Publications
Publications
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- All HBS Web
(314)
- Faculty Publications (48)
- Winter 2012
- Article
Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations
By: James K. Sebenius and Michael K. Singh
Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess... View Details
- 2011
- Working Paper
From Single Deals to Negotiation Campaigns
By: David A Lax and James K. Sebenius
Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
- February 2011 (Revised February 2018)
- Case
Greg Mazur and the Purchase of Great Eastern Premium Pet Foods
By: Richard S. Ruback and Royce Yudkoff
Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the... View Details
- 2011
- Chapter
Regional Trade Integration and Multinational Firm Strategies
By: Pol Antras and C. Fritz Foley
This paper analyzes the effects of the formation of a regional trade agreement on the level and nature of multinational firm activity. We examine aggregate data that captures the response of U.S. multinational firms to the formation of the ASEAN free trade agreement.... View Details
- November 2010
- Article
Beyond the Deal: Wage a 'Negotiation Campaign'
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
- May 2010 (Revised May 2013)
- Case
C.K. Claridge, Inc.
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details
- Article
Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination
By: Corinne Bendersky and Kathleen L. McGinn
Phenomenological assumptions-assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs-affect the dissemination of knowledge from subfields to the broader field of study. Micro-process research... View Details
- October 2009
- Article
Negotiation Analysis: From Games to Inferences to Decisions to Deals
Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later... View Details
- 2009
- Working Paper
Regional Trade Integration and Multinational Firm Strategies
By: Pol Antras and C. Fritz Foley
This paper analyzes the effects of the formation of a regional trade agreement on the level and nature of multinational firm activity. We examine aggregate data that captures the response of U.S. multinational firms to the formation of the ASEAN free trade agreement.... View Details
- 2008
- Working Paper
Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination
By: Corinne Bendersky and Kathleen L. McGinn
Phenomenological assumptions-assumptions about the fundamental qualities of the phenomenon being studied and how it relates to the environment in which it occurs-affect the dissemination of knowledge from subfields to the broader field of study. Micro-process research... View Details
- 2008
- Chapter
Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences
By: Jeffrey T. Polzer and Heather M. Caruso
We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details
- 2007
- Working Paper
Incompatible Assumptions: Barriers to Producing Multidisciplinary Knowledge in Communities of Scholarship
By: Corinne Bendersky and Kathleen L. McGinn
Co-locating knowledge workers from different disciplines may be a necessary but insufficient step to generating multidisciplinary knowledge. We explore the role of assumptions underlying knowledge creation within the field of organizational studies, and investigate how... View Details
- March 2007 (Revised December 2007)
- Supplement
Parmalat Uruguay (B)
By: Paul W. Marshall and Gustavo A. Herrero
Three young MBAs create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must negotiate with... View Details
- March 2007 (Revised November 2012)
- Case
Parmalat Uruguay (A)
By: Paul Marshall and Gustavo Herrero
Three young MBAs create a partnership to acquire the assets of Parmalat in Uruguay. Focuses on their analysis prior to submitting a bid and their plan for improving the operations once their bid is accepted. In addition to improving operations, they must negotiate with... View Details
- 2002
- Chapter
International Negotiation Analysis
- October 2001 (Revised November 2001)
- Case
Provident Life and Accident Insurance: The Acquisition of Paul Revere
By: Mihir A. Desai, Frank Williamson, Mark Veblen and Yuming Zou
Provident Life & Accident Insurance Co. has made an initial bid to acquire a primary competitor, Paul Revere, from conglomerate, Textron. The due diligence process uncovers a significant block of problematic disability insurance policies. Provident is forced to assess... View Details
- May 2001 (Revised June 2002)
- Case
Frasier (A)
By: Guhan Subramanian and Michelle Kalka
In 2001, NBC entered into contract negotiations with Paramount Television Group to keep the hit show "Frasier" on the network. Paramount, the studio that produced the show, threatened to move "Frasier" to CBS, Paramount's sister network, if NBC did not agree to a... View Details
- April 2001 (Revised March 2002)
- Case
Seagate Technology Buyout
By: Gregor M. Andrade, Stuart C. Gilson and Todd C. Pulvino
In March 2000, a group of private investors and senior managers were negotiating a deal to acquire the disk drive operations of Seagate Technology. The motivating factor for the buyout was the apparently anomalous market value of Seagate's equity: Seagate's equity... View Details
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)
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
- 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