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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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  • Winter 2012
  • Article

Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations

By: James K. Sebenius and Michael K. Singh
Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; International Relations; Negotiation; Iran; United States
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  • 2017
  • Working Paper

BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

By: James K. Sebenius
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
Keywords: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics
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  • 06 Jan 2010
  • What Do You Think?

Is a Stringent Climate Change Agreement a Pot of Gold?

asked whether the objectives of the kind of agreement being discussed are even relevant to the world's needs. While suggesting that major government initiatives will be needed,... View Details
Keywords: by Jim Heskett; Energy; Utilities
  • January 11, 2023
  • Article

Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

By: James K. Sebenius and Michael Singh
While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details
Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia
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  • 2018
  • Chapter

Are Licensing Markets Local? An Analysis of the Geography of Vertical Licensing Agreements in Bio-Pharmaceuticals

By: Juan Alcacer, John Cantwell and Michelle Gittelman
As the value chain of the pharmaceutical industry disaggregates, upstream discovery is increasingly carried out by small research-specialized firms while downstream development, testing and marketing is conducted by global pharmaceutical firms. Licensing plays an... View Details
Keywords: Geographic Location; Local Range; Rights; Research and Development; Biotechnology Industry; Pharmaceutical Industry
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  • August 2023 (Revised February 2024)
  • Case

DexAI

By: Jo Tango and Christina Wallace
During a challenging fundraising environment, the DexAI founders received two term sheets with nearly identical economic terms but very different legal ones. The entrepreneurs had to navigate: representations and warranties (their personal guarantees that the company's... View Details
Keywords: Venture Capital Term Sheet; Term Sheet; Term Sheets; Founders; Legal Aspects Of Business; Seed Financing; Founders' Agreements; Venture Capital; Entrepreneurship; Financing and Loans; Intellectual Property; Entrepreneurial Finance; Contracts; Business Startups; Agreements and Arrangements
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  • July 2015
  • Case

Uncharted Play (A)

By: Shikhar Ghosh and Ali Huberlie
The case recounts the process of launching an early stage venture, from idea conception through initial efforts to validate the concept, followed by product launch, and fund raising. It emphasizes the Customer Value Proposition of the business model, and asks – Who is... View Details
Keywords: Early Stage; Female Protagonist; Value Proposition; Team Building; Founders' Agreements; Start-up; Entrepreneurship; Business Model; Business Startups; Sports; United States; North America; Nigeria; Africa
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  • 14 Jun 2010
  • Research & Ideas

The Hard Work of Measuring Social Impact

what that spending achieved. Yet there has been little agreement on a set of hard-and-fast metrics to measure social performance. How should a nonprofit manager respond when a significant donor asks for... View Details
Keywords: by Julia Hanna
  • 27 Jun 2005
  • Research & Ideas

The Potential Downside of Win-Win

be better off, right? This is often the case—but not always. Before concluding that value creation in negotiation always benefits society, we must look at how outcomes affect those outside the negotiation. Have you considered the impact View Details
Keywords: by Max H. Bazerman
  • 2021
  • Other Unpublished Work

Obsolescence of the Obsolescing Bargain: Why Governments Must Get Investor-State Contracts Right

By: Louis T. Wells and Karl P. Sauvant
Gone are the days when governments could easily renegotiate natural resource and other investment contracts if foreign investors, e.g., reaped bonanzas from rising resource prices, surprisingly rich discoveries, or terms that were too favorable. Today, international... View Details
Keywords: Governance; Investment; Contracts; Natural Resources; Negotiation; Global Range
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  • July 2000 (Revised October 2019)
  • Exercise

Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)

By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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  • July 2000 (Revised October 2019)
  • Exercise

Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

By: Michael Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details
Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry
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  • May 1992 (Revised February 1994)
  • Case

North American Free Trade Agreement: Free For Whom?

Mexico, the United States, and Canada have negotiated a North American Free Trade Agreement (NAFTA) that would create the largest free trade zone in the world. The union would build on the three-year-old Free Trade Agreement between the United States and Canada.... View Details
Keywords: Agreements and Arrangements; Trade; Canada; United States; Mexico
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  • 18 Apr 2016
  • Research & Ideas

The Cost of Leaning In

Equal Pay Task Force. Of the four apps that won grand prizes, three focused on teaching and encouraging salary negotiations. And in 2013, Facebook COO Sheryl Sandberg zoned in on the zeitgeist and topped the... View Details
Keywords: by Carmen Nobel
  • 01 Sep 2017
  • News

City of Dreams

in government, it probably isn’t surprising that some missteps had already been taken in terms of zoning and development. “Nayana is pragmatic,” Prematilleke says. “His temperament was, ‘OK, that’s gone.... View Details
Keywords: Julia Hanna; photographed by Alice Carfrae; Sri Lanka; Construction of Buildings; Construction of Buildings; Construction of Buildings; Construction of Buildings
  • June 2008
  • Journal Article

Strategic Alliances: Bridges Between 'Islands of Conscious Power'

By: George P. Baker, Robert Gibbons and Kevin J. Murphy
Strategic alliances range from unstructured collaborations, through consortia and joint ventures that superimpose new governance structures on existing firms, to transactions that restructure firm boundaries and asset ownership. In this paper, we draw on detailed... View Details
Keywords: Governance; Contracts; Agreements and Arrangements; Alliances; Strategy; Theory
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  • 08 Sep 2008
  • HBS Case

The Value of Environmental Activists

There are many methods, most financial, to measure the success of companies in meeting goals. But the question becomes a lot harder at Harvard Business School when MBAs are challenged to measure the efforts of environmental organizations like Greenpeace and the World... View Details
Keywords: by Sarah Jane Gilbert; Energy; Utilities
  • 23 May 2000
  • Research & Ideas

The Emerging Art of Negotiation

misunderstanding and deceit. If both parties are already familiar to each other, however, face-to-face meetings may not be necessary. And if tensions are already high, then negotiating by phone may be the best choice, so as to reduce the View Details
Keywords: by Martha Lagace
  • 03 Jan 2017
  • First Look

January 3, 2017

attractive BATNA (“walkaway option”) often increases one’s bargaining power. A minimally necessary condition for an agreement to be mutually acceptable is that each side prefers the deal to its BATNA. Thus, how well each party’s BATNA... View Details
Keywords: Carmen Nobel