Publications

23 Oct 2013
Research & Ideas

Overcoming Nervous Nelly

than something that has or certainly will happen. "There is the possibility that something bad could happen, and a sense that you don't have control over it," Brooks explains. The Anxious Mind While a little bit of anxiety can be good, helping us View Details

Keywords: by Michael Blanding

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

05 Apr 2016
First Look

April 5, 2016

for your acquisition, find and evaluate the right prospects, avoid the pitfalls that could derail your search, understand why a "dull" business might be the best investment, negotiate a potential deal with the seller, and avoid... View Details

Keywords: Sean Silverthlorne

11 Mar 2015
Research & Ideas

How Do You Grade Out as a Negotiator?

did. Most teaching around being a successful negotiator focuses on preparations before discussions start, and on strategies during the talks. The problem: We don't spend nearly enough time after the View Details

Keywords: by Michael Blanding

February 2010
Module Note

Strategies of Influence

By: Deepak Malhotra

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details

Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

January 2021 (Revised March 2021)
Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details

10 Sep 2001
Research & Ideas

The Negotiator’s Secret: More Than Merely Effective

side were also hopelessly biased (mistake 6). To prepare effectively, they needed to undertake significant competitive research and reality-test their views with uninvolved outsiders. From Merely Effective To Superior View Details

Keywords: by James K. Sebenius

05 Feb 2013
First Look

First Look: Feb. 5

perhaps extremely severe, that are routine because they can be anticipated and prepared for) and "true crises" (which, because of significant novelty, cannot be dealt with exclusively by pre-determined emergency plans and... View Details

Keywords: Sean Silverthorne

05 Apr 2017
Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

Women who come prepared to challenge an auto repair quote can overcome gender discrimination and negotiate a fairer price, according to recently published research. That's one conclusion from the research... View Details

Keywords: by Wendy Guild Swearingen; Auto; Service

10 Mar 2002
Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

structure of the game can have a powerful impact on outcomes. Principle 2: Breakthrough Negotiators Organize To Learn Skilled negotiators learn by doing the necessary View Details

Keywords: by Michael Watkins

30 Jul 2014
Lessons from the Classroom

Teaching The Deal

giving them all the same data and preparation materials in negotiating the sale of a piece of property. Eyes are opened when Mohan shares the results and the students see how well they fared price-wise... View Details

Keywords: by Dina Gerdeman; Education

26 Oct 2010
First Look

First Look: October 26, 2010

http://sloanreview.mit.edu/the-magazine/articles/2010/fall/52111/selling-to-many-cultures-within-the-us/ Building Intercultural Trust at the Negotiating Table Authors:Sujin Jang and Roy Y.J. Chua Publication:In View Details

Keywords: Sean Silverthorne

October 2006 (Revised September 2014)
Case

Summit Partners - The FleetCor Investment (A)

By: Michael J. Roberts

Part of a 3-case series in which students get to see the unfolding of due diligence on private equity (buy out) deal. In this, the A case, the deal team has negotiated a letter of intent with FleetCor, a firm that operates a fuel payment network for vehicle fleets.... View Details

Keywords: Negotiation Preparation; Private Equity; Leveraged Buyouts; Investment; Negotiation Offer; Service Industry

27 Jun 2005
Research & Ideas

The Potential Downside of Win-Win

little effect on the restaurant or movie industry. Their contentment left society slightly better off. It is generally wonderful when parties are able to trade off interests to create value. In fact, one of the most important contributions of the field of View Details

Keywords: by Max H. Bazerman

October 2008 (Revised September 2011)
Supplement

PepsiCo's Bid for Quaker Oats (B)

By: Carliss Y. Baldwin and Leonid Soudakov

Second in a series on PepsiCo's bid for Quaker Oats. Describes the negotiations between PepsiCo and Quaker including due-diligence process, first bid, and counteroffer. Quaker's counteroffer included a collar on equity consideration, and thus the case offers an... View Details

Keywords: Mergers and Acquisitions; Equity; Bids and Bidding; Negotiation Offer; Negotiation Preparation; Valuation; Food and Beverage Industry

November 1996 (Revised July 1997)
Case

Alexander Plaza

By: Arthur I Segel and William J. Poorvu

In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details

Keywords: Negotiation Tactics; Negotiation Preparation; Agreements and Arrangements; Risk and Uncertainty; Real Estate Industry; Financial Services Industry; District of Columbia

January 2005 (Revised February 2005)
Case

Ray Rogers and the Corporate Campaign (A)

By: James K. Sebenius and Michael A. Wheeler

Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details

Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States

Find at Harvard

February 1974 (Revised August 1985)
Case

Bougainville Copper Ltd. (B)

Provides details of the mining agreement between Bougainville Copper and the government of Papua New Guinea; some historical, cultural, social, political, and economic information on Papua New Guinea; and historical and financial information on Bougainville Copper.... View Details

Keywords: Negotiation Preparation; Agreements and Arrangements; Mining; Business and Government Relations; Mining Industry; Oceania