• 07 Apr 2014
• Working Paper Summaries

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Keywords: by James K. Sebenius

• January 11, 2023
• Article

Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

By: James K. Sebenius and Michael Singh

While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details

Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia

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Sebenius, James K., and Michael Singh. "Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning." ForeignAffairs.com (January 11, 2023).

• 29 Sep 2016
• News

On Pointe with Leslie John

• 02 Apr 2021
• Research & Ideas

Salary Negotiations: A Catch-22 for Women

much as possible while still allowing many of the benefits of negotiation to come through.” About the Author Kristen Senz is the growth editor of Harvard Business School Working Knowledge. [Image: Shutterstock/Rawpixel.com] How do you... View Details

Keywords: by Kristen Senz

• 01 May 2014
• Working Paper Summaries

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Keywords: by James K. Sebenius

• September 2013
• Case

SafeBlend Fracturing

By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh

The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details

Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry

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Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.

• 30 Sep 2002
• Research & Ideas

Your Crisis Response Plan: The Ten Effective Elements

Organizations inevitably face crises, but few are well prepared to deal with them. The following elements summarize the findings of research and experience about what it takes to respond effectively in crisis situations. The accompanying... View Details

Keywords: by Michael Watkins

• 2015
• Chapter

Negotiations: Statistical Aspects

By: James K. Sebenius

'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details

Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants

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Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.

• March 2008 (Revised August 2017)
• Exercise

The Book Deal: Confidential Instructions for the PUBLISHER

By: Deepak Malhotra and Max H. Bazerman

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details

Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry

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Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the PUBLISHER." Harvard Business School Exercise 908-050, March 2008. (Revised August 2017.)

• 23 Oct 2013
• Research & Ideas

Overcoming Nervous Nelly

than something that has or certainly will happen. "There is the possibility that something bad could happen, and a sense that you don't have control over it," Brooks explains. The Anxious Mind While a little bit of anxiety can be good, helping us View Details

Keywords: by Michael Blanding

• 07 May 2012
• Research & Ideas

The Art of Haggling

I think we're obliged to give our students a realistic picture of how the world can sometimes work." To be effective, he says, negotiators must be adept at both styles of negotiating. That doesn't need to mean going for the jugular,... View Details

Keywords: by Katie Johnston

• 26 Jul 2004
• Research & Ideas

A Better Way to Negotiate: Backward

negotiate in the right order. Sorting Out The Possibilities When Steve Perlman was preparing to launch WebTV in 1996, he faced a critical sequencing dilemma. He had obtained seed funding, developed the... View Details

Keywords: by James K. Sebenius

• March 2008 (Revised August 2017)
• Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman

A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details

Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry

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Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the AGENT." Harvard Business School Exercise 908-051, March 2008. (Revised August 2017.)

• 05 Apr 2016
• First Look

April 5, 2016

for your acquisition, find and evaluate the right prospects, avoid the pitfalls that could derail your search, understand why a "dull" business might be the best investment, negotiate a potential deal with the seller, and avoid... View Details

Keywords: Sean Silverthlorne

• January 2021 (Revised March 2021)
• Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein

In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details

Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Deal; Negotiation Offer; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston

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Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)

• February 2010
• Module Note

Strategies of Influence

By: Deepak Malhotra

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details

Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

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Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.