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  • All HBS Web  (314)
    • News  (34)
    • Research  (242)
  • Faculty Publications  (90)

Show Results For

  • All HBS Web  (314)
    • News  (34)
    • Research  (242)
  • Faculty Publications  (90)
Page 1 of 314 Results →
  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Negotiation Analysis." In International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 203–215. San Francisco: Jossey-Bass, 2002.
  • August 1996
  • Exercise

Exercises in Negotiation Analysis

Two exercises designed to illustrate the relationship between BATNAs (best alternative to a negotiated agreement) and reservation prices and three exercises that illustrate the central ideas of Pareto efficiency are presented. The BATNA exercises involve multiple... View Details
Keywords: Negotiation
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Wu, George. "Exercises in Negotiation Analysis." Harvard Business School Exercise 897-037, August 1996.
  • 2002
  • Chapter

International Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation; International Relations
Citation
Related
Sebenius, James K. "International Negotiation Analysis." Chap. 14 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 229–252. San Francisco: Jossey-Bass, 2002.
  • February 1992
  • Case

Negotiation Analysis Consultants

By: Paul A. Vatter
Keywords: Negotiation
Citation
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Vatter, Paul A. "Negotiation Analysis Consultants." Harvard Business School Case 892-014, February 1992.
  • April 16, 2021
  • Article

A Playbook for Negotiators in the Social Media Era

By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness... View Details
Keywords: Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America
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Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
  • Article

Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

By: James K. Sebenius
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
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Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
  • Research Summary

Negotiation Analysis and the Structuring of Financial Transactions

Jay O. Light is developing materials that will explore how negotiation analysis and related techniques can be used in structuring financial transactions in the context of entrepreneurial situations, and how they might be used to enhance value in private equity... View Details
  • 2016
  • Working Paper

Henry Kissinger's Negotiation Campaign to End the Vietnam War

By: James K. Sebenius and Eugene B. Kogan
President Richard M. Nixon was elected in 1968 with the widespread expectation that he would bring about an end to the costly and unpopular war in Vietnam. The task largely fell to National Security Adviser Henry Kissinger. When the negotiations began, North Vietnam... View Details
Keywords: Kissinger; Negotiation; Negotiation Campaign; Bargaining; Diplomacy; Coercive Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Negotiation Process; War; Negotiation Types; International Relations; Negotiation Deal; Viet Nam; United States
Citation
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Sebenius, James K., and Eugene B. Kogan. "Henry Kissinger's Negotiation Campaign to End the Vietnam War." Harvard Business School Working Paper, No. 17-053, December 2016.
  • 2002
  • Chapter

Contributions of Applied Systems Analysis to International Negotiation

By: Howard Raiffa
Keywords: Negotiation; International Relations; Mathematical Methods
Citation
Related
Raiffa, Howard. "Contributions of Applied Systems Analysis to International Negotiation." Chap. 1 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk. San Francisco: Jossey-Bass, 2002.
  • Research Summary

Negotiating Campaigns

By: James K. Sebenius
While most negotiation research focuses on specific transactions, many important negotiating situations can better be understood as elements of larger "campaigns."  By this term, I mean a series of related negotiations and other away-from-the-table... View Details
  • Research Summary

Middle East Negotiation Initiative

By: James K. Sebenius
The Middle East Negotiation Initiative is a component of the Harvard Negotiation Project that seeks to analyze and develop grounded analysis and advice for complex negotiations in and around the Middle East.  Its current focus is on the intellectual and study questions... View Details
  • winter 1992
  • Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

By: James K. Sebenius
Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community
Citation
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Sebenius, James K. "Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities." International Organization 46, no. 1 (winter 1992): 323–365. (Reprinted in:
  Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
  edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
  • 2017
  • Other Teaching and Training Material

Organizational Behavior Reading: Negotiation

By: Max Bazerman, Francesca Gino and Katherine Shonk
Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and... View Details
Keywords: Negotiation; Negotiation Preparation; Analysis; Cross-Cultural and Cross-Border Issues
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Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.
  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

straightforward example. Q: You have a chapter coming out in the new book Advances in Decision Analysis called "Negotiation Analysis: Between Decisions and Games." Please tell us more about the emerging field of View Details
Keywords: by Martha Lagace
  • 2011
  • Working Paper

From Single Deals to Negotiation Campaigns

By: David A Lax and James K. Sebenius
Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
Citation
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Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
  • 23 May 2000
  • Research & Ideas

The Emerging Art of Negotiation

psychological research points toward new directions in the understanding of what makes a negotiation work or not work. In an article recently published in the Annual Review of Psychology, HBS Professor Kathleen L. Valley, HBS Senior... View Details
Keywords: by Martha Lagace
  • 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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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.
  • August 5, 2016
  • Article

A Definitive Guide to the Brexit Negotiations

By: Deepak Malhotra
In this article I offer an analysis of the negotiation landscape facing UK and EU negotiators, along with advice on how they might navigate the "Brexit" process more effectively. For the record, I have not (at the time of this writing) been asked by either side to... View Details
Keywords: Negotiation; Economics; United Kingdom; European Union
Citation
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Malhotra, Deepak. "A Definitive Guide to the Brexit Negotiations." Harvard Business Review (website) (August 5, 2016).
  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

analyze data as it comes in so that you can confirm or reorient your strategy, if necessary. That way, you can align your tactical decisions with your larger objectives. The more efficiently you manage this process, the more up to date you'll be on current conditions.... View Details
Keywords: by Michael Wheeler; Sports
  • 2016
  • Working Paper

Henry Kissinger: Negotiating Black Majority Rule in Southern Africa

By: James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin and L. Alexander Green
In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details
Keywords: Equality and Inequality; Negotiation Process; Race; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States
Citation
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Sebenius, James K., R. Nicholas Burns, Robert H. Mnookin, and L. Alexander Green. "Henry Kissinger: Negotiating Black Majority Rule in Southern Africa." Harvard Business School Working Paper, No. 17-051, December 2016.
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