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  • Winter–Spring 2024
  • Article

Grand Bargain: Negotiating Toward a Better Middle East

By: James K. Sebenius
How can sophisticated negotiation bring about a more peaceful and prosperous Middle East? While a "grand bargain" to accomplish this lofty goal may seem implausible, the potential value of such an agreement would be vast for most Israelis, Palestinians, and key... View Details
Keywords: Negotiation; War; Conflict and Resolution; Israel; West Bank
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  • 2003
  • Book

When You Say Yes But Mean No: How Silencing Conflict Wrecks Relationships and Companies

By: Leslie Perlow
“Saying yes when you really mean no” is a problem that haunts organizations from start-ups to multi-nationals. It exists across industries, levels, and functions. And it’s exacerbated by a down economy, when the fear of losing one’s job is on everybody’s mind and the... View Details
Keywords: Conflict and Resolution; Relationships; Business Ventures
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  • 12 Jan 2016
  • First Look

January 12, 2016

utilize such data are of considerable interest. Unfortunately, existing methods for analyzing the data in such systems ignore the open-ended exploratory nature of such systems that requires the assessment... View Details
Keywords: Carmen Nobel
  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • 16 Dec 2014
  • First Look

First Look: December 16

Soviet Union, symbolized by the signing of the first Strategic Arms Limitation Treaty (SALT I), and the mediation of the agreement on Sinai disengagement between Egypt and... View Details
Keywords: Sean Silverthorne
  • 2014
  • Working Paper

Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal

By: James K. Sebenius
The November 2013 "interim" nuclear deal between Iran and the "P5+1"—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a more comprehensive deal? Or will it drift into... View Details
Keywords: Negotiations; Iran; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; Negotiation; International Relations; France; Germany; Iran; China; Great Britain; United States; Russia
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  • 12 Oct 1999
  • Research & Ideas

Rapid Response: Inside the Retailing Revolution

documented in their book, the authors are optimistic about the future of U.S. apparel and textile firms, even as many other commentators see danger ahead as a result of liberalized global trade View Details
Keywords: by James E. Aisner; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • April 1999
  • Case

Steve Perlman and WebTV (B)

By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
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  • April 1999
  • Case

Steve Perlman and WebTV (A)

By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
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  • November 2022
  • Teaching Note

Proximie: Using XR Technology to Create Borderless Operating Rooms

By: Ariel D. Stern, Alpana Thapar and Menna Hassan
Founded by Nadine Hachach-Haram in 2016, Proximie was a digital medicine platform that used mixed reality and a host of digital audio and visual tools to enable clinicians, proctors, and medical device company personnel to be virtually present in operating rooms (ORs),... View Details
Keywords: Technological Innovation; Business Growth and Maturation; Growth and Development Strategy; Corporate Social Responsibility and Impact; Decision Making; Health Industry; Medical Devices and Supplies Industry
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  • 18 Dec 2007
  • First Look

First Look: December 18, 2007

a player's pay-off from agreement is risky. We find that a risk-averse player typically increases his equilibrium receipts when his pay-off is made risky. This is because the presence of risk makes... View Details
Keywords: Martha Lagace
  • 14 Dec 2010
  • First Look

First Look: Dec. 14

  Working PapersThe Influence of Prior Industry Affiliation on Framing in Nascent Industries: The Evolution of Digital Cameras Authors:Mary J. Benner and Mary Tripsas Abstract New industries sparked by... View Details
Keywords: Sean Silverthorne
  • 09 Dec 2002
  • Research & Ideas

Unilever—A Case Study

many foreign firms have experienced significant and sustained problems in the United States, though it is also possible to counter such reports with case studies of sustained success. 8 During the 1990s a... View Details
Keywords: by Geoffrey Jones; Consumer Products; Entertainment & Recreation; Food & Beverage; Manufacturing; Retail
  • 26 Nov 2013
  • First Look

First Look: November 26

surrounding their adoption. This finding raises the possibility that even though GPs facilitate some value-increasing acquisitions, they do have, on average, an overall negative effect on shareholder wealth; this effect could be due to... View Details
Keywords: Sean Silverthorne
  • 01 Mar 2024
  • News

3-Minute Briefing: Ilana D. Weinstein (MBA 1995)

Weinstein: Standing tall and seeing all of the strategic possibilities in a highly competitive industry. I grew up in New York City and worked in every store along our 10-block radius. I learned how to sell... View Details
Keywords: Edited by Julia Hanna; Photo by Chris Sorensen; search firm; entrepreneurship; hedge funds
  • 19 Dec 2017
  • First Look

New Research and Ideas, December 19, 2017

development of organic wine in countries with different winemaking traditions resulted in little common agreement regarding the definition of “organic” wine. After heated... View Details
Keywords: Carmen Nobel
  • 21 Oct 2014
  • First Look

First Look: October 21

levels of acuity? The case also describes what zoning issues may be faced by developers who seek to build in attractive but challenging neighborhoods. Furthermore, how can a successful operator branch out... View Details
Keywords: Sean Silverthorne
  • 02 Jan 2018
  • First Look

First Look at New Research and Ideas, January 3, 2018

December 4, 2017 Harvard Business Review How a Fast-Growing Startup Built Its Sales Team for Long-Term Success By: Cespedes, Frank V., and David Mattson Abstract—It’s common for leaders of sales teams to focus almost exclusively on... View Details
Keywords: Sean Silverthorne
  • 13 Jan 2015
  • First Look

First Look: January 13

colleges by limiting the number of possible applications. Download working paper: http://www.nber.org/papers/w20774 Does Front-Loading Taxation Increase Savings? Evidence from Roth 401(k) Introductions By:... View Details
Keywords: Sean Silverthorne
  • 01 Oct 2007
  • Research & Ideas

Encouraging Dissent in Decision-Making

in the 1920s, GM president Alfred P. Sloan Jr. said, "Gentlemen, I take it we are all in complete agreement on the subject here." Heads nodded around the table. "Then," continued Sloan, "I propose we postpone... View Details
Keywords: by Garry Emmons