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    • All HBS Web  (1,321)
      • Faculty Publications  (219)

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      Negotiation Deal
      Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
      Strategic Negotiations: Dealmaking for the Long Term
      → Search All HBS Web
      • January 2021
      • Case

      Juno (A): Leveraging Student Power

      By: Joshua Schwartzstein and Kathleen L. McGinn
      In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; Agreements And Arrangements; negotiation Participants; negotiation Process; negotiation Tactics; negotiation deal; negotiation Offer; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, and Kathleen L. McGinn. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021.
      • January 2021
      • Supplement

      Juno (B): Leveraging Student Power

      By: Joshua Schwartzstein and Kathleen L. McGinn
      In March 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to pitch banks in anticipation of their annual auction while negotiating directly with private lender Eager. Responses from the majority of private lenders—including Juno’s 2019 partner—were not...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; negotiation deal; negotiation Offer; negotiation Participants; negotiation Process; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, and Kathleen L. McGinn. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021.
      • January 2021
      • Supplement

      Juno (C): Leveraging Student Power

      By: Joshua Schwartzstein and Kathleen L. McGinn
      In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021...  View Details
      Keywords: Decision Making; Decision Choices And Conditions; Decisions; Cost Vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing And Debt; Strategy; Adaptation; Alignment; negotiation; Agreements And Arrangements; negotiation deal; negotiation Offer; negotiation Participants; negotiation Process; negotiation Tactics; negotiation Types; Financial Services Industry; Education Industry; North And Central America; United States; Massachusetts; Boston
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      Schwartzstein, Joshua, and Kathleen L. McGinn. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021.
      • 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: Social Media; Bargaining; 3d Negotiation; negotiation; Conflict And Resolution
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      Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
      • 27 Aug 2020
      • Other Presentation

      How Social Media Can Kill or Enhance Your Deals

      By: David A. Lax, James K. Sebenius and Ben Cook
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      Lax, David A., James K. Sebenius, and Ben Cook. "How Social Media Can Kill or Enhance Your Deals." Part 1, New Rules for Negotiators, Lax Sebenius LLC, August 27, 2020.
      • July–August 2020
      • Article

      Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market

      By: Lingling Zhang and Doug J. Chung
      The prevalence of online platforms opens new doors to traditional businesses for customer reach and revenue growth. This research investigates platform choice in a setting where prices are determined by negotiations between platforms and businesses. We compile a unique...  View Details
      Keywords: Business-to-business Marketing; Platform Competition; Two-sided Markets; Price Bargaining; Daily Deals; Structural Model; Two-sided Platforms; Competition; Price; negotiation
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      Zhang, Lingling, and Doug J. Chung. "Price Bargaining and Competition in Online Platforms: An Empirical Analysis of the Daily Deal Market." Marketing Science 39, no. 4 (July–August 2020): 687–706.
      • 2019
      • Article

      Go-Shops Revisited

      By: Guhan Subramanian and Annie Zhao
      A go-shop process turns the traditional M&A deal process on its head: rather than a pre-signing market canvass followed by a post-signing “no shop” period, a go-shop deal involves a limited pre-signing market check, followed by a post-signing “go shop” process to find...  View Details
      Keywords: Go-shop Process; Mergers And Acquisitions; negotiation Process; negotiation deal; Performance Effectiveness; Technological Innovation
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      Subramanian, Guhan, and Annie Zhao. "Go-Shops Revisited." Harvard Law Review 133, no. 4 (February 2020): 1216–1279.
      • 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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      Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
      • September 2019
      • Case

      Celgene: Business Development and Distributed Research

      By: Peter Barrett and Kareem Reda
      This case looks at the deal-making process between Celgene, a large publicly traded pharmaceutical company, and Agios, an early-stage biotech company. The framework of a potential deal is explored and the potential road-blocks to Agios’ profitability are discussed. ...  View Details
      Keywords: negotiation deal; Alliances; Collaborative Innovation And Invention; Research; Pharmaceutical Industry; Biotechnology Industry
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      Barrett, Peter, and Kareem Reda. "Celgene: Business Development and Distributed Research." Harvard Business School Case 620-014, September 2019.
      • 2019
      • Chapter

      Appraisal after Dell

      By: Guhan Subramanian
      This essay presents new data on appraisal litigation and appraisal outs. I find that appraisal claims have not meaningfully declined in 2016 and that perceived appraisal risk, as measured by the incidence of appraisal outs, has increased since the Dell appraisal in May...  View Details
      Keywords: Valuation; Contracts; negotiation Process
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      Subramanian, Guhan. "Appraisal after Dell." Chap. 10 in The Corporate Contract in Changing Times: Is the Law Keeping Up? edited by Steven Davidoff Solomon and Randall Stuart Thomas, 222–243. University of Chicago Press, 2019.
      • Article

      Handshaking Promotes Deal-Making by Signaling Cooperative Intent

      By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
      We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive...  View Details
      Keywords: Handshake; Cooperation; Affiliation; Competition; negotiation; Nonverbal Communication; negotiation Participants; Behavior; Communication Intention And Meaning; negotiation deal
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      Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
      • February 1, 2019
      • Article

      What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919

      By: Deepak Malhotra
      On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only...  View Details
      Keywords: Brexit; negotiation; negotiation deal; Learning; History
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      Malhotra, Deepak. "What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919." Harvard Business Review (website) (February 1, 2019).
      • August 2018 (Revised July 2020)
      • Case

      The Fuji-Xerox Merger

      By: Guhan Subramanian and Annie Zhao
      In January 2018, Xerox, a well-known American digital document firm, convened its board of directors to decide whether to approve a merger with Japanese imaging company Fujifilm. Activist Xerox shareholders were suing to halt the transaction, and documents unearthed...  View Details
      Keywords: Mergers And Acquisitions; negotiation deal; negotiation Process; Corporate Governance; Law
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      Subramanian, Guhan, and Annie Zhao. "The Fuji-Xerox Merger." Harvard Business School Case 919-002, August 2018. (Revised July 2020.)
      • June 2018 (Revised February 2019)
      • Teaching Note

      Home Nursing of North Carolina

      By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
      In 2011, immediately after graduating HBS, Ari Medoff began a self-funded search for a small firm to buy and run as its CEO. After just three month of searching, he identified Home Nursing of North Carolina (HNNC), a home care agency based in Greensboro, NC, as a...  View Details
      Keywords: Small Firms Management; Acquisition; negotiation Process; Investment; Small Business; Management; Personal Development And Career
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      Ruback, Richard S., Royce Yudkoff, and Ahron Rosenfeld. "Home Nursing of North Carolina." Harvard Business School Teaching Note 218-130, June 2018. (Revised February 2019.)
      • May 2018 (Revised February 2019)
      • Teaching Note

      Greg Mazur and the Purchase of Great Eastern Premium Pet Foods

      By: Richard S. Ruback, Royce Yudkoff and Ahron Rosenfeld
      Teaching Note for HBS No. 211-085. Greg Mazur (HBS 1997) identified a small firm, Great Eastern Premium Pet Food, in December of 1998 that fit his search criteria and decided to offer the seller a cash price of $1.2 million plus an earn-out equal to 1% of revenue over...  View Details
      Keywords: Acquisition; Entrepreneurship; Financing And Loans; negotiation deal; Strategic Planning; Valuation; Analysis
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      Ruback, Richard S., Royce Yudkoff, and Ahron Rosenfeld. "Greg Mazur and the Purchase of Great Eastern Premium Pet Foods." Harvard Business School Teaching Note 218-122, May 2018. (Revised February 2019.)
      • 2018
      • Book

      Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

      By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
      As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a...  View Details
      Keywords: History; negotiation Process; negotiation Tactics; Personal Development And Career; negotiation Style; United States
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      Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
      • October 2017
      • Case

      LeBron James: Building a Hollywood Empire

      By: Anita Elberse
      It is June 2016. Superstar basketball player LeBron James and his childhood friend and business partner Maverick Carter are celebrating James’ third NBA championship. The duo will soon have to decide on a strategy for their media businesses—their film and television...  View Details
      Keywords: Entertainment; Marketing; Film; Motion Picutres; Digital Strategy; Superstar; Innovation; Creative Industries; Talent; Sports; Media; General Management; Celebrities; Marketing; Entertainment; Sports; Media; Film Entertainment; Innovation Strategy; Talent And Talent Management; Strategy; Sports Industry; Media And Broadcasting Industry; Entertainment And Recreation Industry; Motion Pictures And Video Industry
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      Elberse, Anita. "LeBron James: Building a Hollywood Empire." Harvard Business School Case 518-042, October 2017.
      • 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.
      • September 2017 (Revised March 2019)
      • Supplement

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

      By: 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...  View Details
      Keywords: Equality And Inequality; Race; negotiation Process; negotiation Participants; negotiation deal; Government And Politics; Africa; United States
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      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.)
      • 2017
      • Book

      HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company

      By: Richard S. Ruback and Royce Yudkoff
      Find, acquire, and run your own business. Are you looking for an alternative to a career path at a big firm? Does founding your own start-up seem too risky? There is a radical third path open to you: you can buy a small business and run it as CEO. Purchasing a small...  View Details
      Keywords: Entrepreneurship; Entrepreneurial Finance; Entrepreneurs; Small Business; Small Companies; Small Business Finance; negotiation; Negotiation Deal; Due Diligence; Sourcing; Search Funds; Search; Ownership; Deal Sourcing; Deal Structuring; Funnel; Debt Financing; Equity; Small And Medium Enterprises; Small Business; Search Technology; Entrepreneurship; negotiation deal; Ownership; Equity; Borrowing And Debt
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      Ruback, Richard S., and Royce Yudkoff. HBR Guide to Buying a Small Business: Think Big, Buy Small, Own Your Own Company. Harvard Business Review Press, 2017.
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      Negotiation Deal
      Skip to Main Content Cold Call A podcast featuring faculty discussing cases they've written and the lessons they impart. Subscribe on iTunes 29 Sep...
      Strategic Negotiations: Dealmaking for the Long Term
      → Search All HBS Web
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