Publications

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Feb 07 2012
Testimonial

PLD Module 5: Personal Exploration

02 Apr 2021
Research & Ideas

Salary Negotiations: A Catch-22 for Women

The higher a woman rises through a company’s ranks, the more backlash she faces if she negotiates her salary assertively—a phenomenon that contributes to the wide gender gap in the C-suite, new research suggests. By analyzing data from... View Details

Keywords: by Kristen Senz

07 May 2012
Research & Ideas

The Art of Haggling

integrative bargaining. The debate over which type of negotiation strategy is better has been raging since the early 1980s, when two books came out focusing on opposite sides of the issue. In You Can View Details

Keywords: by Katie Johnston

13 Apr 2016
Working Paper Summaries

Knowing When to Ask: The Cost of Leaning-in

Keywords: by Christine L. Exley, Muriel Niederle, and Lise Vesterlund

July 9, 2014
Article

A Great Negotiator's Essential Advice

By: James K. Sebenius

The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details

Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore

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November 1993 (Revised September 2018)
Case

Rudi Gassner and the Executive Committee of BMG International (A)

By: Linda Hill and Katherine Seger Weber

Explores the roles of CEO Rudi Gassner and the 9-person executive committee in leading BMG International. BMG International is the international music subsidiary of Bertlesmann, a German company that is the second-largest media conglomerate in the world. Describes a... View Details

Keywords: Managerial Roles; Management Teams; Decision Making; Business Plan; Growth and Development Strategy; Global Strategy; Leadership Style; Organizational Culture; Business Subsidiaries; Business Conglomerates; Cost Management; Change Management; Music Industry; Media and Broadcasting Industry; Germany

11 Mar 2015
Research & Ideas

How Do You Grade Out as a Negotiator?

confident about and what you need to work on." According to how the points are allocated, the app sorts the user into one of five basic negotiating styles, derived from Wheeler's past research (see chart) each with its own strengths and... View Details

Keywords: by Michael Blanding

May 2006 (Revised February 2012)
Case

General Electric's 20th Century CEOs (Abridged)

By: Nitin Nohria, Anthony J. Mayo and Mark Benson

General Electric thrived in every decade of the 20th century. Since its founding in 1892, GE has placed a high value on picking and training the best people. Staff members worked with other scientists in the company's research lab to design and manufacture new and... View Details

Keywords: Business History; Leadership Style; Growth and Development Strategy; Management Style

September 2010 (Revised December 2022)
Case

Recruiting Andrew Yard (A)

By: Brian J. Hall, Nicole S. Bennett and Sara del Nido

This case describes a compensation negotiation between a global HR director and a candidate for a high-level executive position. The situation becomes awkward when the candidate feels insulted because he is given a monetary incentive to join the company more quickly... View Details

Keywords: Communication Strategy; Interpersonal Communication; Executive Compensation; Negotiation; Negotiation Style; Emotions

10 Sep 2001
Research & Ideas

The Negotiator’s Secret: More Than Merely Effective

You've just taken a seat at the negotiating table. No doubt you're under a little stress. In addition to the myriad complexities of the deal itself, even the best negotiators often have to contend with their... View Details

Keywords: by James K. Sebenius

2018
Book

Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)

As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details

Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States

Find at Harvard

December 2005 (Revised April 2011)
Case

General Electric's 20th Century CEOs

By: Nitin Nohria, Anthony Mayo and Mark Benson

General Electric thrived in every decade of the 20th century. Since its founding in 1892, GE has placed a high value on picking and training the best people. Staff members worked with other scientists in the company's research lab to design and manufacture new and... View Details

Keywords: Business History; Leadership Style; Growth and Development Strategy; Management Style

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

September 2002
Background Note

Presence of Mind

By: Michael A. Wheeler

This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and... View Details

Keywords: Management Skills; Negotiation Tactics; Negotiation Style; Interpersonal Communication; Decision Making

2014
Working Paper

Better Deals Through Level II 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: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style

SSRN

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September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy

April 2003 (Revised April 2009)
Case

Paul Levy: Taking Charge of the Beth Israel Deaconess Medical Center

By: David A. Garvin and Michael Roberto

On January 7, 2002, Paul Levy became CEO of the Beth Israel Deaconess Medical Center. He took over a troubled organization, in serious financial difficulty. This multimedia case describes the situation Levy inherited, his negotiations prior to taking the job, and his... View Details

Keywords: Communication Strategy; Decision Choices and Conditions; Leadership Style; Leading Change; Managerial Roles; Organizational Culture; Health Industry