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Show Results For
- All HBS Web
(3,197)
- People (4)
- News (636)
- Research (2,152)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,755)
- June 1989 (Revised October 1989)
- Supplement
Hi Tech Industries (B): Second-Stage Negotiations
Corey, E. Raymond. "Hi Tech Industries (B): Second-Stage Negotiations." Harvard Business School Supplement 589-118, June 1989. (Revised October 1989.)
- February 1990 (Revised March 1990)
- Case
Contract Negotiations at Local 26 (B)
Friedman, Raymond A. "Contract Negotiations at Local 26 (B)." Harvard Business School Case 490-063, February 1990. (Revised March 1990.)
Negotiation Insight Series by Professor Malhotra
In 2020, I created a series of 40 short videos with free advice on negotiationView Details
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1
Describes the position of Utility #1 in negotiating Group B with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Decision Choices and Conditions; Governance Compliance; Governing Rules, Regulations, and Reforms; Government Legislation; Negotiation; Pollutants; Strategy; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #1." Harvard Business School Exercise 793-077, December 1992.
- March 2012 (Revised October 2012)
- Teaching Note
Fiji versus FIJI: Negotiating Over Water (TN)
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
- 12 Dec 2024
- News
What People Still Get Wrong About Negotiations
- 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
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)." Program on Negotiation at Harvard Law School Case, 2024.
- December 1992
- Exercise
Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #2
Describes the position of Utility #2 in negotiating Group B with respect to 1) its SO emissions reduction requirements; 2) the costs of its alternative compliance strategies; and 3) the nature of its state regulatory environment. View Details
Keywords: Negotiation; Pollutants; Corporate Social Responsibility and Impact; Governance Compliance; Utilities Industry
Emmons, Willis M., III. "Negotiation Exercise on Tradeable Pollution Allowances: Group B, Utility #2." Harvard Business School Exercise 793-078, December 1992.
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
- June 1995
- Article
Negotiating Over Time: Impediments to Integrative Solutions
By: E. A. Mannix, C. Tinsley and M. H. Bazerman
Mannix, E. A., C. Tinsley, and M. H. Bazerman. "Negotiating Over Time: Impediments to Integrative Solutions." Organizational Behavior and Human Decision Processes 62, no. 3 (June 1995): 241–251.
- August 2007
- Article
Negotiations versus Auctions: New Advice for Buyers
By: Ian Larkin
Larkin, Ian. "Negotiations versus Auctions: New Advice for Buyers." Negotiation 10, no. 8 (August 2007).
- 2003
- Case
Lakhdar Brahimi / Negotiating a New Government for Afghanistan
By: James K. Sebenius and Kristin Schneeman
Part of the PON Great Negotiator Case Study Series, this factual case study examines former UN Special Envoy Lakhdar Brahimi's involvement in negotiating an interim Afghani government after the fall of the Taliban in 2001. As a result of these efforts, Brahimi... View Details
Keywords: Contemporary History; Government and Politics; Agreements and Arrangements; Leadership Style; Cognition and Thinking; Conferences; Afghanistan
Sebenius, James K., and Kristin Schneeman. "Lakhdar Brahimi / Negotiating a New Government for Afghanistan." Program on Negotiation at Harvard Law School Case, 2003.
- 2009
- Working Paper
Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation
When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
Sebenius, James K. "Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation." Harvard Business School Working Paper, No. 10-048, December 2009.
- Fall 2011
- Article
Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective
By: Gavin Clarkson and James K. Sebenius
Indian tribes and U.S. states often find themselves at the bargaining table, often negotiating "compacts" to govern gaming operations on tribal lands. The operational success of the Pequot gaming operation in Connecticut, Foxwoods, and the substantial revenue shared... View Details
Keywords: Strategy; Ethnicity; Negotiation Tactics; Race; Social Issues; Relationships; Government and Politics; Economics; United States
Clarkson, Gavin, and James K. Sebenius. "Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective." Missouri Law Review 76, no. 4 (Fall 2011): 1045–1112.
- Fall 2020
- Article
Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa
Over the past two decades the Program on Negotiation at Harvard Law School (PON) has named thirteen people as Great Negotiators. The project, directed by my colleague Jim Sebenius, has given us the opportunity to commend our honorees’ outstanding work and to learn from... View Details
Wheeler, Michael A. "Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa." Negotiation Journal 36, no. 4 (Fall 2020): 471–487.
- 18 Apr 2016
- News
Women Who Don't Negotiate Could Be Making a Smart Choice
- 21 Jul 2021
- News
9 Tactics for Better Remote Negotiations
- 25 Jun 2019
- News