Publications

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

September 2019
Teaching Note

Sonia Millar: Negotiating for the C-Suite, Teaching Note (Brief Case)

By: Joshua D. Margolis and Anne Donnellon

Teaching Note for HBS No. 920-555. View Details

05 May 2015
News

Get in the Right State of Mind for Any Negotiation

September – October 2009
Article

Without Conditions: The Case for Negotiating with the Enemy

By: Deepak Malhotra

Keywords: 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

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

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

June 2008 (Revised January 2010)
Supplement

Name Your Price: Compensation Negotiation at Whole Health Management (C)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett

Supplements the (A) and (B) cases. View Details

Keywords: Compensation and Benefits; Negotiation; Health; Price; Health Industry

2011
Other Unpublished Work

Negotiating for Development: A New Paradigm for Natural Resource Agreements

By: Eric D. Werker

Keywords: Agreements and Arrangements; Development Economics; Natural Environment

February 2010 (Revised March 2013)
Case

Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt

By: Catherine S. M. Duggan and Alexander F. Roehrkasse

Keywords: Borrowing and Debt; Personal Finance; Negotiation; Trust

Educators

December 1998 (Revised May 1999)
Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Pro-Peace Party (PPP): 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 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

February 2024
Teaching Note

Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes

By: Zoë B. Cullen

May 1978 (Revised October 1994)
Supplement

Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors

By: Benson P. Shapiro

Designed as a class hand-out after discussion of the (A) and (B) cases. View Details

Keywords: Auto Industry

2017
Chapter

High Stakes Negotiation: Indian Gaming and Tribal/State Compacts

By: Gavin Clarkson and James K. Sebenius

Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details

Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut

Article

How to Make the Other Side Play Fair: The Final-Offer Arbitration Challenge Gives Negotiators a Valuable New Tool

By: Max H. Bazerman and Daniel Kahneman

In legal disputes, contested insurance claims, and similarly adversarial negotiations, one party is likely to open with an inflated claim or a lowball offer. And if the other side’s position is unreasonable, it may make little sense to be reasonable yourself. But if... View Details

Keywords: Negotiation Tactics; Negotiation Offer