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  • Summer 2013
  • Article

Nuclear Negotiations With Iran

By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh
Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States
Related
  • June 2007
  • Exercise

EZAmuse Negotiation Background (A)

By: G. Felda Hardymon and Ann Leamon
This is the background to an exercise in negotiation. A promising venture-capital-backed company, EZAmuse Communications, is raising a B round. Its existing backer, Reality Venture Partners, would like it to raise enough for six or nine months, when it will have... View Details
Keywords: Borrowing and Debt; Negotiation Deal; Valuation; Leadership Style; Venture Capital; Partners and Partnerships; Product; Germany
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  • 2009
  • Working Paper

Negotiating the Path of Abraham

By: Kimberlyn Leary, James K. Sebenius and Joshua Weiss
In the face of daunting barriers, the Abraham Path Initiative envisions uncovering and revitalizing a route of cultural tourism that follows the path of Abraham and his family some 4,000 years ago across the Middle East. It begins in the ancient ruins of Harran, in... View Details
Keywords: Development Economics; Social Entrepreneurship; Negotiation; Business and Community Relations; Business and Government Relations; Religion; Environmental Sustainability; Tourism Industry; Middle East
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  • July 2023 (Revised July 2024)
  • Case

Miracle Therapeutics: Negotiating an IP License (A)

By: Satish Tadikonda, Michael Singer, William Marks and Wendi Yajnik
(General Experience Case) Beth Sharp and Jennifer Brilliant founded Miracle Therapeutics based on intellectual property developed by Brilliant and her post-doctoral student, John Supreme, in Brilliant’s lab at Elite University (EU). Miracle will have to obtain a... View Details
Keywords: Business Startups; Entrepreneurship; Patents; Negotiation Process
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  • 14 Dec 2015
  • News

What Happens When Zambian Schoolgirls Receive Negotiation Training

  • January 2007
  • Case

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales
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  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

How can you negotiate when the rules suddenly change, and no one knows whether your particular market is headed up or down? Regrouping from the cancellation of the 2004-2005 season due to failed labor negotiations, National Hockey League... View Details
Keywords: by Michael Wheeler; Sports

    Negotiating the Impossible

    An ideal read for your most difficult negotiations, disputes & relationships.
    Awards:
    "Outstanding Book Award" (International Association for Conflict... View Details
    • Oct 03 2016
    • Testimonial

    Mastering Negotiation Strategy

    • December 1998 (Revised May 1999)
    • Exercise

    Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information

    Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
    Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
    Related
    • 08 Dec 2015
    • News

    Control the Negotiation Before It Begins

    • March 1984
    • Supplement

    Doug Heath Negotiations (C)

    By: Paul A. Vatter
    Related
    • April 1980 (Revised March 1987)
    • Supplement

    1979 Automobile Negotiations (B)

    Related
    • Feb 28 2018
    • Testimonial

    Preparing for Complex Negotiations

    • Jul 14 2017
    • Testimonial

    Managing Any Negotiation Successfully

    • November 2000 (Revised October 2002)
    • Background Note

    Dynamic Negotiation: Seven Propositions About Complex Negotiations

    Challenges conventionally held views of negotiations, arguing that they are simplistic, static, and sterile. Develops seven propositions about real-world negotiations emphasizing the impact of complexity and the need for learning and adaption. View Details
    Keywords: Negotiation; Complexity
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    • 16 Jan 2019
    • News

    Advantage Pelosi in the Shutdown Negotiations

    • 01 May 2013
    • News

    How to Negotiate with VCs

    • 2011
    • Chapter

    Building Intercultural Trust at the Negotiating Table

    By: Sujin Jang and Roy Y.J. Chua
    This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss... View Details
    Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation
    Related
    • 06 Jan 2017
    • News

    Women Know When Negotiating Isn't Worth It