Publications

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26 Sep 2005
Research & Ideas

What Perceived Power Brings to Negotiations

year in the journal Group Decisions and Negotiation, authors Rebecca L. Wolfe and Kathleen McGinn found that in negotiations where participants shared relatively equal perceived power, the outcome tended to address the needs of both... View Details

Keywords: by Mallory Stark

September 1982
Article

Risk Aversion and the Negotiation of Insurance Contracts

By: R. Kihlstrom and A. E. Roth

Keywords: Risk and Uncertainty; Negotiation; Insurance

19 Mar 2014
News

15 Rules for Negotiating a Job Offer

10 Feb 2017
News

How to negotiate the best job package

2005
Introduction

A Decision Perspective on Negotiation and Conflict Resolution

By: M. H. Bazerman

Keywords: Negotiation; Conflict and Resolution; Decision Making

January 2005
Article

Perceived, Relative Power and Its Influence on Negotiations

By: Rebecca Wolfe and Kathleen L. McGinn

Keywords: Negotiation; Perception; Power and Influence

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November 2008
Case

The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China

By: James K. Sebenius, Michael Shih-ta Chen and Medha Samant

To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant... View Details

Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Interests; Cooperation; Expansion; Utilities Industry; Hong Kong

Educators

February 1999 (Revised August 1999)
Case

Michael Brown: Negotiating Slots at Foxwoods (B)

The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details

Keywords: Games, Gaming, and Gambling; Agreements and Arrangements; Government and Politics; Entertainment and Recreation Industry; Connecticut

Educators

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

January 1997
Case

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

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

February 2008
Article

Attracting Skeptical Buyers: Negotiating for Intellectual Property Rights

By: James J. Anton and Dennis A. Yao

Expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property (IP). In principle, confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use. In practice,... View Details

Keywords: Corporate Disclosure; Intellectual Property; Knowledge Sharing; Lawsuits and Litigation; Rights; Agreements and Arrangements; Competition

Read Now

08 Mar 2019
News

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details

Keywords: Transformation; Information Management; Negotiation Deal; System

Web

Negotiation and Diplomacy - Course Catalog

HBS Course Catalog Negotiation and Diplomacy Course Number 2218 Professor James Sebenius Spring; Q3Q4; 3.0 credits Co-taught with Professor Nicholas Burns, Harvard Kennedy School What can we learn from studying highly skilled View Details

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Transformation; Information Management; Negotiation; System

December 2010
Case

Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)

By: James K. Sebenius and Alex Green

In early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that... View Details

Keywords: Government and Politics; Negotiation; Conflict and Resolution; Conflict Management; Indonesia

Educators