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  • All HBS Web  (3,201)
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    • News  (639)
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Show Results For

  • All HBS Web  (3,201)
    • People  (4)
    • News  (639)
    • Research  (2,153)
    • Events  (5)
    • Multimedia  (58)
  • Faculty Publications  (1,756)
← Page 31 of 3,201 Results →
  • 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
Citation
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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.
  • 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.)
  • 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
Citation
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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
Citation
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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.
  • 2010
  • Case

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

By: James K. Sebenius
Keywords: Negotiation; Negotiation Process
Citation
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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.
  • May 1995 (Revised May 1998)
  • Case

Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)

By: Michael A. Wheeler
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
Citation
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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.)
  • 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 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
Citation
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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.)
  • 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.)
  • 14 Apr 2016
  • News

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

  • December 2017 (Revised March 2022)
  • Teaching Note

La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B)

By: Christine L. Exley, John Beshears and Alison Wood Brooks
Teaching Note for cases 918-014 and 918-015. View Details
Keywords: Negotiation; Power; Apology; Negotiation Process; Microfinance; Power and Influence; Situation or Environment
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Exley, Christine L., John Beshears, and Alison Wood Brooks. "La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B)." Harvard Business School Teaching Note 918-016, December 2017. (Revised March 2022.)
  • 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.
  • 26 Nov 2024
  • News

How Entertainment Lawyer John Branca Negotiated for the Beatles Songs Catalog

  • Article

Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences

By: M. H. Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni
Keywords: Negotiation; Conflict and Resolution; Management; Decision Choices and Conditions
Citation
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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

By: James K. Sebenius
Keywords: Alliances; Negotiation; Climate Change; Success; Environmental Sustainability
Citation
Related
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

By: James K. Sebenius
Citation
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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)

By: Michael A. Wheeler
Supplements the (A) case. View Details
Keywords: Chemical Industry; United States
Citation
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Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)." Harvard Business School Supplement 895-063, May 1995.
  • 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
Related
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.
  • February 2024
  • Supplement

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

By: Zoë B. Cullen
Citation
Related
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
Citation
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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.
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