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  • 18 Apr 2016
  • News

The Cost of Leaning-in

  • April 2017
  • Teaching Note

Golden Rule

By: Andrew Wasynczuk
Jim Golden wants to radically change how catastrophic trucking accident lawsuit claims are handled by his trucking company. He wants to “do the right thing” for both the claimant and his company. Golden is a former litigator with 16 years of experience defending... View Details
Keywords: Business Ethics; Business Law; Law; Executives; Management Education; Management; Negotiator's Dilemma; Negotiations; Value; Moral Compass; Moral Leadership; Lawsuits and Litigation; Ethics; Moral Sensibility; Corporate Accountability; Negotiation; Conflict and Resolution; Value Creation
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  • 2013
  • Book

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
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  • January 2017
  • Case

Bayer AG: Bidding to Win Merck's OTC Business

By: Benjamin C. Esty, Marc Baaij and Arjen Mulder
Shortly after submitting their best and final offer to acquire Merck's Consumer Care Division (a collection of "over-the-counter" (OTC) products with sales totaling $2 billion), the Bayer M&A team was given a chance to revise their bid because another potential... View Details
Keywords: Acquisition; Bidding Strategy; Valuing Synergies; Negotiations; Corporate Strategy; Business Unit Strategy; Bidding Process; Discounted Cash Flow; Cross-border M＆A; Tax Shields; Valuation; Competitive Strategy; Auctions; Bids and Bidding; Germany; United States; United Kingdom
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  • January 2017
  • Supplement

Bayer AG: Bidding to Win Merck's OTC Business

By: Benjamin C. Esty, Marc Baaij and Arjen Mulder
Keywords: Acquisition; Bidding Strategy; Valuing Synergies; Negotiations; Corporate Strategy; Business Unit Strategy; Bidding Process; Discounted Cash Flow; Cross-border M＆A; Tax Shields; Valuation; Competitive Strategy; Auctions; Germany; United States; United Kingdom
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  • May 06 2021
  • Tout

Earn a Certificate of Management Excellence

    James K. Sebenius

    JAMES K. (“Jim”) SEBENIUS, is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced... View Details

    • 05 Dec 2016
    • Research & Ideas

    How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

    indicates that many people who palter see nothing wrong with it, whereas people on the receiving end feel scammed. People who palter may gain some ground in negotiating a better deal for themselves in the short run, but if their cunning... View Details
    Keywords: by Dina Gerdeman
    • 02 Apr 2021
    • Research & Ideas

    Salary Negotiations: A Catch-22 for Women

    The higher a woman rises through a company’s ranks, the more backlash she faces if she negotiates her salary assertively—a phenomenon that contributes to the wide gender gap in the C-suite, new research suggests. By analyzing data from... View Details
    Keywords: by Kristen Senz
    • September 2017 (Revised June 2021)
    • Supplement

    Tempur Sealy International (C)

    By: Benjamin C. Esty and Lauren G. Pickle
    Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case. View Details
    Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
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    • September 2017 (Revised June 2021)
    • Supplement

    Tempur Sealy International (B)

    By: Benjamin C. Esty and Lauren G. Pickle
    Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case. View Details
    Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
    Related

      Deepak Malhotra

      Deepak Malhotra's teaching, research and advisory work is focused on negotiation, deal-making and conflict resolution. In 2020, Deepak was named MBA Professor of the Year by Poets & Quants. He has won... View Details

      • December 2002 (Revised February 2005)
      • Case

      Cap Gemini Ernst & Young (A): A Global Merger

      By: Ashish Nanda
      French IT consulting giant Cap Gemini is poised to purchase the consulting arm of Ernst & Young, a U.S.-based Big 5 accounting firm. In doing so, many differences need to be resolved, including negotiating with Ernst & Young entities all over the world as well as... View Details
      Keywords: Negotiation; Multinational Firms and Management; Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Information Technology Industry; Consulting Industry; France
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        Michael A. Wheeler

        Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation... View Details

        Keywords: arts; construction; e-commerce industry; energy; federal government; green technology; internet; legal services; nonprofit industry; petroleum; pharmaceuticals; publishing industry; real estate; service industry; sports; state government; utilities
        • April 2017
        • Article

        BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

        By: James K. Sebenius
        The Best Alternative to a Negotiated Agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
        Keywords: Agreements and Arrangements; Negotiation Tactics
        Related
        • 09 Mar 2017
        • HBS Seminar

        Christine Exley, Harvard Business School

        • 07 May 2012
        • Research & Ideas

        The Art of Haggling

        openly reveal their own interests from the get-go. The seller learns that the buyer plans to use the cottage only in the summer, and in the course of negotiation agrees to look after the property in the off-season. Here both sides win:... View Details
        Keywords: by Katie Johnston
        • July 2012 (Revised April 2013)
        • Case

        Peter Jepsen

        By: Howard H. Stevenson, Michael J. Roberts and James M. Sharpe
        About to break bank covenants, Peter Jepsen has to deal with a contentious prior owner, improve profitability and staff appropriately all while maintaining credibility with his investors, in the furniture hardware company he has owned for less than a year. View Details
        Keywords: Acquisitions; Bankruptcy; Crisis Management; Entrepreneurial Management; Entrepreneurial Finance; Financial Crisis; Turnarounds; Financial Distress; Negotiation; Entrepreneurs; Bank Loan; Search Funds; Liquidation; Boards Of Directors; Ethics; Insolvency and Bankruptcy; Acquisition; Entrepreneurship; Manufacturing Industry; United States
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        • July 1992
        • Case

        Riverside and DEC: Riverside Lumber Confidential Instructions

        By: Howard Raiffa and Thomas T. Weeks
        A two-party, integrative, negotiation exercise involving several pre-specified issues to be resolved. Each party is given a pre-specified scoring system in monetary units. Side payments, within limits are possible. Face-to-face negotiations take place with no... View Details
        Keywords: Natural Environment; Government and Politics; Pollutants; Negotiation Types; Negotiation Process; Forestry Industry
        Related
        • 2014
        • Working Paper

        Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'

        By: Laurence A. Green and James K. Sebenius
        Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
        Keywords: Negotiation; Trade; United States; Singapore
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