3D Negotiation - Publications - Faculty & Research

Winter 2021
Article

Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation

By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy

While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details

Keywords: Bargaining; 3D Negotiation; Negotiation; Conflict and Resolution; Social Media

Citation

Find at Harvard

Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

3D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Unlike the vast majority of negotiation books that focus almost exclusively on interpresonal tactics "at the table," 3D Negotiation also emphasizes the substantive side of deal design, as well as setup moves "away from... View Details

12 Nov 2008
First Look

First Look: November 12, 2008

front of him. As he sat back in his chair and looked out the window, he began to take stock of how his life had taken such a dramatic path over the last few years. Life was good for the founder and CEO of Lammtara Pictures, the United Arab Emirates (UAE) first View Details

Keywords: Martha Lagace

Web

Advisory Board - Entrepreneurship

Networks (acquired by Sun Microsystems). Prior to Globespan, Andy was Senior Managing Director of JAFCO Ventures, where he established the Boston office in 1997. Previously, Andy directed Trans National Group's venture investing. Andy View Details

Web

Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog

negotiation course at one of Harvard’s professional schools or equivalent elsewhere will be beneficial and will offer more basic skill-building exercises. Those without prior negotiation coursework should... View Details

20 Jul 2010
First Look

First Look: July 20

long-term contracts based on negotiated "benchmark prices" to contracts based on spot prices, usually forcing mining companies to pay for shipping. Second, for Brazil's charismatic president, Lula, a former union leader, Vale's... View Details

Keywords: Martha Lagace

01 Jun 2014
News

Screen Saver

Entertainment, HBS professor Anita Elberse documents the powerful, long-term success of high-investment, high-reward entertainment products, including movies. "She's absolutely right," says Lopez. "Those big successes spin off cash like there's no tomorrow." While the... View Details

Keywords: Julia Hanna; Arts, Entertainment

14 Mar 2017
First Look

First Look at New Research, March 14

813-184 Kaiser Permanente: Innovating to Transform Healthcare This case enables discussion of organizational and industry transformation. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/813184-PDF-ENG Harvard Business School Case 817-001 Formlabs: Selling... View Details

Keywords: Sean Silverthorne

Web

Print View - Course Catalog

one of Harvard’s professional schools or equivalent elsewhere will be beneficial and will offer more basic skill-building exercises. Those without prior negotiation coursework should read 3D View Details

Publications