Publications

01 Dec 2003
News

Marriage, Inc.

assertively seeking a mate is nothing to be ashamed of. It’s not cold, Greenwald explained to NPR’s Weekend Edition (September 28, 2003). “It’s effective time management. You are using time-tested, proven tactics from the business world... View Details

Keywords: marriage; Publishing Industries (except Internet); Information; Personal Services

Web

Protecting Yourself Against Phishing | Information Technology

should never ask you for your password or other personal information by an email. Common Phishing Tactics Phishers are getting smarter. While there are still some who give themselves away by using bad grammar or spelling, this is not... View Details

2017
Working Paper

BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

By: James K. Sebenius

The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details

Keywords: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics

SSRN

Read Now

9 AM – 9 AM EDT, 21 Mar 2018
HBS Online

HBX Becoming A Better Manager

Master a process approach to management and move your organization forward. In Becoming a Better Manager youll learn to identify, analyze, design, and influence four critical organizational processes: decision-making, implementation, organizational learning, and change... View Details

November 2006
Case

Kroger Union Negotiations

By: Dennis A. Yao

A stylized version of the negotiations between Kroger Company and its local unions during the mid-1980s. Management faces a sequence of individual negotiations with local unions during a time of weak economic performance when management is seriously considering... View Details

Keywords: Job Cuts and Outsourcing; Wages; Management; Negotiation Participants; Negotiation Process; Negotiation Tactics

March 1998
Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen

Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois

9 AM – 9 AM EDT, 16 May 2018
HBS Online

HBX Becoming A Better Manager

Master a process approach to management and move your organization forward. In Becoming a Better Manager youll learn to identify, analyze, design, and influence four critical organizational processes: decision-making, implementation, organizational learning, and change... View Details

Web

Field Course: Go to Market Sales Playbook Field Study - Course Catalog

either alone or as a team of two. This field course will be designed to put into practice the tactics and strategies covered in ES 101, Founder Sales, although taking Founder Sales is not a requirement for the field course. This course... View Details

15 Aug 2017
News

The Category Kingmaker

digital transaction management. Each was a category disruptor in its industry, became the market leader, generated significant shareholder value, and provided a series of stepping stones for this energetic entrepreneur. “The principles, strategies, and View Details

Keywords: Data Processing, Hosting, and Related Services; Information; Corporate Services

Web

Deals Q2 - Course Catalog

transactional instincts, better prepare them to anticipate deal challenges, and equip them with the skills to creatively address those challenges through contract and deal design. Topics developed throughout the course include: how negotiators create and claim value... View Details

Cyrus H. K. Curtis

Curtis pioneered many tactics that are hallmarks of modern magazine publishing including securing large-scale advertising revenue by building mass circulation through low subscription prices, introducing market research for target... View Details

Keywords: Publishing & Print Media

Career Coach

Kurt Piemonte

Kurt has been helping international students and professionals navigate US immigration regulations for 25 years. He also works with individuals seeking opportunities in Asia, including tactical approaches to identifying organizations and... View Details

Keywords: Education; Emerging Markets

September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy

October 2021
Supplement

Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)

By: James K. Sebenius and Alex Green

When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details

Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry

01 Mar 2019
News

Tools and Training for a “Wicked Problem”

the homeless transition to affordable housing, and expanding behavioral health services and substance abuse treatment programs are all part of the plan; when it comes to its implementation, however, Keller will draw on tactics he picked... View Details

Keywords: homelessness

Forthcoming
Article

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

By: Olivier Baum and Guhan Subramanian

We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details

Keywords: Acquisition; Negotiation Tactics; Contracts

July 9, 2014
Article

A Great Negotiator's Essential Advice

By: James K. Sebenius

The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details

Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore

Read Now

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