Negotiations - Publications - Faculty & Research

June 1989 (Revised October 1989)
Supplement

February 1990 (Revised March 1990)
Case

Contract Negotiations at Local 26 (B)

In 2020, I created a series of 40 short videos with free advice on negotiationView Details

23 Oct 2019
News

Negotiators Share Lessons from High-Stakes Global Diplomacy

Madeleine Albright was interviewed for the American Secretaries of State Project, a collaboration among faculty members at HBS, Harvard Kennedy School, and Harvard Law School designed to extract lessons in negotiation and diplomacy for... View Details

Keywords: University Collaborations

19 Mar 2014
News

15 Rules for Negotiating a Job Offer

10 Feb 2017
News

How to negotiate the best job package

2008
Working Paper

Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire

By: James K. Sebenius and Cheng (Jason) Qian

Cultural differences can affect negotiations in many ways, from influencing the basic motivations and perceptions of the players to guiding the surface aspects, such as etiquette, protocol, and process, of business interactions. Navigating the challenges of these... View Details

Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Governance; Questionnaires; Negotiation Process; Behavior; China

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05 May 2011
News

Obama's Secret Negotiation Weapon is One You Can Use Too

January 2020
Supplement

John Branca: Negotiating Michael Jackson’s Thriller (B)

By: James K. Sebenius and Alex Green

Supplements the (A) case. View Details

Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment

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25 Jun 2019
News

4 Business Expenses That Are More Negotiable Than You Think

January 1997
Case

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

By: James K. Sebenius

Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details

Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy

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January 1997
Case

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)

By: James K. Sebenius

Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details

Keywords: Acquisition; Corporate Governance; International Relations; Negotiation Tactics; Consolidation; Mining Industry; Europe

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Article

Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

By: Hannah Riley Bowles and Kathleen L. McGinn

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from... View Details

Keywords: Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality

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