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Show Results For
- All HBS Web
(3,195)
- People (4)
- News (636)
- Research (2,150)
- Events (5)
- Multimedia (58)
- Faculty Publications (1,753)
- 16 Jan 2019
- News
Advantage Pelosi in the Shutdown Negotiations
- winter 1998
- Article
Negotiating Cross-Border Acquisitions
Sebenius, James K. "Negotiating Cross-Border Acquisitions." MIT Sloan Management Review 39, no. 2 (winter 1998): 27–41. (Reprinted in Cross-Cultural Management, Gordon Redding and Bruce W. Stening, eds., Surrey: Edward Elgar Publishing, 2002.)
- 1991
- Book
Handbook of Negotiation Research
By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Bazerman, M. H., R. J. Lewicki and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.
- 2012
- Chapter
Communicating Frames in Negotiations
By: Kathleen L. McGinn and Markus Noth
McGinn, Kathleen L., and Markus Noth. "Communicating Frames in Negotiations." In The Oxford Handbook of Economic Conflict Resolution, edited by Gary E. Bolton and Rachel T.A. Croson, 61–75. Oxford University Press, 2012.
- 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
Pillar, Paul R., Robert Reardon, James K. Sebenius, and Michael K. Singh. "Nuclear Negotiations With Iran." International Security 38, no. 1 (Summer 2013): 174–192.
- 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
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation Background (A)." Harvard Business School Exercise 807-007, June 2007.
- 06 Jan 2017
- News
Women Know When Negotiating Isn't Worth It
- 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.)
- 01 Jan 2021
- News
Negotiating Your Next Job
- 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
Leary, Kimberlyn, James K. Sebenius, and Joshua Weiss. "Negotiating the Path of Abraham." Harvard Business School Working Paper, No. 10-049, December 2009.
- 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.
- Web
Negotiation - Course Catalog
HBS Course Catalog Negotiation Course Number 2240 Associate Professor Katherine Coffman Senior Lecturer Kevin Mohan Associate Professor Julian J. Zlatev Professor Max H. Bazerman Professor Michael Norton Fall; Q1Q2; 3.0 credits 28... View Details
- 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.)
- 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
- 07 Feb 2012
- News
Negotiating a Better Future
- 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
"Negotiating Peace Accords in Bellicoso for UN Negotiating Team Representatives: General Instructions and Confidential Information." Harvard Business School Exercise 899-095, December 1998. (Revised May 1999.)
- 08 Dec 2015
- News