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  • All HBS Web  (3,202)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
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← Page 31 of 3,202 Results →
  • Article

Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"

By: James K. Sebenius
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
Keywords: Negotiation; Bargaining; Middle East; Israel; Palestinians; Israel; Palestinian state
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Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
  • 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
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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.)
  • 2019
  • Working Paper

How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

By: James K. Sebenius
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
Keywords: Bargaining; Football; Negotiation; Sports; Media; Negotiation Tactics
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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.
  • 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
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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.
  • June 2009 (Revised August 2014)
  • Teaching Note

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (TN) (A) & (B)

By: Deepak Malhotra
Teaching Note for [906038] and [906039]. View Details
Keywords: Sports Industry
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Malhotra, Deepak. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (TN) (A) & (B)." Harvard Business School Teaching Note 909-061, June 2009. (Revised August 2014.)
  • 08 Feb 2019
  • News

Dems can negotiate and avoid another shutdown by reframing and adding issues

  • 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.
  • 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
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"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.)
  • 2010
  • Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers

By: James K. Sebenius
Keywords: Negotiation; Negotiation Process
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Sebenius, James K. "Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers." Cambridge: Program on Negotiation at Harvard Law School Case, 2010.
  • February 2024
  • Supplement

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

By: Zoë B. Cullen
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Cullen, Zoë B. "Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes." Harvard Business School PowerPoint Supplement 824-170, February 2024.
  • February 2013
  • Teaching Note

Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt (TN)

By: Catherine S. M. Duggan
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Duggan, Catherine S. M. "Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt (TN)." Harvard Business School Teaching Note 713-065, February 2013.
  • December 2003 (Revised April 2004)
  • Case

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

By: Ashish Nanda
Sherif Mityas, recently promoted as project manager at A.T. Kearney, faced a client service challenge in his very first project experience. Mityas had been working closely for six weeks with the management team of the U.S. subsidiary of a Japan-headquartered consumer... View Details
Keywords: Management; Conflict of Interests; Business Subsidiaries; Trust; Consumer Products Industry; Japan; United States
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Nanda, Ashish, and Kelley Elizabeth Morrell. "Sherif Mityas at A.T. Kearney (A): Negotiating a Client Service Predicament." Harvard Business School Case 904-031, December 2003. (Revised April 2004.)

    Negotiating a Better Future—Women and Public Policy Program (WAPPP) Presentation (VIDEO)

    • August 1992
    • Article

    Negotiating Rationally: The Power and Impact of the Negotiator's Frame

    By: M. A. Neale and Max Bazerman
    Keywords: Negotiation; Power and Influence
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    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
    Keywords: Negotiation; Theory; Cooperation; Decision Making
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    Raiffa, Howard, John Richardson, and David Metcalfe. Negotiation Analysis: The Science and Art of Collaborative Decision Making. Cambridge: Harvard University Press, 2003.
    • 14 Apr 2016
    • News

    Why Women Can't Negotiate Their Way Out of the Wage Gap

    • 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
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    Roscini, Dante, and Annelena Lobb. "Evolving Trends in Global Trade." Harvard Business School Background Note 716-024, August 2015. (Revised January 2017.)
    • 26 Nov 2024
    • News

    How Entertainment Lawyer John Branca Negotiated for the Beatles Songs Catalog

    • 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
    Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales
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    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.)
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