Publications

Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community

February 1999 (Revised November 2009)
Case

Michael Brown: Negotiating Slots at Foxwoods (A)

The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details

Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut

Educators

Purchase

January 1997
Case

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details

Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy

spring 1991
Article

Designing Negotiations toward a New Regime: The Case of Global Warming

Keywords: Negotiation; Design; Global Range; Environmental Sustainability

February 2004
Article

Negotiating in Three Dimensions

Keywords: Negotiation

2001
Chapter

Dealmaking Essentials

Keywords: Negotiation

1993
Chapter

The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming

Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations

June 28, 2011
Article

Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates

By: Katherine L Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian

We evaluate the results of a field experiment designed to measure the effect of prompts to form implementation intentions on realized behavioral outcomes. The outcome of interest is influenza vaccination receipt at free on-site clinics offered by a large firm to its... View Details

Keywords: Behavioral Economics; Nudge; Libertarian Paternalism; Public Health; Flu Shot; Behavior; Consumer Behavior; Health Care and Treatment; Cognition and Thinking

Article

Megastudies Improve the Impact of Applied Behavioural Science

By: Katherine L. Milkman, Dena Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Pepi Pandiloski, Yeji Park, Aneesh Rai, Max Bazerman, John Beshears, Lauri Bonacorsi, Colin Camerer, Edward Chang, Gretchen Chapman, Robert Cialdini, Hengchen Dai, Lauren Eskreis-Winkler, Ayelet Fishbach, James J. Gross, Samantha Horn, Alexa Hubbard, Steven J. Jones, Dean Karlan, Tim Kautz, Erika Kirgios, Joowon Klusowski, Ariella Kristal, Rahul Ladhania, Jens Ludwig, George Loewenstein, Barbara Mellers, Sendhil Mullainathan, Silvia Saccardo, Jann Spiess, Gaurav Suri, Joachim H. Talloen, Jamie Taxer, Yaacov Trope, Lyle Ungar, Kevin G. Volpp, Ashley V. Whillans, Jonathan Zinman and Angela L. Duckworth

Policy-makers are increasingly turning to behavioural science for insights about how to improve citizens’ decisions and outcomes. Typically, different scientists test different intervention ideas in different samples using different outcomes over different time... View Details

Keywords: Policy Making; Behavioral Science; Behavior; Change; Decision Making; Policy

April 16, 2021
Article

A Playbook for Negotiators in the Social Media Era

By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy

The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness... View Details

Keywords: Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America

10 Mar 2015
First Look

First Look: March 10

http://amr.aom.org.ezp-prod1.hul.harvard.edu/content/early/2015/02/10/amr.2015.0042.abstract February 2015 American Economic Review: Papers and Proceedings Liquidity in Retirement Savings Systems: An International Comparison By: Beshears, John, View Details

Keywords: Carmen Nobel

2023
Article

A Randomized Trial of Behavioral Nudges Delivered through Text Messages to Increase Influenza Vaccination among Patients with an Upcoming Primary Care Visit

By: Mitesh S. Patel, Katherine L. Milkman, Linnea Gandhi, Heather N. Graci, Dena Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Seung Hyeong Lee, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth

Purpose: To evaluate if nudges delivered by text message prior to an upcoming primary care visit can increase influenza vaccination rates.
Design: Randomized, controlled trial.
Setting: Two health systems in the Northeastern US between September 2020 and... View Details

Keywords: Vaccination; Health Care and Treatment; Interpersonal Communication; Communication Technology; Behavior; Health Industry

2016
Working Paper

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

By: James K. Sebenius, Laurence A. Green and Eugene B. Kogan

Following a brief summary of Henry A. Kissinger’s career, this paper describes six of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People’s Republic of China, the easing of geopolitical tension with the Soviet Union,... View Details

Keywords: Kissinger; Bargaining; Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Coercive Diplomacy; Negotiation; International Relations; Personal Development and Career; United States

SSRN

24 Jun 2014
First Look

First Look: June 24

clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede future sovereign debt restructurings View Details

Keywords: Sean Silverthorne

Research Summary

3D Negotiaton

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

2000
Other Unpublished Work

Dealmaking Essentials: Creating and Claiming Value for the Long Term

Keywords: Negotiation Deal; Value Creation

April 2001
Article

Six Habits of Merely Effective Negotiators

Keywords: Negotiation

21 Jan 2021
Talk

Great Negotiators: Learning from Critical Moments

April 10, 2019
Article

Rupert Murdoch, the NFL, and the Negotiation That Remade TV

2017
Working Paper

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

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: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics

SSRN