Publications

November 1990 (Revised March 1994)
Case

Digital Equipment Corp.: The Kodak Outsourcing Agreement (A)

By: Lynda M. Applegate and Herminia M. Ibarra

Describes grassroots effort which culminated in Digital's winning a competitive bid for the outsourcing of Kodak's internal telecommunications business. Describes the "Telstar" project, from the initial identification of the business opportunity to the process of... View Details

Keywords: Innovation and Management; Partners and Partnerships; Leading Change; Agreements and Arrangements; Business or Company Management; Bids and Bidding; Decision Making; Management Teams; Telecommunications Industry

Educators

January 2004
Teaching Note

Worker Rights and Global Trade: The U.S.-Cambodia Bilateral Textile Trade Agreement (TN)

Teaching Note to (9-703-034). View Details

Keywords: Rights; Labor; Trade; Agreements and Arrangements; Markets; Business and Shareholder Relations; Development Economics; United States; Cambodia

1980
Chapter

Negotiating and Implementing Mineral Agreements with Multinationals: Some Critical Tax Development Issues

By: L. T. Wells Jr. and Malcolm Gillis

Keywords: Agreements and Arrangements; Metals and Minerals; Mining; Multinational Firms and Management; Globalized Markets and Industries; Taxation; Mining Industry

November 1990 (Revised March 1994)
Supplement

Digital Equipment Corp.: The Kodak Outsourcing Agreement (B)

By: Lynda M. Applegate and Herminia M. Ibarra

Describes "Frantic Friday," the day the Digital-Kodak contract was scheduled to be signed. Designed to be handed out in class. View Details

Keywords: Job Cuts and Outsourcing; Technology; Manufacturing Industry; Consumer Products Industry

June 1983
Article

Don't Bet on It: Contingent Agreements with Asymmetric Information

By: James K. Sebenius and John Geanakoplos

Keywords: Information; Agreements and Arrangements

14 Nov 2012
News

HBS Survey Reveals Wide Agreement on Paths Forward to Restore U.S. Competitiveness

January 11, 2023
Article

Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

By: James K. Sebenius and Michael Singh

While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details

Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia

Register to Read

2013
Book

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

By: Michael Wheeler

A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details

Keywords: Negotiation

1984
Book

Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement

By: James K. Sebenius

Keywords: Law; Agreements and Arrangements

Web

Harvard Business School Archives Use Agreement | Baker Library

Harvard Business School Archives Use Agreement The Harvard Business School Archives are available to the Harvard University community and to visiting users who are conducting academic research. Access to HBS... View Details

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

2020
Working Paper

The Myth of the Lead Arranger’s Share

By: Kristian Blickle, Quirin Fleckenstein, Sebastian Hillenbrand and Anthony Saunders

We make use of Shared National Credit Program (SNC) data to examine syndicated loans in which the lead arranger retains no stake. We find that the lead arranger sells its entire loan share for 27 percent of term loans and 48 percent of Term B loans, typically shortly... View Details

Keywords: Syndicated Loans; Lead Arrangers; Financing and Loans

SSRN

August 2019 (Revised April 2021)
Case

Unifying Divisions: Joro's Mission to Preserve the Planet

By: Shikhar Ghosh and Marilyn Morgan Westner

The case focuses on the initial startup team and Founders’ agreements. In March 2018, Sanchali Pal proposed renegotiating the informal founders’ agreement and equity split she and her co-founders had drafted the previous spring. They had been working together for over... View Details

Keywords: Founders' Agreements; Business Startups; Climate Change; Agreements and Arrangements; Conflict Management

Educators

October 1996
Article

The Use of Covenants: An Empirical Analysis of Venture Partnership Agreements

By: Paul A. Gompers and J. Lerner

Keywords: Partners and Partnerships; Theory; Agreements and Arrangements

12 PM – 1 PM EST, 03 Feb 2015
Webinars: Trending@HBS

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

Mr. Wheeler presents a fresh and dynamic approach to negotiation, one that challenges the static assumptions of win-win and hard-bargaining models. The simple truth is that negotiation cannot be scripted and people cannot dictate what other parties will say or do any... 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

2018
Chapter

Are Licensing Markets Local? An Analysis of the Geography of Vertical Licensing Agreements in Bio-Pharmaceuticals

By: Juan Alcacer, John Cantwell and Michelle Gittelman

As the value chain of the pharmaceutical industry disaggregates, upstream discovery is increasingly carried out by small research-specialized firms while downstream development, testing and marketing is conducted by global pharmaceutical firms. Licensing plays an... View Details

Keywords: Geographic Location; Local Range; Rights; Research and Development; Biotechnology Industry; Pharmaceutical Industry

March 2021
Article

The Impact of the General Data Protection Regulation on Internet Interconnection

By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein

The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on... View Details

Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms

2019
Working Paper

The Impact of the General Data Protection Regulation on Internet Interconnection

By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein

The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on... View Details

Keywords: Personal Data; Privacy Regulation; GDPR; Interconnection Agreements; Internet and the Web; Governing Rules, Regulations, and Reforms; European Union