Publications

Educators

01 Dec 1999
News

Negotiating in 3-D: An Overarching Way to Get to Yes?

From resolving a labor dispute, to orchestrating a merger, to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In a course note titled "Negotiation Analysis: Summary Framework and... View Details

Keywords: Anita M. Harris

September – October 2009
Article

Without Conditions: The Case for Negotiating with the Enemy

By: Deepak Malhotra

Keywords: Negotiation

June 1990
Article

The Role of Bargaining Zones and Agents: A Negotiation Simulation

By: Y. M. Kim, M. H. Bazerman and M. A. Neale

Keywords: Negotiation

25 Mar 2025
News

A Key To Dealing With Setbacks And Failures In Negotiation

April 2007 (Revised January 2010)
Supplement

Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)

By: James K. Sebenius and Ellen Knebel

Supplements the (A) case. View Details

Keywords: Negotiation; Relationships; Consumer Products Industry; Retail Industry

January 2004
Article

Rocks and Hard Places: Managing Two Tensions in Negotiation

By: Michael A. Wheeler and Dana Nelson

Keywords: Management; Negotiation

August 2013
Teaching Plan

Remicade-Simponi

By: Guhan Subramanian and Charlotte Krontiris

This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details

Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry

January 2012
Case

Calvin Klein and Warnaco Group: Negotiating a Trademark License

By: Susan Fournier, Felix Oberholzer-Gee, William W. Fisher III and Robert Mnookin

Keywords: Trademarks; Negotiation; Apparel and Accessories Industry

Educators

August 1978
Exercise

Mediating in Negotiations for the Sale of a Firm

By: Howard Raiffa

Keywords: Negotiation; Acquisition

2011
Working Paper

Naiveté and Cynicism in Negotiations and Other Competitive Contexts

By: Chia-Jung Tsay, Lisa L. Shu and Max 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: Decision Choices and Conditions; Negotiation; Behavior; Cognition and Thinking; Perspective; Trust; Competitive Strategy; Competitive Advantage

Winter 2012
Article

Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations

By: James K. Sebenius and Michael K. Singh

Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess... View Details

Keywords: Nuclear Proliferation; Zone Of Possible Agreement; International Relations; Negotiation; Iran; United States

February 2006 (Revised March 2006)
Supplement

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)

By: Deepak Malhotra and Maly Hout

Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry

1999
Chapter

The Effects of Agents and Mediators on Negotiation Behavior

By: M. H. Bazerman, M. A. Neale, K. L. Valley, Y. M. Kim and E. J. Zajac

Keywords: Negotiation Participants; Negotiation Process; Negotiation Style; Behavior

February 1997
Background Note

Errors in Social Judgment: Implications for Negotiation and Conflict Resolution--Part 2: Partisan Perceptions

For the past quarter-century, the field of social cognition has documented a number of ways in which individuals and groups are prone to make characteristic errors when judging others. This note examines the ways in which these tendencies pose difficulties for... View Details

Keywords: Prejudice and Bias; Negotiation; Conflict and Resolution

Educators

2008
Chapter

Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences

By: Jeffrey T. Polzer and Heather M. Caruso

We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details

Keywords: Status and Position; Prejudice and Bias; Groups and Teams; Organizational Culture; Identity; Diversity; Power and Influence