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- September 2024
- Article
Political Elite Cues and Attitude Formation in Post-Conflict Contexts
By: Natalia Garbiras-Díaz, Miguel Garcia-Sanchez and Aila M. Matanock
Civil conflicts typically end with negotiated settlements, but many settlements fail, often during the implementation stage when average citizens have increasing influence. Citizens sometimes evaluate peace agreements by voting on referendums or the negotiating... View Details
Keywords: Civil Unrest; Peace Process; Political Leadership; Peace; Politics; Policy Change; Policy; Government and Politics; Government Administration; Governance; Political Elections; Civil Society or Community; Negotiation; Negotiation Participants; Public Relations Industry; Colombia; Latin America; South America
Garbiras-Díaz, Natalia, Miguel Garcia-Sanchez, and Aila M. Matanock. "Political Elite Cues and Attitude Formation in Post-Conflict Contexts." Journal of Peace Research 61, no. 5 (September 2024): 874–890.
- 2024
- Case
Christiana Figueres and the Paris Climate Negotiations (A)
By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations (A)." Program on Negotiation at Harvard Law School Case, 2024.
- 2024
- Case
Christiana Figueres and the Paris Climate Negotiations (B)
By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations (B)." Program on Negotiation at Harvard Law School Case, 2024.
- 2024
- Case
Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)
By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Management; International Relations; Leadership
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)." Program on Negotiation at Harvard Law School Case, 2024.
- September 2023 (Revised October 2023)
- Case
Mohamed Salah
By: Anita Elberse and Taher El Moataz Bellah
In June 2022, Mohamed Salah, one of the world’s best soccer players, and his lawyer and advisor Ramy Abbas Issa were in ongoing discussions with top English Premier League club Liverpool FC about a new playing contract for Salah. Arguably the Arab world’s biggest... View Details
Keywords: Soccer; Football; Superstars; General Management; Sports; Entertainment; Media; Marketing; Strategy; Compensation and Benefits; Contracts; Negotiation Participants; Negotiation Process; Sports Industry; England
Elberse, Anita, and Taher El Moataz Bellah. "Mohamed Salah." Harvard Business School Case 524-031, September 2023. (Revised October 2023.)
- 2023
- Case
Christiana Figueres and the Collaborative Approach to Negotiating Climate Action
By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This case study centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change (UNFCCC) to build momentum for, and ultimately pass, the 2015... View Details
Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Collaborative Approach to Negotiating Climate Action." Program on Negotiation at Harvard Law School Case, 2023. Electronic.
- March 2023 (Revised March 2024)
- Case
The Purdue Pharma Bankruptcy: Settling the Opioid Crisis
By: Kristin Mugford, Carin-Isabel Knoop and Susan Pinckney
How to get to a fair outcome for claimants in the Purdue Pharma bankruptcy given its significant role in the U.S. opioid crisis. View Details
Keywords: Regulation; Ethics; Fairness; Insolvency and Bankruptcy; Government Legislation; Courts and Trials; Laws and Statutes; Lawsuits and Litigation; Legal Liability; Crime and Corruption; Negotiation Offer; Negotiation Participants; Negotiation Style; Product Design; Product Development; Brands and Branding; Marketing Strategy; Trust; Government and Politics; Law; Negotiation; Operations; Ownership; Marketing; Social Psychology; Health Care and Treatment; Pharmaceutical Industry; United States
Mugford, Kristin, Carin-Isabel Knoop, and Susan Pinckney. "The Purdue Pharma Bankruptcy: Settling the Opioid Crisis." Harvard Business School Case 223-060, March 2023. (Revised March 2024.)
- May 2021 (Revised May 2021)
- Case
Colombia: An Economic Premium to Peace?
Colombia, once the fastest growing country in Latin America, continues to struggle with productivity. Both labor productivity and total factor productivity have been low for the past decade, despite economic growth of 4.7% annually. Many factors contribute, which... View Details
Keywords: Productivity; Productivity Growth; Conflict; Labor Force Participation; Labor Market; Competitiveness; Dutch Disease; Security; Peace; Informality; Labor Laws; Total Factor Productivity; Labor Productivity; COVID-19 Pandemic; Economics; Development Economics; Economic Growth; Economy; Macroeconomics; Conflict Management; Competitive Advantage; Infrastructure; Negotiation; Inflation and Deflation; Non-Renewable Energy; National Security; Government Administration; Latin America; Central America; Colombia; South America
Vietor, Richard H.K. "Colombia: An Economic Premium to Peace?" Harvard Business School Case 721-053, May 2021. (Revised May 2021.)
- January 2021 (Revised March 2021)
- Case
Juno (A): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
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
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)
- January 2021 (Revised March 2021)
- Supplement
Juno (B): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
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
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (B): Leveraging Student Power." Harvard Business School Supplement 921-033, January 2021. (Revised March 2021.)
- January 2021 (Revised March 2021)
- Supplement
Juno (C): Leveraging Student Power
By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
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
Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
- June 2020
- Teaching Plan
Chief
By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details
Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
- December 2019
- Article
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
By: M. Jeong, J. Minson, M. Yeomans and F. Gino
When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details
Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result
Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no. 12 (December 2019): 5813–5837.
- September 2019
- Case
Sonia Millar: Negotiating for the C-Suite
By: Joshua D. Margolis and Anne Donnellon
This case addresses the nuances of gender dynamics and career progression at the top of the organization, where even women who have strong leadership expertise, experience, and alliances with powerful male colleagues still get stuck. Told from the point of view of... View Details
Keywords: Executives; CEO; Promotion; Gender Bias; Personal Development and Career; Gender; Diversity; Power and Influence
Margolis, Joshua D., and Anne Donnellon. "Sonia Millar: Negotiating for the C-Suite." Harvard Business School Brief Case 920-555, September 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
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.
- December 2018
- Teaching Note
The Campbell Home (A), (B), and (C)
By: Leslie John
Email mking@hbs.edu for a courtesy copy.
Teaching Note for HBS Nos. 918-017, 918-018, and 918-019. Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several... View Details
Teaching Note for HBS Nos. 918-017, 918-018, and 918-019. Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several... View Details
Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States
John, Leslie. "The Campbell Home (A), (B), and (C)." Harvard Business School Teaching Note 919-012, December 2018. (Email mking@hbs.edu for a courtesy copy.)
- 2018
- Working Paper
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details
Yip, Jeremy, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks. "Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors." Harvard Business School Working Paper, No. 18-081, February 2018.
- December 2017 (Revised January 2020)
- Case
The Campbell Home (A)
By: Leslie K. John and Matthew G. Preble
Email mking@hbs.edu for a courtesy copy.
Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while navigating their... View Details
Campbell siblings Thomas and Sally are faced with selling their childhood home. They need to make several difficult consequential decisions, all the while navigating their... View Details
Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States
John, Leslie K., and Matthew G. Preble. "The Campbell Home (A)." Harvard Business School Case 918-017, December 2017. (Revised January 2020.) (Email mking@hbs.edu for a courtesy copy.)
- September 2017 (Revised March 2019)
- Case
Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)
By: 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... View Details
Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Government and Politics; Africa; United States
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.)
- 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
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.)