Publications
Publications
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- All HBS Web
(483)
- Faculty Publications (88)
- September 2017 (Revised March 2019)
- Supplement
Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)
By: James K. Sebenius and Laurence A. 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
- 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
- Article
Market Reactions to Sovereign Litigation
By: Faisal Z. Ahmed and Laura Alfaro
Recent rulings in the ongoing litigation over the pari passu clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede... View Details
- 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
- July–August 2016
- Article
How to Negotiate with a Liar
By: Leslie John
People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has... View Details
- 2015
- Chapter
"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
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
- Spring 2015
- Article
Sovereign Debt Restructuring: Evaluating the Impact of the Argentina Ruling
By: Laura Alfaro
Recent rulings in the ongoing litigation over the pari passu clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede... View Details
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
- 2014
- Working Paper
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
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
- December 2013
- Case
Bruce Allyn: Negotiating with the KGB (A)
Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was... View Details
- December 2013
- Supplement
Bruce Allyn: Negotiating with the KGB (B)
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
- August 2013
- Teaching Plan
Remicade-Simponi
By: Guhan Subramanian and Charlotte Krontiris
This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details
- May 2011
- Article
Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low First Offers, Exit Early, and Earn Less Profit
By: A.W. Brooks and M.E. Schweitzer
Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to negotiator performance. In our experiments, we induced either anxiety or neutral feelings and studied behavior in negotiation and continuous shrinking-pie tasks. Compared to... View Details
- May 2011
- Article
Institutional Stock Trading on Loan Market Information
By: Victoria Ivashina and Zheng Sun
Over the past decade, one of the most important developments in the corporate loan market has been the increasing participation of institutional investors in lending syndicates. As lenders, institutional investors routinely receive private information about borrowers.... View Details
- December 2010
- Case
The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment
By: James K. Sebenius and Shula Gilad
A network of influential Israelis and Palestinians, jointly trained in negotiation at Harvard since 2002, faces organizational, strategic, and funding challenges in 2010. Unlike "people-to-people" or "Track II" initiatives, the Israeli-Palestinian Negotiating Partners... 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
- April 2009 (Revised April 2009)
- Case
Immusol and Novartis
By: Regina E. Herzlinger, Keyne M. Monson, Juan D. Betancourt and Victor Li
Should Immusol strive to become a fully integrated pharmaceutical company? How should a small pharmaceutical company structure a deal for its novel technology with the giant Novartis? View Details
- October 2008
- Article
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen McGinn
We propose taking a two-level-game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research... View Details
- July 2008 (Revised November 2012)
- Supplement
UpDown: Confidential Instructions for GEORG
By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
- July 2008 (Revised November 2012)
- Supplement
UpDown: Confidential Instructions for MICHAEL
By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details