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Show Results For
- All HBS Web
(3,202)
- People (4)
- News (639)
- Research (2,153)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,757)
- 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
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- 2011
- Other Unpublished Work
Negotiating for Development: A New Paradigm for Natural Resource Agreements
By: Eric D. Werker
- 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
Duggan, Catherine S. M., and Alexander F. Roehrkasse. "Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt." Harvard Business School Case 710-048, February 2010. (Revised March 2013.)
- 14 Apr 2016
- News
Why Women Can't Negotiate Their Way Out of the Wage Gap
- February 2024
- Case
Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes
By: Zoë B. Cullen
Salary information is everywhere. What impact does it have on compensation? How should employees and employers use salary information in negotiations? This case brings to light how pay information affects behavior and job market outcomes in surprising ways. View Details
Cullen, Zoë B. "Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes." Harvard Business School Case 824-078, February 2024.
- July 2015
- Exercise
An Activist Approach: Confidential Role Assignment for Remingtons Housewares
By: Guhan Subramanian and Kait Szydlowski
A three party, multiple-issue negotiation exercise dealing with a potential merger between two leading department stores, called for by an activist investor hedge fund in a letter to both companies. Company management will now attempt to navigate next moves, which are... View Details
Keywords: Negotiation; Activist Investors; Takeover Defense; Negotiation Types; Mergers and Acquisitions; Corporate Governance; Investment Activism; Retail Industry
Subramanian, Guhan, and Kait Szydlowski. "An Activist Approach: Confidential Role Assignment for Remingtons Housewares." Harvard Business School Exercise 916-014, July 2015.
- July 2015
- Exercise
An Activist Approach: Confidential Role Assignment for Fultons Department Stores
By: Guhan Subramanian and Kait Szydlowski
A three party, multiple-issue negotiation exercise dealing with a potential merger between two leading department stores, called for by an activist investor hedge fund in a letter to both companies. Company management will now attempt to navigate next moves, which are... View Details
Keywords: Negotiation; Activist Investors; Takeover Defense; Negotiation Types; Mergers and Acquisitions; Corporate Governance; Investment Activism; Retail Industry
Subramanian, Guhan, and Kait Szydlowski. "An Activist Approach: Confidential Role Assignment for Fultons Department Stores." Harvard Business School Exercise 916-013, July 2015.
- July 2015
- Exercise
An Activist Approach: Castle Rock-Fultons-Remingtons
By: Guhan Subramanian and Kait Szydlowski
A three party, multiple-issue negotiation exercise dealing with a potential merger between two leading department stores, called for by an activist investor hedge fund in a letter to both companies. Company management will now attempt to navigate next moves, which are... View Details
Keywords: Negotiation; Activist Investors; Takeover Defense; Negotiation Types; Mergers and Acquisitions; Corporate Governance; Investment Activism; Retail Industry
Subramanian, Guhan, and Kait Szydlowski. "An Activist Approach: Castle Rock-Fultons-Remingtons." Harvard Business School Exercise 916-011, July 2015.
- spring 1991
- Article
Designing Negotiations toward a New Regime: The Case of Global Warming
Sebenius, James K. "Designing Negotiations toward a New Regime: The Case of Global Warming." International Security 15, no. 4 (spring 1991): 110–148.
- December 1998 (Revised May 1999)
- Exercise
Negotiating Peace Accords in Bellicoso for the Leader of the Peasant Freedom Front (PFF): 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
"Negotiating Peace Accords in Bellicoso for the Leader of the Peasant Freedom Front (PFF): General Instructions and Confidential Information." Harvard Business School Exercise 899-092, December 1998. (Revised May 1999.)
- 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
Designed as a class hand-out after discussion of the (A) and (B) cases. View Details
Keywords: Auto Industry
Shapiro, Benson P. "Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors." Harvard Business School Supplement 578-172, May 1978. (Revised October 1994.)
- Summer 2013
- Article
Negotiating Taste: Food Market Research in the Hagley Library
By: Ai Hisano
Hisano, Ai. "Negotiating Taste: Food Market Research in the Hagley Library." Digest: A Journal of Foodways and Culture 2 (Summer 2013).
- December 2015
- Case
Negotiating the Path of Abraham, 2015 Progress and Challenges
The Abraham Path board reviews the last five years and seeks to frame and act on its major strategic, negotiating, and operational challenges going forward. The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism following Abraham's path... View Details
Sebenius, James K. "Negotiating the Path of Abraham, 2015 Progress and Challenges." Harvard Business School Case 916-027, December 2015.
- June 1995 (Revised August 1998)
- Case
Welsh Water (E): General Information and Confidential Instructions for Pat Cooper, Lead Negotiator for NUPE
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (E): General Information and Confidential Instructions for Pat Cooper, Lead Negotiator for NUPE." Harvard Business School Case 895-044, June 1995. (Revised August 1998.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (D): General Information and Confidential Instructions for Sam Johnson, Lead Negotiator for SWAB
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (D): General Information and Confidential Instructions for Sam Johnson, Lead Negotiator for SWAB." Harvard Business School Case 895-043, June 1995. (Revised August 1998.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (C): General Information and Confidential Instructions for Chris Smith, Lead Negotiator for NALGO
This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details
Robinson, Robert J. "Welsh Water (C): General Information and Confidential Instructions for Chris Smith, Lead Negotiator for NALGO." Harvard Business School Case 895-042, June 1995. (Revised August 1998.)
- Article
Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences
By: M. H. Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni
Bazerman, M. H., A. E. Tenbrunsel, and K. A. Wade-Benzoni. "Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences." Academy of Management Review 23, no. 2 (April 1998): 225–241.
- January 2006
- Case
Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)
By: James K. Sebenius, Ellen Knebel and Erin Egan
Summarizes the background and career highlights of Jack Valenti, longtime head of the Motion Picture Association of America and the Motion Picture Association. Sets up three difficult negotiation challenges facing Valenti over a rating system for movies, the financial... View Details
Keywords: Decision Making; Film Entertainment; Television Entertainment; Negotiation; Problems and Challenges; United States
Sebenius, James K., Ellen Knebel, and Erin Egan. "Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)." Harvard Business School Case 906-025, January 2006.