Publications

12 Oct 1999
Research & Ideas

Building Bridges: New Dimensions in Negotiation

From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS View Details

Keywords: by Anita M. Harris

01 Mar 2008
News

Negotiating with Wal-Mart

are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? In “Sarah Talley and Frey Farms Produce: View Details

Keywords: Julia Hanna; Retail Trade; Retail Trade

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

Keywords: Trade; Foreign Direct Investment; Globalized Economies and Regions; Multinational Firms and Management; Growth and Development Strategy; Agreements and Arrangements; Southeast Asia; United States

SSRN

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

Keywords: Forecasting and Prediction; Trade; Foreign Direct Investment; Multinational Firms and Management; Globalized Markets and Industries; Analytics and Data Science; Agreements and Arrangements; United States

Read Now

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

of the division that had lost the account, to ask if she could try to win it back. After all, RLX had nothing to lose by letting her try, she argued, and she had her own reasons for taking on this formidable task—as part of her work toward an MBA, she was taking a... View Details

Keywords: by Deepak Malhotra

February 2011
Supplement

Carbon Trading Simulation: Black Cement Inc.

By: Peter A. Coles

This simulation presents students the opportunity to experience firsthand the economics of carbon markets and permit trading. Each student has private role information about a company he or she manages. The student must make decisions about pollution-reducing... View Details

Keywords: Market Design; Pollutants; Investment; Price; Profit; Agreements and Arrangements; Decisions; Service Industry; Energy Industry

May 2000 (Revised July 2000)
Case

World Trade Organization, The: After the Seattle Protests

By: Louis T. Wells Jr.

Representatives of the World Trade Organization (WTO) met in Seattle to plan the next round of trade negotiations, only to face protestors and fail to reach agreement on an agenda. This case discusses the evolution of the WTO, its rules, and some of the controversy... View Details

Keywords: Trade; Governing Rules, Regulations, and Reforms; Agreements and Arrangements; Failure; Northwestern United States

October 1991 (Revised February 1995)
Case

North American Free Trade Agreement

By: Ray A. Goldberg

Keywords: Trade; Agreements and Arrangements

Find at Harvard

Web

Commodities, Currencies, and Balancing of the Trade Deficit - A Chronicle of the China Trade

of the China Trade Introduction Doing Business with China Augustine Heard & Co. The Canton Trade Commodities & Currencies Treaty Ports & Compradors Clippers & Steamships Exploring 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

Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry

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

19 Mar 2018
News

The Unintended Consequences Of Starting A Trade War With Mexico

February 2010 (Revised April 2011)
Case

The Political Economy of Carbon Trading

By: Forest L. Reinhardt, J. Gunnar Trumbull, Mikell Hyman, Patia McGrath and Nazli Zeynep Uludere

Global climate change is an increasingly prominent political and business problem. Design of market-based systems to reduce carbon emissions has proven difficult. More broadly, national attempts to comply with the provisions of the Kyoto Protocol present both... View Details

Keywords: Policy; International Relations; Risk Management; Agreements and Arrangements; Business and Government Relations; Natural Environment; Pollutants; Climate Change; Environmental Sustainability; Public Administration Industry

11 Feb 2015
Working Paper Summaries

Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’

Keywords: by Laurence A. Green & James K. Sebenius

01 Mar 2008
News

Sarah Talley’s Key Negotiation Principles

statements you know, can we do this better and so forth. If the relationship with Wal-Mart is truly a partnership, negotiating to resolve differences should not endanger the tenor of the partnership. Don’t spend time griping. Be problem... View Details

Keywords: Retail Trade; Retail Trade

March 2003 (Revised September 2004)
Case

Worker Rights and Global Trade: The U.S.-Cambodia Bilateral Textile Trade Agreement

Examines the political and economic dimensions of the campaign to improve workers' rights around the world through the inclusion of labor standards in international trade agreements. The U.S.-Cambodia Textile Trade Agreement was the first agreement of its kind to link... View Details

Keywords: Trade; Agreements and Arrangements; Rights; Working Conditions; Globalization; Consumer Products Industry; Cambodia; United States

April 2004
Article

Do CEOs in Mergers Trade Power for Premium? Evidence from 'Mergers of Equals'

By: Julie Wulf

I analyze chief executive officer (CEO) incentives to negotiate shared control in the postmerger governance of the surviving firm. In order to do this, I study abnormal returns in a sample of "mergers of equals" (MOEs) transactions in which the two firms are... View Details

Keywords: Mergers and Acquisitions; Negotiation; Governance Controls; Power and Influence; Value Creation; Business and Shareholder Relations; Governing and Advisory Boards; Motivation and Incentives; Market Transactions