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  • All HBS Web  (3,204)
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  • 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
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"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.)
  • 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
Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales
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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
Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales
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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
Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales
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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.)
  • Summer 2013
  • Article

Negotiating Taste: Food Market Research in the Hagley Library

By: Ai Hisano
Citation
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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

By: James K. Sebenius
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
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Sebenius, James K. "Negotiating the Path of Abraham, 2015 Progress and Challenges." Harvard Business School Case 916-027, December 2015.
  • November 16, 2016
  • Article

How to Negotiate After a Staggering Defeat: A Playbook for Democrats

By: Deepak Malhotra
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Malhotra, Deepak. "How to Negotiate After a Staggering Defeat: A Playbook for Democrats." Harvard Business Review (website) (November 16, 2016).
  • December 2003 (Revised April 2004)
  • Case

Sherif Mityas at A.T. Kearney (C): Negotiating a Client Service Predicament

By: Ashish Nanda
Supplements the (A) case. View Details
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Nanda, Ashish, and Kelley Elizabeth Morrell. "Sherif Mityas at A.T. Kearney (C): Negotiating a Client Service Predicament." Harvard Business School Case 904-037, December 2003. (Revised April 2004.)
  • 01 Mar 2017
  • Video

Negotiating Peace in Canada's Largest Rainforest — Wally Eamer (MBA 1979)

  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for the Minister of the Presidency (MOP): 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
Citation
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"Negotiating Peace Accords in Bellicoso for the Minister of the Presidency (MOP): General Instructions and Confidential Information." Harvard Business School Exercise 899-093, December 1998. (Revised May 1999.)
  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for the Minister of the Defense (MOD): 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
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"Negotiating Peace Accords in Bellicoso for the Minister of the Defense (MOD): General Instructions and Confidential Information." Harvard Business School Exercise 899-087, December 1998. (Revised May 1999.)
  • 24 Jun 2014
  • News

Plan Ahead to Think on Your Feet

Keywords: negotiation; tactics
  • 17 Jun 2014
  • News

Amazon Is Not Invincible

Keywords: Amazon; negotiation; Publishing Industries (except Internet); Information
  • February 2024
  • Teaching Note

Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes

By: Zoë B. Cullen
Citation
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Cullen, Zoë B. "Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes." Harvard Business School Teaching Note 824-166, February 2024.
  • May 1978 (Revised October 1994)
  • Supplement

Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors

By: Benson P. Shapiro
Designed as a class hand-out after discussion of the (A) and (B) cases. View Details
Keywords: Auto Industry
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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.)
  • Article

Why Negotiators Should Reveal their Deadlines: Disclosing Weaknesses Can Make you Stronger

By: F. Gino and D. A. Moore
Keywords: Negotiation
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Gino, F., and D. A. Moore. "Why Negotiators Should Reveal their Deadlines: Disclosing Weaknesses Can Make you Stronger." Negotiation and Conflict Management Research 1, no. 1 (February 2008): 77–96.
  • 1989
  • Chapter

Analytic Themes of the U.S. Program on the Processes of International Negotiation

By: James K. Sebenius and Howard Raiffa
Keywords: Negotiation Process; International Relations; United States
Citation
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Sebenius, James K., and Howard Raiffa. "Analytic Themes of the U.S. Program on the Processes of International Negotiation." In Processes of International Negotiation, edited by Frances Mautner-Markhof, 293–303. Boulder, CO: Westview Press, 1989.
  • July 2009
  • Supplement

Tom Muccio: Negotiating the P&G Relationship with Wal-Mart - Video

By: James K. Sebenius and Ellen Knebel
Keywords: Negotiation
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Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart - Video." Harvard Business School Video Supplement 910-703, July 2009.
  • Article

The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation

By: L. Thompson, K. L. McGinn and R. M. Kramer
Keywords: Success; Perception; Negotiation
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Thompson, L., K. L. McGinn, and R. M. Kramer. "The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation." Journal of Experimental Social Psychology 31, no. 6 (November 1995): 467–492.
  • 10 Jul 2014
  • News

A Great Negotiator's Essential Advice

Keywords: negotiation; tactics; preparation
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