Publications

Educators

01 Apr 2002
News

Breakthrough International Negotiation

negotiations and to respond appropriately, bringing about a desired outcome in a wide range of scenarios. "The ultimate goal of learning breakthrough negotiation is to be an architect of structure and... View Details

Keywords: Michael Watkins; Susan Rosegrant; Publishing Industries (except Internet); Information

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

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2024
Case

Christiana Figueres and the Paris Climate Negotiations (A)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details

Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership

2024
Case

Christiana Figueres and the Paris Climate Negotiations (B)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details

Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership

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

Keywords: Finance; Negotiation Participants; Organizational Change and Adaptation; Conflict and Resolution; Conflict Management; Social and Collaborative Networks; Strategy

December 2019
Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

By: M. Jeong, J. Minson, M. Yeomans and F. Gino

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details

Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result

Web

Negotiation - Course Catalog

HBS Course Catalog Negotiation Course Number 2240 Professor John Beshears Associate Professor Katherine Coffman Assistant Professor Thomas Graeber Senior Lecturer Kevin Mohan Senior Lecturer Kym Nelson Assistant Professor Julian J. Zlatev... View Details

16 Dec 2015
Research & Ideas

What Happens When Zambian Schoolgirls Receive Negotiation Training

participate in any kind of after-school program. While still processing a huge amount of data collected during and after the study, ranging from school progress to health and pregnancy outcomes, McGinn confirmed that their initial... View Details

Keywords: Re: Kathleen L. McGinn

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

Keywords: Negotiation Tactics; Negotiation Participants

September 2019
Case

Sonia Millar: Negotiating for the C-Suite

By: Joshua D. Margolis and Anne Donnellon

This case addresses the nuances of gender dynamics and career progression at the top of the organization, where even women who have strong leadership expertise, experience, and alliances with powerful male colleagues still get stuck. Told from the point of view of... View Details

Keywords: Executives; CEO; Promotion; Gender Bias; Personal Development and Career; Gender; Diversity; Power and Influence

Educators

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February 2006 (Revised March 2006)
Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout

On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States

Educators

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30 Jul 2018
Research & Ideas

Why Ethical People Become Unethical Negotiators

predict that they will act ethically at the bargaining table. 2. Participating in the negotiation: During this action phase when negotiators are at the table, making decisions about offers, agreements, and... View Details

Keywords: by Dina Gerdeman

2006
Chapter

Relationships and Negotiations in Context

By: Kathleen L. McGinn

Keywords: Relationships; Negotiation Participants

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2023
Case

Christiana Figueres and the Collaborative Approach to Negotiating Climate Action

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This case study centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change (UNFCCC) to build momentum for, and ultimately pass, the 2015... View Details

Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership

1998
Chapter

Can Negotiators Outperform Game Theory?

By: M. H. Bazerman, R. Gibbons, L. Thompson and K. L. McGinn

Keywords: Negotiation Participants; Game Theory; Performance

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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

SSRN

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Web

Negotiation Course Online | HBS Online

18 years of age, proficient in English, and committed to learning and engaging with fellow participants throughout the course. Learn about bringing this course to your organization . Learner Stories 98% improved View Details

2024
Case

Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details

Keywords: Climate Change; Negotiation; Environmental Management; International Relations; Leadership