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Show Results For
- All HBS Web
(3,424)
- People (4)
- News (639)
- Research (2,147)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,756)
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- April 1980 (Revised March 1987)
- Supplement
1979 Automobile Negotiations (B)
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
- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
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
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
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
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
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
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
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
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
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
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)
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)
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)
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)
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
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
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
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
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
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
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
- 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
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.)