Filter Results:
(496)
Show Results For
- All HBS Web
(496)
- News (69)
- Research (383)
- Events (5)
- Multimedia (4)
- Faculty Publications (238)
Show Results For
- All HBS Web
(496)
- News (69)
- Research (383)
- Events (5)
- Multimedia (4)
- Faculty Publications (238)
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details
Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
- August 2023
- Article
Financing the Litigation Arms Race
By: Samuel Antill and Steven R. Grenadier
Using a dynamic real-option model of litigation, we show that the increasingly popular practice of third-party litigation financing has ambiguous implications for total ex-post litigant surplus. A defendant and a plaintiff bargain over a settlement payment. The... View Details
Keywords: Litigation Financing; Dynamic Bargaining; Real Options; Lawsuits and Litigation; Financing and Loans
Antill, Samuel, and Steven R. Grenadier. "Financing the Litigation Arms Race." Journal of Financial Economics 149, no. 2 (August 2023): 218–234.
- October 2021
- Supplement
Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)
By: James K. Sebenius and Alex Green
When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
- October 2013 (Revised August 2015)
- Supplement
Outotec (B): Action Plan
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (B): Action Plan." Harvard Business School Supplement 514-065, October 2013. (Revised August 2015.)
- October 2013 (Revised August 2015)
- Case
Outotec (A): Project Capture
By: Robert J. Dolan and Doug J. Chung
Outotec was a market leader in providing mining solutions to large mining companies. The company’s specialization and proprietary technology created value for its customers and helped the firm differentiate from its competitors. Yet, Outotec was not pricing or... View Details
Keywords: Value-based Pricing; Bargaining Power Of Buyers; Marketing; Segmentation; Price; Policy; Sales; Management; Value Creation; Mining Industry
Dolan, Robert J., and Doug J. Chung. "Outotec (A): Project Capture." Harvard Business School Case 514-064, October 2013. (Revised August 2015.)
- November 2021
- Supplement
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
- November 2021
- Case
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
- November 2021
- Case
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
- 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
Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
- November 2012
- Article
Are You Ready for the 'Hardest Question'?
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the... View Details
Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
- January 2025
- Supplement
Colbún’s Angostura Dam Project (B)
By: James K. Sebenius and Nicolas Andrade
The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... View Details
- November 2021
- Supplement
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-007); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship
- Article
Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
- December 2013
- Supplement
Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (B)
By: James K. Sebenius and Laurence A. Green
This case carefully traces the process by which Stuart Eizenstat handled the negotiation challenges outlined in "Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (A)". It describes the outcome of the Swiss negotiations and briefly sketches... View Details
Keywords: Bargaining; Conflict Resolution; Disputes; Mediation; Dispute Resolution; Governance; History; Negotiation; Business and Government Relations; Banking Industry; Insurance Industry; Switzerland; Germany; Austria; France; Israel
Sebenius, James K., and Laurence A. Green. "Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (B)." Harvard Business School Supplement 914-026, December 2013.
- February 2013
- Article
Learning from Roger Fisher
Roger Fisher's career and writings not only offer lessons about negotiation but also about how an academic, especially in a professional school such as law or business, can make an important, positive difference in the world. By his relentless engagement in vexing... View Details
Sebenius, James K. "Learning from Roger Fisher." Harvard Law Review 126, no. 4 (February 2013): 893–898.
- 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
Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Harvard Business School Working Paper, No. 17-055, December 2016. (Revised March 2017, a version of this article is forthcoming in the Negotiation Journal, April 2017.)
- 2017
- Working Paper
Investment Timing with Costly Search for Financing
By: Samuel Antill
I develop a dynamic model of investment timing in which firms must first choose when to search for external financing. Search is costly and the arrival of investors is uncertain, leading to delay in financing and investment. Depending on parameters, my model can... View Details
Keywords: Real Options; Search And Bargaining; Time-varying Financial Conditions; Investment; Venture Capital; Mathematical Methods
Antill, Samuel. "Investment Timing with Costly Search for Financing." Working Paper, December 2017.
- February 2017 (Revised February 2022)
- Background Note
Creating and Sustaining Competitive Advantage
This note gives students a systematic and comprehensive framework for analyzing and developing competitive advantage. It pays explicit attention to both creating and sustaining advantage and considers both alignment and assets as sources of advantage. View Details
Keywords: Scope; Scale; Competitive Dynamics; Value Proposition; Bargaining Power; Competitive Advantage; Assets; Alignment; Business Strategy; Design
Van den Steen, Eric. "Creating and Sustaining Competitive Advantage." Harvard Business School Background Note 717-479, February 2017. (Revised February 2022.)
- Article
Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"
Why, if an outcome is in the interests of both sides, should it not be negotiated rather than unilaterally imposed? This comment offers additional reasons to prefer negotiation (beyond those adduced in the original article) over unilateral action, even where such... View Details
Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
- January 2025 (Revised January 2025)
- Case
Colbún’s Angostura Dam Project (A)
By: James K. Sebenius and Nicolas Andrade
The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... View Details