Publications

December 2003
Case

George Mitchell in Northern Ireland (A)

By: James K. Sebenius and Daniel F. Curran

Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details

Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States

1990
Chapter

From Cross-Border Corporate Transactions to Environmental Accords

By: James K. Sebenius

Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability

trade agreements with China and other nations, and invested in research and development. He was also effective in streamlining the company’s operations during the recession of the seventies. View Details

Keywords: Fabricated Goods

Web

Terms of Use | HBS Online

. 1. Introduction; Changes Please read these Terms of Use and the other Agreements described immediately below before registering for, accessing or using any portion of the Harvard Business School Online website (the “Site,” which... View Details

Web

Muriel Siebert Collection | Baker Library

extensive knowledge on the topics of finance, banking, the stock market, and the role of women in business. Use the Collection Muriel Siebert Collection guide Muriel Siebert Collection Use Agreement Have questions about Special... View Details

01 Jun 2004
News

Alumni Clubs Click with New Web Services

events are big hits; nontechnical volunteers can build and maintain a club Web site; and the low cost appeals to small clubs with limited resources. HBS signed a long-term agreement last fall with Harris Internet Services, a leading... View Details

Keywords: Margie Kelley; alumni groups; website; Colleges, Universities, and Professional Schools; Educational Services

November 2001 (Revised July 2002)
Case

Discount and Hawkins Critical Moments: Full Transcript

By: Michael A. Wheeler and Gillian Morris

This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an... View Details

Keywords: Agreements and Arrangements; Value Creation; Problems and Challenges; Negotiation Participants; Real Estate Industry

November 1996 (Revised July 1997)
Case

Alexander Plaza

By: Arthur I Segel and William J. Poorvu

In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details

Keywords: Negotiation Tactics; Negotiation Preparation; Agreements and Arrangements; Risk and Uncertainty; Real Estate Industry; Financial Services Industry; District of Columbia

9 AM – 10 AM EDT, 07 Aug 2019
HBS Online

HBS Online Negotiation Mastery

Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: August 7, 2019 - October 2, 2019 View Details

October 2009 (Revised February 2014)
Case

The Kaesong Industrial Complex (A)

By: Dante Roscini, Eric Werker and Han-koo Yeo

Keywords: Country; Risk and Uncertainty; International Relations; Trade; Agreements and Arrangements; Policy; North Korea; South Korea

Web

Alfred D. Chandler Papers | Baker Library

personal library of Alfred Chandler, which includes books he collected for his research and received from colleagues. The books include annotations and notes tucked within the margins. Use the Collection Alfred D. Chandler Papers guide HBS Archives Use View Details

11 Jan 2016
News

Guiding Students to Out-of-School Programs and Resources

became an online business, and seven to eight years later we’re the largest search engine for out-of-school enrichment for students in middle and high school. We have licensing agreements with national partners like Hobsons; we publish... View Details

10 Jan 2017
First Look

First Look at New Research: January 10, 2017

Negotiation Journal BATNAs in Negotiation: Common Errors and Three Kinds of 'No' By: Sebenius, James K. Abstract—The Best Alternative To a Negotiated Agreement (“BATNA”) concept in negotiation has proved to be immensely useful. It is... View Details

Keywords: Sean Silverthorne

20 Feb 2013
Research & Ideas

Big Deal: Reflections on the Megamerger of American and US Airways

agreements or use the threat of such rejection as leverage to obtain financial concessions from lessors and other counterparties. For an airline that leases its planes, this can generate enormous cost savings. This ability to reject or... View Details

Keywords: Re: Rosabeth M. Kanter & Stuart C. Gilson; Air Transportation

01 Oct 1997
News

Terence P. Stewart

Auto Workers in a 1980 case that led to the voluntary restraint agreement with Japan; the bearings industry since the 1970s; and the steel sector in the 1970s and 1980s - as examples where legal intercession in support of... View Details

Keywords: Garry Emmons

01 Dec 2013
News

Faculty Books

a start-up, discuss lean prototyping techniques for hardware, identify costly outsourcing mistakes, provide practical tips on user acquisition, offer branding guidelines, and explain how a choir of angel investors often will sing different parts. The Art of... View Details

06 Aug 2007
Research & Ideas

High Hills, Deep Poverty: Explaining Civil War in Nepal

first stabilized." Iyer explained more in an interview. Martha Lagace: What sparked your interest in Nepal? Lakshmi Iyer: I was in Nepal before the conflict started. It is a beautiful country and it's a real pity they have descended into civil war. A peace View Details

Keywords: by Martha Lagace

June 2011
Supplement

Q and A Sessions with Akhil Gupta, Deputy Group CEO and Managing Director of Bharti Enterprises

This tape includes the highlights of question and answer sessions with Akhil Gupta, Deputy Group CEO and Managing Director of Bharti Enterprises, one of the largest mobile phone companies in India. The video focuses on the challenges and lessons learned from Bharti's... View Details

Keywords: Management; Mobile and Wireless Technology; Job Cuts and Outsourcing; Agreements and Arrangements; Innovation and Invention; Telecommunications Industry; India