Publications

The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details

Keywords: Games, Gaming, and Gambling; Agreements and Arrangements; Government and Politics; Entertainment and Recreation Industry; Connecticut

November 2006
Case

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel

Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details

Keywords: Negotiation; Distribution Channels; Sales

2018
Book

Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)

As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details

Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States

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2024
Report

Overcoming Barriers to Resolving Gaza and Beyond

As of early January 2024, discussion of the Gaza war heavily focuses on its humanitarian costs, cease fire possibilities, hostage prospects, and “day after” options. Yet what longer-term strategy guides actions on these vital issues while offering a more positive... View Details

Keywords: Negotiation; War; International Relations; Israel; Middle East

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January 2008 (Revised April 2009)
Case

Wyoff and China-LuQuan: Negotiating a Joint Venture (A)

By: James K. Sebenius and Cheng (Jason) Qian

Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details

Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania

April 2013
Article

What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators

Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career... View Details

Keywords: Bargaining; Conflict Resolution; Dealmaking; Negotiation; Personal Development and Career; Conflict and Resolution

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December 2011 (Revised May 2014)
Background Note

Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War

This note provides historical context and background for a challenging negotiation by Col. Joshua Chamberlain of the 20th Maine Regiment of the Union Army during the U.S. Civil War. View Details

Keywords: History; Negotiation; United States

Web

Publications - Institute For Strategy And Competitiveness

activity-based costing to determine open radical cystectomy and ileal conduit surgical episode cost drivers by Janet Baack Kukreja, M.D., M.P.H.a,b, Mohamed A. Seif, M.D.a, Marissa W. Mery, M.D.c, James R.... View Details

Web

Research - Managing the Future of Work

Fuller, Rachel Lipson, Will Dorsey Eden 17 Nov 2020 Report Building the On-Demand Workforce By: Joseph B. Fuller, Manjari Raman, James Palano, Allison Bailey, Nithya Vaduganathan, Elizabeth Kaufman, Reneé Laverdière, and Sibley Lovett NOV... View Details

Awards

Harold and Margaret Sprout Award

Winner of the 1986 Harold and Margaret Sprout Prize presented by International Studies Association for Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement (Harvard University Press, 1984). View Details

December 2013 (Revised May 2021)
Case

Paul Levy: Confronting a 'Corporate Campaign' (A)

Hospital CEO Paul Levy confronts an SEIU unionization drive via a "corporate campaign" aimed at undercutting the hospital's relationships with key internal and external constituencies. Having shepherded one of Boston's top teaching hospitals much of the way through a... View Details

Keywords: Dispute Resolution; Corporate Campaign; Negotiating Campaign; Bargaining; Health Care; Hospitals; Unions; Health Care and Treatment; Negotiation; Strategy; Negotiation Process; Labor Unions; Health Industry; Boston

April 2017
Article

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: Agreements and Arrangements; Negotiation Tactics

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Research Summary

Middle East Negotiation Initiative