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  • All HBS Web  (3,424)
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  • April 1980 (Revised March 1987)
  • Supplement

1979 Automobile Negotiations (B)

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Bourdon, Clinton C. "1979 Automobile Negotiations (B)." Harvard Business School Supplement 680-126, April 1980. (Revised March 1987.)
  • 31 Mar 2020
  • Cold Call Podcast

Controlling the Emotion of Negotiation

Keywords: Re: Leslie K. John; Real Estate
  • March 24, 2014
  • Article

Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran

By: James K. Sebenius
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
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Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
  • Book Review

Negotiating with Iran: Cultural and Historical Insights

By: James K. Sebenius
In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details
Keywords: National Security; Negotiation; Power and Influence; Iran; United States
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Sebenius, James K. "Negotiating with Iran: Cultural and Historical Insights." Negotiation Journal 27, no. 4 (October 2011): 493–497.
  • November 1999
  • Case

Doyle's Dealmaking Dilemma: Negotiating the Job Search

By: James K. Sebenius
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
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Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
  • January 2007 (Revised January 2010)
  • Case

Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel
Describes the retailer-supplier negotiations of Tom Muccio, one of the earlier Proctor & Gamble (P&G) employees to be based in Bentonville, Arkansas, in negotiating the early operational components of the supplier-retailer partnership between P&G and Wal-Mart in the... View Details
Keywords: Negotiation Process; Supply Chain Management; Partners and Partnerships; Conflict and Resolution; Bentonville
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Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)." Harvard Business School Case 907-013, January 2007. (Revised January 2010.)
  • March 1984
  • Supplement

Doug Heath Negotiations (D)

By: Paul A. Vatter
Keywords: Negotiation
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Vatter, Paul A. "Doug Heath Negotiations (D)." Harvard Business School Supplement 684-059, March 1984.
  • March 1984
  • Case

Doug Heath Negotiations (A)

By: Paul A. Vatter
Keywords: Negotiation
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Vatter, Paul A. "Doug Heath Negotiations (A)." Harvard Business School Case 684-056, March 1984.
  • March 1984
  • Supplement

Doug Heath Negotiations (B)

By: Paul A. Vatter
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Vatter, Paul A. "Doug Heath Negotiations (B)." Harvard Business School Supplement 684-057, March 1984.
  • April 1980 (Revised July 1986)
  • Case

1979 Automobile Negotiations (A)

Citation
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Bourdon, Clinton C. "1979 Automobile Negotiations (A)." Harvard Business School Case 680-125, April 1980. (Revised July 1986.)
  • September 1983 (Revised April 1984)
  • Case

1982 Automobile Negotiations (B)

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McCormick, Janice. "1982 Automobile Negotiations (B)." Harvard Business School Case 484-011, September 1983. (Revised April 1984.)
  • September 1983 (Revised April 1984)
  • Case

1982 Automobile Negotiations (A)

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McCormick, Janice. "1982 Automobile Negotiations (A)." Harvard Business School Case 484-010, September 1983. (Revised April 1984.)
  • February 1999 (Revised November 2009)
  • Case

Michael Brown: Negotiating Slots at Foxwoods (A)

By: James K. Sebenius
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
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Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (A)." Harvard Business School Case 899-234, February 1999. (Revised November 2009.)
  • October 2005 (Revised February 2007)
  • Background Note

Negotiating Your Entry into Your Family Business

By: John A. Davis
Provides guidance to junior generation members of a business family concerning negotiating their entry into their family's business. View Details
Keywords: Family Business
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Davis, John A. "Negotiating Your Entry into Your Family Business." Harvard Business School Background Note 806-062, October 2005. (Revised February 2007.)
  • April 2002
  • Article

Caveats for Cross-Border Negotiators

By: James K. Sebenius
Keywords: Negotiation; Global Range
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Sebenius, James K. "Caveats for Cross-Border Negotiators." Negotiation Journal 18, no. 2 (April 2002): 121–133.
  • 1994
  • Chapter

Conflict Management and Negotiation

By: J. Polzer and M. Neale
Keywords: Conflict Management; Negotiation
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Polzer, J., and M. Neale. "Conflict Management and Negotiation." In Health Care Management: Organization Design and Behavior, edited by S. Shortell and A. Kaluzny. Albany, NY: Delmar Publishers, 1994.
  • October 2019 (Revised January 2020)
  • Case

John Branca: Negotiating Michael Jackson's Thriller (A)

By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
  • February 2011
  • Article

Bounded Ethicality in Negotiations

By: Max Bazerman
Routine and persistent acts of dishonesty prevail in everyday life, yet most people resist shining a critical moral light on their own behavior, thereby maintaining and oftentimes inflating images of themselves as moral individuals. We overview the psychology that... View Details
Keywords: Behavior; Values and Beliefs; Strategy; Goals and Objectives; Reputation; Negotiation; Moral Sensibility
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Bazerman, Max. "Bounded Ethicality in Negotiations." Negotiation and Conflict Management Research 4, no. 1 (February 2011): 8–11.
  • October 2009
  • Supplement

Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

By: James K. Sebenius and Ellen Knebel
This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details
Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry
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Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)." Harvard Business School Supplement 910-005, October 2009.
  • August 2008 (Revised April 2012)
  • Supplement

Real Property Negotiation Game (B): Seller, Raleigh Commons

By: Arthur I Segel and John H. Vogel, Jr.
The Real Property Negotiation Game simulates the experience negotiating the sale, purchase, or financing of a property. The class competes as either a lender, buyer, or one of two groups of sellers, Raleigh, North Carolina and Las Vegas, Nevada. The seller case,... View Details
Keywords: Negotiation; Property; Price; Sales; Market Transactions; Real Estate Industry; Raleigh
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Segel, Arthur I., and John H. Vogel, Jr. "Real Property Negotiation Game (B): Seller, Raleigh Commons." Harvard Business School Supplement 209-036, August 2008. (Revised April 2012.)
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