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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 (1,756)
- 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.
- 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
"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
"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
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.
- 1989
- Chapter
Analytic Themes of the U.S. Program on the Processes of International Negotiation
By: James K. Sebenius and Howard Raiffa
- 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
- July 2009
- Supplement
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart - Video
By: James K. Sebenius and Ellen Knebel
Keywords: Negotiation
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
"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
- Supplement
Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes
By: Zoë B. Cullen
- February 2013
- Teaching Note
Negotiating Trust: Borrowers, Lenders, and the Politics of Household Debt (TN)
By: Catherine S. M. Duggan
- 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
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.)
- 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.
- 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
Roscini, Dante, and Annelena Lobb. "Evolving Trends in Global Trade." Harvard Business School Background Note 716-024, August 2015. (Revised January 2017.)
- 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.)