Publications

January 2006 (Revised October 2009)
Case

Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

By: Ian Larkin, James K. Sebenius and Guhan Subramanian

In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details

Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States

Educators

2015
Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal

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02 Mar 2015
News

12 Awesome Tips to Better Negotiations (And What Everyone Can Learn from Mike Tyson)

October 2024
Teaching Note

Teaching Note for Río Curicó: A Six-Party Negotiation Exercise

By: Julian Zlatev, Kathleen McGinn and Rachel Drapper

Teaching Note for HBS Case Nos. 920-056, 920-057, 920-058, 920-059, 920-060, and 920-061. View Details

Article

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

By: James K. Sebenius

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Article

Naivete and Cynicism in Negotiations and Other Competitive Contexts

By: Chia-Jung Tsay, Lisa L. Shu and Max H. Bazerman

A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-think the actions of others and make negative attributions about... View Details

Keywords: Competition; Outcome or Result; Trust; Judgments

2005
Working Paper

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

By: Hannah Riley Bowles, Linda Babcock and Kathleen L. McGinn

June 2017
Article

The Surprising Effectiveness of Hostile Mediators

By: Ting Zhang, Francesca Gino and Michael I. Norton

Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements... View Details

Keywords: Mediation; Conflict; Negotiation; Hostility; Negotiation Style; Emotions; Conflict and Resolution

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07 Mar 2022
News

Labor Relations Experts Following MLB Negotiations from Afar

01 Feb 2019
News

What Theresa May Might Learn From Woodrow Wilson’s Failed Negotiations in 1919

1985
Book

The Manager as Negotiator and Dispute Resolver

By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks

Keywords: Negotiation Tactics

spring 1983
Article

Negotiation Arithmetic: Adding and Subtracting Issues and Parties

By: James K. Sebenius

Keywords: Negotiation

April 2010
Case

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)

By: James K. Sebenius and Ellen Knebel

CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details

Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America

Educators