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  • 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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  • 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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  • 16 Jan 2019
  • News

Advantage Pelosi in the Shutdown Negotiations

  • Web

Negotiation - Course Catalog

HBS Course Catalog Negotiation Course Number 2240 Professor John Beshears Associate Professor Katherine Coffman Assistant Professor Thomas Graeber Senior Lecturer Kevin Mohan Senior Lecturer Kym Nelson Assistant Professor Julian J. Zlatev... View Details

    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

    • 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
    • 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
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    • September 1991
    • Article

    Negotiating through an Agent

    By: James K. Sebenius and David A. Lax
    Keywords: Negotiation
    Related
    • February 2004
    • Article

    Negotiating in Three Dimensions

    By: James K. Sebenius
    Keywords: Negotiation
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    • 08 Dec 2015
    • News

    Control the Negotiation Before It Begins

    • 1991
    • Book

    Handbook of Negotiation Research

    By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
    Keywords: Negotiation; Research
    Related
    • 2012
    • Chapter

    Communicating Frames in Negotiations

    By: Kathleen L. McGinn and Markus Noth
    Keywords: Negotiation; Communication
    Related
    • 06 Jan 2017
    • News

    Women Know When Negotiating Isn't Worth It

    • 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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    • 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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    • 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
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    • March 1984
    • Supplement

    Doug Heath Negotiations (B)

    By: Paul A. Vatter
    Related
    • April 1980 (Revised July 1986)
    • Case

    1979 Automobile Negotiations (A)

    Related