Publications

September 2017 (Revised March 2019)
Supplement

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)

By: James K. Sebenius and Laurence A. Green

In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details

Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States

November 2008
Case

The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China

By: James K. Sebenius, Michael Shih-ta Chen and Medha Samant

To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant... View Details

Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Interests; Cooperation; Expansion; Utilities Industry; Hong Kong

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

By: James K. Sebenius

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System

The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform competition in a setting where prices are determined by negotiations between platforms and businesses. We compile a... View Details

Jun 03 2016
Interview

A Tactical Game Plan for Making the Best M&A Deal

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

By: James K. Sebenius

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details

Keywords: Transformation; Information Management; Negotiation Deal; System

01 Jun 2004
News

An Ethical Fitness Quiz for Negotiators

Shady dealings at the negotiating table may work in the short term, but in the end, you’ll undermine trust and tarnish your reputation, warns HBS professor Michael A. Wheeler in the March issue of... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

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

August 2013
Teaching Plan

Remicade-Simponi

By: Guhan Subramanian and Charlotte Krontiris

This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies... View Details

Keywords: Johnson ＆ Johnson; Merck; Negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry

16 Feb 2011
Working Paper Summaries

Naivete and Cynicism in Negotiations and Other Competitive Contexts

Keywords: by Chia-Jung Tsay, Lisa L. Shu & Max H. Bazerman

October 2021
Case

Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

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

June 1995 (Revised August 1998)
Case

Welsh Water (E): General Information and Confidential Instructions for Pat Cooper, Lead Negotiator for NUPE

This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details

Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales

June 1995 (Revised August 1998)
Case

Welsh Water (D): General Information and Confidential Instructions for Sam Johnson, Lead Negotiator for SWAB

This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details

Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales

June 1995 (Revised August 1998)
Case

Welsh Water (C): General Information and Confidential Instructions for Chris Smith, Lead Negotiator for NALGO

This is a four-player negotiation simulation in which a newly-privatized British water utility must deal with contentious unions and national collective-bargaining agreements. Explores the question of coalitions and multi-lateral negotiations, and the value of... View Details

Keywords: Negotiation; Privatization; Labor Unions; Utilities Industry; Wales

Web

Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog

HBS Course Catalog Advanced Negotiation: Great Dealmakers, Diplomats, and Deals Course Number 2261 Professor James Sebenius Spring; Q3Q4; 3.0 credits Exam or Paper Requirements : active, insightful class and View Details

07 Apr 2014
Working Paper Summaries

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Keywords: by James K. Sebenius

01 May 2014
Working Paper Summaries

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Keywords: by James K. Sebenius

May 2008
Teaching Note

Lion Capital and the Blackstone Group: The Orangina Deal (TN)

By: G. Felda Hardymon, Josh Lerner and Ann Leamon

Teaching Note for [807005]. View Details

Keywords: Private Equity; Bids and Bidding; Negotiation Deal; Valuation; Financial Services Industry; Food and Beverage Industry