship

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October 1999 (Revised March 2000)
Background Note

Venture Capital Negotiations: VC versus Entrepreneur

By: Robert J. Robinson and Noam T. Wasserman

Introduces students to the challenging negotiations between venture capitalists and entrepreneurs. Explores interests, sources of negotiating power, barriers to reaching agreement, and common contractual terms. Describes how the parties try to reduce information... View Details

Keywords: Negotiation Tactics; Venture Capital; Entrepreneurship; Financial Services Industry

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