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December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Opposition Political Party (OPP): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Director of the National Landowners Association (NLU): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Leader of the Student Revolutionary Front (SRF): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details

Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador

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

Educators

25 Aug 2014
News

'Atlantic' Publisher Had Role in Brokering US Hostage’s Release

Keywords: Publishing Industries (except Internet); Information

01 Dec 2006
News

Faculty Books

David A. Lax and James K. Sebenius (HBS Press) Besides the dimensions of negotiating-table tactics and deal design, Professor Sebenius and his coauthor offer a third dimension in their negotiation method: setup, an arsenal of moves away... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Jun 2010
News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down at the bargaining table. See... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

Career Coach

Anne Marie Checcone

setting their job search strategy, validating potential career paths, and pursuing specific opportunities. Anne Marie’s approach goes beyond the tactics of a job search and helps clients hone the career (re)discovery skills that they will... View Details

Keywords: Fintech; Financial Services (All); Technology

Career Coach

Doug Lester

and wellness, tech, and mission-driven organizations. In addition to coaching at HBS, Doug works with individual and corporate clients through his private coaching practice Career Narratives. He writes regularly about the strategies and View Details

Keywords: Auto/Transportation/Logistics; Consumer Products; Education; Emerging Markets; Entertainment / Media; Entrepreneurship; Government; Health Care; Hospitality; Insurance; Publishing / Communications / Advertising; Real Estate; Retail; Social Enterprise; Technology

Web

Entrepreneurial Sales 101: Founder Selling - Course Catalog

vaunted perspective of ‘strategy’. It gets right into the very practical and tactical ins and outs of how to sell as a founder. In a larger sense, the entrepreneur and general manager must “sell” his or her vision to prospective... View Details

01 Feb 1999
News

New Releases

Internet Time: Lessons from Netscape and Its Battle with Microsoft has been a focal point in the landmark antitrust suit brought by the Department of Justice against Microsoft. At issue in the case is whether Microsoft used unfair and illegal View Details

Keywords: Nancy O. Perry

December 2019 (Revised December 2021)
Supplement

Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)

By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford

Supplements the (A) case and describes the events following it View Details

Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Ethics; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States

August 2009
Article

The Reality and Myth of Sacred Issues in Negotiations

By: A. E. Tenbrunsel, K A. Wade-Benzoni, V. H. Medvec, L. Thompson and M. H. Bazerman

This paper investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, when negotiators focus on sacred issues, this negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative... View Details

Keywords: Decision Choices and Conditions; Values and Beliefs; Negotiation Process; Negotiation Tactics; Conflict of Interests; Perception; Cooperation

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

01 Dec 2012
News

FIELD Updates Greet Class of 2014

TATA IN TIP-TOP SHAPE: Members of the HBS community gathered on September 24 for a "topping off" ceremony to celebrate placement of the final steel beam in Tata Hall's ongoing construction. In his remarks, Dean Nitin Nohria recognized the efforts of the many... View Details

Keywords: FIELD program; Construction of Buildings; Construction

December 2010
Supplement

Ad Classification at Right Media — slide supplement

By: Benjamin Edelman

Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details

Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry

March 2008 (Revised August 2017)
Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details

Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry