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• Case | HBS Case Collection | September 2017 (Revised March 2019)

  Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)

  James K. Sebenius and Laurence A. Green

  In 1976, a growing crisis in Southern Africa drew the attention of United States Secretary of State Henry A. Kissinger. White Rhodesian leader Ian Smith's refusal to accede to black majority rule threatened to widen into a regional conflict involving apartheid South Africa and newly independent leftist African states. Kissinger and others feared that the region was on the brink of becoming a new battleground in the Cold War. In light of these developments Kissinger decided to intervene, seeking a negotiated solution that might bring about a peaceful end to minority rule. The account in this case carefully describes—but does not analyze nor draw lessons from—these challenging circumstances.

  Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Government and Politics; Africa; United States;

  Citation:

  Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)." Harvard Business School Case 918-003, September 2017. (Revised March 2019.)  View Details

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• Supplement | HBS Case Collection | September 2017 (Revised March 2019)

  Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)

  James K. Sebenius and Laurence A. 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 term in office and against substantial U.S. domestic opposition, Kissinger’s efforts culminated in Smith’s public announcement that he would accept majority rule within two years. This set the stage for the later Lancaster House negotiations that resulted in the actual transition to black majority rule. The account in this case carefully describes—but does not analyze nor draw lessons from—these challenging negotiations.

  Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States;

  Citation:

  Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)." Harvard Business School Supplement 918-004, September 2017. (Revised March 2019.)  View Details

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• Working Paper | HBS Working Paper Series | 2019

  How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

  James K. Sebenius

  A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly displaced longtime incumbent CBS as the host of the National Football League’s flagship programming. Fox’s negotiating success seemed most unlikely given that CBS had regularly renewed these NFL rights since 1956, enjoyed a good relationship with the NFL, sported an acclaimed broadcast unit, and had affiliates in virtually all important U.S. markets. Yet acquisition of these NFL rights directly enabled the expansion of Fox, then a minor broadcaster, into the media behemoth of today. For many observers, Fox’s NFL “heist” looked like the result of a simple move: Fox offered more money than CBS. A closer analysis, however, suggests a far more complex reality with ten broader lessons for negotiators facing challenging situations.

  Keywords: bargaining; football; Negotiation; Sports; Media; Negotiation Tactics;

  Citation:

  Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.  View Details

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