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  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)

Show Results For

  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)
← Page 7 of 495 Results →
  • January 2013
  • Article

Level Two Negotiations: Helping the Other Side Meet Its 'Behind-the-Table' Challenges

By: James K. Sebenius
A long analytic tradition has explored the challenge of productively synchronizing "internal" with "external" negotiations, with a special focus on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work... View Details
Keywords: James Baker; Internal Negotiation; Dispute Resolution; Bargaining; Two-level Games; Negotiation; Germany; United States
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Sebenius, James K. "Level Two Negotiations: Helping the Other Side Meet Its 'Behind-the-Table' Challenges." Negotiation Journal 29, no. 1 (January 2013): 7–21.
  • 2016
  • Working Paper

Henry Kissinger's Negotiation Campaign to End the Vietnam War

By: James K. Sebenius and Eugene B. Kogan
President Richard M. Nixon was elected in 1968 with the widespread expectation that he would bring about an end to the costly and unpopular war in Vietnam. The task largely fell to National Security Adviser Henry Kissinger. When the negotiations began, North Vietnam... View Details
Keywords: Kissinger; Negotiation; Negotiation Campaign; Bargaining; Diplomacy; Coercive Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Negotiation Process; War; Negotiation Types; International Relations; Negotiation Deal; Viet Nam; United States
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Sebenius, James K., and Eugene B. Kogan. "Henry Kissinger's Negotiation Campaign to End the Vietnam War." Harvard Business School Working Paper, No. 17-053, December 2016.
  • 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
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Sebenius, James K., Laurence A. Green, and Eugene B. Kogan. "Henry A. Kissinger as Negotiator: Background and Key Accomplishments." Harvard Business School Working Paper, No. 15-040, November 2014. (Revised December 2016.)
  • September 2017 (Revised April 2022)
  • Case

Tempur Sealy International (A)

By: Benjamin C. Esty and Lauren G. Pickle
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
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Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)
  • September 2017 (Revised April 2022)
  • Supplement

Tempur Sealy International (A)

By: Benjamin C. Esty
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
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Esty, Benjamin C. "Tempur Sealy International (A)." Harvard Business School Spreadsheet Supplement 718-801, September 2017. (Revised April 2022.)
  • April 2022
  • Teaching Note

Tempur Sealy International (A, B & C)

By: Benjamin C. Esty and Daniel Fisher
Teaching Note for HBS Case Nos. 718-422, 718-423, and 718-424. The cases explore the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms... View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Private Equity; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Leadership; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Distribution; Negotiation; Industry Structures; Customers; Relationships; Distribution Industry; Manufacturing Industry; Retail Industry; Consumer Products Industry; United States; South Africa
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Esty, Benjamin C., and Daniel Fisher. "Tempur Sealy International (A, B & C)." Harvard Business School Teaching Note 722-456, April 2022.
  • December 2013 (Revised May 2021)
  • Case

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

By: James K. Sebenius
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
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Sebenius, James K. "Paul Levy: Confronting a 'Corporate Campaign' (A)." Harvard Business School Case 914-020, December 2013. (Revised May 2021.)
  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

her own positive experiences with RLX. While the RLX-Impress negotiation was particularly tricky to get off the ground, establishing trust is critical to achieving success in any negotiation, because all negotiations involve some level of risk. Negotiators usually say... View Details
Keywords: by Deepak Malhotra
  • 30 Jul 2018
  • Research & Ideas

Why Ethical People Become Unethical Negotiators

predict that they will act ethically at the bargaining table.   2. Participating in the negotiation: During this action phase when negotiators are at the table, making decisions about offers, agreements, and concessions, the “want self”... View Details
Keywords: by Dina Gerdeman
  • 29 Sep 2014
  • Research & Ideas

Why Do Outlet Stores Exist?

Why do outlet stores exist? The answer may seem obvious to most shoppers—they are places where companies get rid of factory seconds or outdated merchandise at fire-sale prices. Read: bargains, bargains, bargains. And indeed, that may have been the case when the stores... View Details
Keywords: by Michael Blanding; Apparel & Accessories; Fashion; Retail
  • December 2014
  • Case

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

By: James K. Sebenius and Laurence A. Green
Following a brief summary of Henry A. Kissinger's career, this case describes three 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; Negotiation; Bargaining; Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Israel; Sinai; Egypt; Cold War; Detente; China; Nixon; Conflict Management; Negotiation Types; International Relations; Personal Development and Career; Israel; Egypt; China; United States; Soviet Union
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Sebenius, James K., and Laurence A. Green. "Henry A. Kissinger as Negotiator: Background and Key Accomplishments." Harvard Business School Case 915-020, December 2014.
  • 10 Jul 2012
  • Working Paper Summaries

Communicating Frames in Negotiations

Keywords: by Kathleen L. McGinn & Markus Nöth
  • 07 Apr 2016
  • Working Paper Summaries

Strategic Channel Selection with Online Platforms: An Empirical Analysis of the Daily Deal Industry

Keywords: by Lingling Zhang and Doug J. Chung; Retail
  • 01 Oct 2012
  • Research & Ideas

Better by the Bundle?

Sales can soar when companies bundle products together into one cheaper package—Happy Meal, anyone? Yet a buyer's affinity for such deals comes with a big caveat, according to new research: These groupings are often successful only if the consumer is given the option... View Details
Keywords: by Dina Gerdeman
  • March 2014
  • Technical Note

Drivers of Value Capture

By: Eric Van den Steen
This note introduces a framework for analyzing value capture (through bargaining and pricing) and bargaining advantage (or value capture advantage), i.e., a firm's (superior) ability to capture a share from the value it helps create. View Details
Keywords: Strategy; Competitive Advantage; Competition; Competitive Strategy
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Van den Steen, Eric. "Drivers of Value Capture." Harvard Business School Technical Note 714-488, March 2014.
  • 2021
  • Working Paper

Equilibrium Effects of Pay Transparency

By: Zoë B. Cullen and Bobak Pakzad-Hurson
The public discourse around pay transparency has focused on the direct effect: how workers seek to rectify newly-disclosed pay inequities through renegotiations. The question of how wage-setting and hiring practices of the firm respond in equilibrium has received... View Details
Keywords: Pay Transparency; Online Labor Market; Privacy; Wage Gap; Negotiation; Corporate Disclosure; Compensation and Benefits; Gender
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Cullen, Zoë B., and Bobak Pakzad-Hurson. "Equilibrium Effects of Pay Transparency." Working Paper, June 2021. (Econometrica, Vol 91, No. 3 (May, 2023), 765-802.)
  • 08 Dec 2003
  • Research & Ideas

Is That Really Your Best Offer?

grievances? This article, the first in a series on negotiation dynamics, identifies six ways to more effectively separate fact from fiction at the bargaining table. The focus will be on the interactive quality of the process—specifically,... View Details
Keywords: by Michael Wheeler
  • September 2017 (Revised June 2021)
  • Supplement

Tempur Sealy International (C)

By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (B) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Leadership; Customers; Relationships; Distribution Industry; Manufacturing Industry; United States; South Africa
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Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (C)." Harvard Business School Supplement 718-424, September 2017. (Revised June 2021.)
  • September 2017 (Revised June 2021)
  • Supplement

Tempur Sealy International (B)

By: Benjamin C. Esty and Lauren G. Pickle
Analyzes the commercial relationship between Tempur Sealy and Mattress Firm following the events discussed in the (A) case. View Details
Keywords: Porter's 5 Forces; Bargaining Power; Buyer Power; Customer Power; Supplier Power; Negotiations; Value Capture; Consumer Durables; Consumer Discretionary; Mattresses; B-2-B; Industry Dynamics; Compensation; Corporate Strategy; Business Strategy; Value Creation; Competition; Cooperation; Private Equity; Distribution; Negotiation; Industry Structures; Customers; Relationships; Leadership; Distribution Industry; Manufacturing Industry
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Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (B)." Harvard Business School Supplement 718-423, September 2017. (Revised June 2021.)
  • April 2020 (Revised April 2023)
  • Case

TransDigm in 2017: The Beginning of the End or the End of the Beginning?

By: Benjamin C. Esty and Daniel Fisher
TransDigm was a highly acquisitive company that manufactured a wide range of highly engineered aerospace parts for both military and commercial customers. Over the ten years ending in 2016, its stock price had increased ten times, and both EBITDA and revenues had grown... View Details
Keywords: Value Capturing; Pricing Strategy; Supplier Power; Buyer Power; Porter's Five Forces; Bargaining Power; Aerospace; Acquisition Strategy; Value Drivers; Ethical Behavior; Regulation; Growth Strategy; Business Ethics; Defense; Procurement; Sustainability; Value-Based Business Strategy; Acquisition; Ethics; Private Equity; Financial Strategy; Growth Management; Performance Evaluation; Business Strategy; Competitive Strategy; Horizontal Integration; Value Creation; Competitive Advantage; Monopoly; Aerospace Industry; Air Transportation Industry; United States
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Esty, Benjamin C., and Daniel Fisher. "TransDigm in 2017: The Beginning of the End or the End of the Beginning?" Harvard Business School Case 720-422, April 2020. (Revised April 2023.)
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