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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)
- Article
Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"
Why, if an outcome is in the interests of both sides, should it not be negotiated rather than unilaterally imposed? This comment offers additional reasons to prefer negotiation (beyond those adduced in the original article) over unilateral action, even where such... View Details
Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
- 2019
- Working Paper
How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS
A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
- 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.
- August 1992
- Article
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
By: M. A. Neale and Max Bazerman
Neale, M. A., and Max Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." Academy of Management Executive 6, no. 3 (August 1992): 42–51.
- 2003
- Book
Negotiation Analysis: The Science and Art of Collaborative Decision Making
By: Howard Raiffa, John Richardson and David Metcalfe
Raiffa, Howard, John Richardson, and David Metcalfe. Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge: Harvard University Press, 2003.
- August 2015 (Revised January 2017)
- Background Note
Evolving Trends in Global Trade
By: Dante Roscini and Annelena Lobb
The note, while not intended to be historically comprehensive, explores the regulation of international trade from the period after World War II to developments in 2010, focusing on shifts in trade theory and policy as well as economic benefits and disadvantages... View Details
Keywords: Trade Negotiations; Development Economics; Developing Countries and Economies; Governance; Negotiation; Globalization; Trade; Policy; History; Europe; Latin America; North and Central America; Asia; Africa; China
Roscini, Dante, and Annelena Lobb. "Evolving Trends in Global Trade." Harvard Business School Background Note 716-024, August 2015. (Revised January 2017.)
- December 1998 (Revised May 1999)
- Exercise
Negotiating Peace Accords in Bellicoso for the Leader of the Student Revolutionary Front (SRF): 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 Student Revolutionary Front (SRF): General Instructions and Confidential Information." Harvard Business School Exercise 899-094, December 1998. (Revised May 1999.)
- May 1995 (Revised May 1998)
- Case
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)
Rhone-Poulenc wished to acquire a new permit, but local residents who were concerned about health issues threatened to block the permit. View Details
Keywords: Health; Rights; Negotiation; Conflict of Interests; Social Issues; Chemical Industry; United States
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)." Harvard Business School Case 895-062, May 1995. (Revised May 1998.)
- 14 Apr 2016
- News
Why Women Can't Negotiate Their Way Out of the Wage Gap
- 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.)
- June 1995 (Revised August 1998)
- Case
Welsh Water (B): General Information and Confidential Instructions for M. Harrington, Lead Negotiator for Welsh Water
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 (B): General Information and Confidential Instructions for M. Harrington, Lead Negotiator for Welsh Water." Harvard Business School Case 895-041, June 1995. (Revised August 1998.)
- 17 Jun 2014
- News
Amazon Is Not Invincible
- 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.
- 1991
- Chapter
Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming
Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
- April 10, 2019
- Article
Rupert Murdoch, the NFL, and the Negotiation That Remade TV
Sebenius, James K. "Rupert Murdoch, the NFL, and the Negotiation That Remade TV." Harvard Business Review (website) (April 10, 2019).
- May 1995
- Supplement
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)
Supplements the (A) case. View Details
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)." Harvard Business School Supplement 895-063, May 1995.