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- All HBS Web (327)
- Faculty Publications (93)
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- 2016
- Working Paper
Henry Kissinger: Negotiating Black Majority Rule in Southern Africa
By: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin and L. Alexander 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; Negotiation Process; Race; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
Sebenius, James K., R. Nicholas Burns, Robert H. Mnookin, and L. Alexander Green. "Henry Kissinger: Negotiating Black Majority Rule in Southern Africa." Harvard Business School Working Paper, No. 17-051, December 2016.
- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
analyze data as it comes in so that you can confirm or reorient your strategy, if necessary. That way, you can align your tactical decisions with your larger objectives. The more efficiently you manage this process, the more up to date you'll be on current conditions.... View Details
- 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
Kuemmerle, Walter, and William J. Coughlin. "Term Sheet Negotiations for Trendsetter, Inc." Harvard Business School Case 801-358, January 2001. (Revised April 2004.)
- January 2025
- Supplement
Colbún’s Angostura Dam Project (B)
By: James K. Sebenius and Nicolas Andrade
The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... View Details
- Winter–Spring 2024
- Article
Grand Bargain: Negotiating Toward a Better Middle East
How can sophisticated negotiation bring about a more peaceful and prosperous Middle East? While a "grand bargain" to accomplish this lofty goal may seem implausible, the potential value of such an agreement would be vast for most Israelis, Palestinians, and key... View Details
Sebenius, James K. "Grand Bargain: Negotiating Toward a Better Middle East." Negotiation Journal 40, nos. 1-2 (Winter–Spring 2024): 41–73.
- 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.)
- 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
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)
- 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
Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
- August 1992
- Article
The Process of Assisted Negotiations: A Network Analysis
By: Kathleen L. McGinn, S. B. White and D. Iacobucci
Keywords: Negotiation
McGinn, Kathleen L., S. B. White, and D. Iacobucci. "The Process of Assisted Negotiations: A Network Analysis." Group Decision and Negotiation 1, no. 2 (August 1992): 117–135.
- January 2025 (Revised January 2025)
- Case
Colbún’s Angostura Dam Project (A)
By: James K. Sebenius and Nicolas Andrade
The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... 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
- 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
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; International Relations; Negotiation; Iran; United States
Sebenius, James K., and Michael K. Singh. "Is a Nuclear Deal with Iran Possible? An Analytical Framework for the Iran Nuclear Negotiations." International Security 37, no. 3 (Winter 2012): 52–91.
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- October 1996
- Article
The Use of Covenants: An Empirical Analysis of Venture Partnership Agreements
By: Paul A. Gompers and J. Lerner
Gompers, Paul A., and J. Lerner. "The Use of Covenants: An Empirical Analysis of Venture Partnership Agreements." Journal of Law & Economics 39, no. 2 (October 1996): 463–498. (Condensed version reprinted in Investment Policy 1 (September/October 1997): 122-130.)
- July–August 2020
- Article
Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market
By: Lingling Zhang and Doug J. Chung
The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique... View Details
Keywords: Business-to-business Marketing; Platform Competition; Two-Sided Markets; Price Bargaining; Daily Deals; Structural Model; Digital Platforms; Competition; Price; Negotiation
Zhang, Lingling, and Doug J. Chung. "Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market." Marketing Science 39, no. 4 (July–August 2020): 687–706.
- 2014
- Working Paper
The Contract Year Phenomenon in the Corner Office: An Analysis of Firm Behavior During CEO Contract Renewals
By: Ping Liu and Yuhai Xuan
This paper investigates how executive employment contracts influence corporate financial policies during the final year of the contract term, using a new, hand-collected data set of CEO employment agreements. On the one hand, the impending expiration of fixed-term... View Details
Liu, Ping, and Yuhai Xuan. "The Contract Year Phenomenon in the Corner Office: An Analysis of Firm Behavior During CEO Contract Renewals." Working Paper, April 2014.
- June 2013
- Teaching Note
Eric Weston (TN)
By: Jim Sharpe and Noah Fisher
This is the Teaching Note Associated with case #813045 (Eric Weston). View Details
- July 2012 (Revised April 2013)
- Case
Eric Weston
Facing bankruptcy or keeping the doors open, Eric Weston assesses his continued survival in the retail garden supply business he has owned for seven years. View Details
Keywords: Acquisitions; Bankruptcy; Financing; Turnarounds; Liquidation; Negotiation; Entrepreneurial Management; Crisis Management; Entrepreneurs; Bank Loan; Career Planning; Financial Analysis; Insolvency and Bankruptcy; Entrepreneurship; Acquisition; Retail Industry; United States
Roberts, Michael J., and Jim Sharpe. "Eric Weston." Harvard Business School Case 813-045, July 2012. (Revised April 2013.)
- October 2014 (Revised October 2015)
- Case
Procter & Gamble, 2015
By: John R. Wells and Galen Danskin
On July 30, 2015, Procter & Gamble (P&G) announced headline double-digit earnings per share growth for the year ended June 30. A closer look at the numbers suggested a less healthy picture. Sales, volumes, and operating profits were down. Investors were not impressed;... View Details
Keywords: Strategic Analysis; Strategy; Consumer Products; Global; Procter ＆ Gamble; Corporate Strategy; Competition; Consumer Products Industry
Wells, John R., and Galen Danskin. "Procter & Gamble, 2015." Harvard Business School Case 715-429, October 2014. (Revised October 2015.)
- 2015
- Chapter
The Business Model: Nature and Benefits
By: Ramon Casadesus-Masanell and John Heilbron
This paper considers the nature of the business model and its strategic relevance to negotiations. We elaborate a substantive definition of the business model as decisions enforced by the authority of the firm; this definition enables the analysis of business models... View Details
Keywords: Business Models; Value Capture; Value-Based Business Strategy; Ambivalent Value; Business Model; Value; Negotiation Deal
Casadesus-Masanell, Ramon, and John Heilbron. "The Business Model: Nature and Benefits." Chap. 1 in Business Models and Modelling. Vol. 33, edited by Charles Baden-Fuller and Vincent Mangematin. Advances in Strategic Management. Emerald Group Publishing, 2015.