Publications

10 Mar 2016
News

Salary negotiation classes teach women how to "push back"

2012
Lecture

How to Negotiate a Job Offer

By: Deepak Malhotra

Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics

summer 2002
Article

Negotiating Lessons from the Browser Wars

By: James K. Sebenius

Keywords: Negotiation; Learning; Web

June 1992
Article

Nonrational Escalation of Commitment in Negotiation

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

2012
Chapter

Commentary and Future Directions for Negotiations

By: Chia-Jung Tsay and Max Bazerman

Keywords: Negotiation

January 1992
Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius

Keywords: Negotiation

February 2003
Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius

Keywords: Negotiation

08 Apr 2025
News

Relationships 2.0: Become a Better Negotiator

June 2008 (Revised January 2010)
Case

Name Your Price: Compensation Negotiation at Whole Health Management (A)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett

MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and... View Details

Keywords: Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value

Educators

December 2010
Supplement

Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)

By: James K. Sebenius and Alex Green

Describes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. View Details

Keywords: Government and Politics; Agreements and Arrangements; Negotiation Tactics; Conflict of Interests; Strategy; Indonesia

April 2006
Article

Negotiation Design for Large, Multistakeholder Projects

By: James K. Sebenius

Keywords: Negotiation; Design; Projects

December 1992 (Revised November 1993)
Exercise

Negotiation Exercise on Tradeable Pollution Allowances: Group C, Utility #3

By: Willis M. Emmons III

Describes the position of Utility #3 in negotiating Group C with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details

Keywords: Negotiation Participants; Negotiation Process; Pollutants; Laws and Statutes; Governing Rules, Regulations, and Reforms; Governance Compliance; Utilities Industry; United States

February 1997 (Revised September 2000)
Case

3M: Negotiating Air Pollution Credits (B)

By: Michael A. Wheeler and Thomas Dretler

Supplements the (A) case. View Details

Keywords: Conflict of Interests; Negotiation Types; Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States

Educators

30 Mar 2017
News

Negotiating Peace in Canada's Largest Rainforest

the future of BC’s forests for decades and had grown bitter, and there was little hope of resolution. But within four years, Wally and his fellow negotiators hashed out a tentative way forward, and—a decade later—the agreement was... View Details

January 1996 (Revised October 1999)
Background Note

Sources of Joint Gains in Negotiations

Presents two basic principles that underlie the creation of joint gains. Four sources of joint gains--differences in interests, opinion, risk preference, and time preference--are discussed, and simple examples are provided to illustrate the basic concepts. View Details

Keywords: Management; Negotiation; Decision Making

Educators