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    • All HBS Web  (315)
      • Faculty Publications  (44)

      Negotiation Preparation Remove Negotiation Preparation →

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      • 2022
      • Other Unpublished Work

      Got 'Critical Minerals'? Hooray! But Be Careful

      By: Louis T. Wells
      When a country has “critical minerals,” certain issues require special attention in the country’s mining legislation or while negotiating contracts with potential mining investors. As well, to obtain maximum benefit the government should prepare for negotiations with...  View Details
      Keywords: Critical Minerals; Foreign Direct Investment; International Relations; Mining Industry
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      Wells, Louis T. "Got 'Critical Minerals'? Hooray! But Be Careful." Columbia FDI Perspectives, No. 338, August 2022.
      • 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
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)
      • November 2019
      • Case

      Chief: Role for Carolyn Childers

      By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen and Julia Kelley
      In 2018, Carolyn Childers is preparing to launch Chief, a New York-based peer network for women executives, and must decide whether to bring on a co-founder. After becoming the senior vice president of operations at her previous company, Childers was inspired to build...  View Details
      Keywords: Networking; Founders; Entrepreneurship; Networks; Negotiation
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      Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Katherine Chen, and Julia Kelley. "Chief: Role for Carolyn Childers." Harvard Business School Case 920-019, November 2019.
      • November 2019
      • Case

      Chief: Role for Lindsay Kaplan

      By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley and Katherine Chen
      In 2018, Lindsay Kaplan is preparing to meet with Carolyn Childers about the possibility of co-founding Chief, a New York-based peer network for women executives. Kaplan is currently the vice president of communications and brand engagement at a successful mattress...  View Details
      Keywords: Negotiation; Entrepreneurship; Leadership; North and Central America; United States; New York (state, US); New York (city, NY)
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      Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, and Katherine Chen. "Chief: Role for Lindsay Kaplan." Harvard Business School Case 920-020, November 2019.
      • 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
      Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States
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      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.)
      • February 2018
      • Case

      Road Rage at the DMV

      By: Andrew Wasynczuk, Katherine Baldiga Coffman and Karim Sameh
      When Hewlett-Packard Enterprise notified the Rhode Island's Governor's Office that it wouldn't be able to deliver a "fully-functioning" technology upgrade for the Department of Motor Vehicles, both parties had reached a breaking point. While HPE argued that it would...  View Details
      Keywords: Department Of Motor Vehicles; Hewlett Packard; Hewlett Packard Enterprise; HP; HPE; Dispute Resolution; Litigation; Governor; Government; Dispute; Negotiation Process; Conflict and Resolution; Negotiation; Government and Politics; Technology Industry; Rhode Island
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      Wasynczuk, Andrew, Katherine Baldiga Coffman, and Karim Sameh. "Road Rage at the DMV." Harvard Business School Case 918-013, February 2018.
      • January 2018
      • Case

      Ak Gıda: IPO or Strategic Sale

      By: Suraj Srinivasan and Eren Kuzucu
      In 2015, Yıldiz Holding, one of the world’s largest producer of confections, biscuits and crackers, was at the end of its divestiture process from Ak Gida, one of the leading dairy companies in Turkey. The company had adopted a dual track process, pursuing an initial...  View Details
      Keywords: Valuation; Private Sector; For-Profit Firms; Business Model; Business Strategy; Competitive Advantage; Growth and Development Strategy; Value Creation; Decision Making; Growth Management; Mergers and Acquisitions; Initial Public Offering; Business Conglomerates; Business Exit or Shutdown; Family Business; Joint Ventures; Food and Beverage Industry; Turkey
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      Srinivasan, Suraj, and Eren Kuzucu. "Ak Gıda: IPO or Strategic Sale." Harvard Business School Case 118-036, January 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
      Keywords: Agents; Bidding Process; Negotiation; Negotiation Process; Negotiation Preparation; Negotiation Participants; Valuation; Real Estate Industry; United States
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      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.)
      • 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.
      • December 2015
      • Article

      Control the Negotiation Before It Begins

      By: Deepak Malhotra
      Countless books and articles offer advice on avoiding missteps at the bargaining table. But some of the costliest mistakes take place before negotiators sit down to discuss the substance of the deal. That's because they often take for granted that if they bring a lot...  View Details
      Keywords: Negotiation Preparation
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      Malhotra, Deepak. "Control the Negotiation Before It Begins." Harvard Business Review 93, no. 12 (December 2015): 66–72.
      • 2015
      • Report

      The Iran Nuclear Deal: A Definitive Guide

      By: Gary Samore, Graham T. Allison, Aaron Arnold, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Richard Nephew, Laura Rockwood, James K. Sebenius and William Tobey
      This report on a comprehensive nuclear agreement with Iran—the Joint Comprehensive Plan of Action (JCPOA) provides a concise description of the agreement and the accompanying UN Security Council Resolution 2231. It also includes a balanced assessment of the agreement's...  View Details
      Keywords: Agreements and Arrangements; International Relations; Iran
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      Samore, Gary, Graham T. Allison, Aaron Arnold, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Richard Nephew, Laura Rockwood, James K. Sebenius, and William Tobey., ed. "The Iran Nuclear Deal: A Definitive Guide." Report, Belfer Center for Science and International Affairs, August 2015.
      • 2015
      • Report

      Decoding the Iran Nuclear Deal: Key Questions, Points of Divergence, Pros and Cons, Pending Legislation, and Essential Facts

      By: Gary Samore, Graham T. Allison, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Laura Rockwood, James K. Sebenius and William Tobey
      On April 2, 2015, the EU (on behalf of the P5+1 countries) and Iran announced agreement on "key parameters" for a comprehensive nuclear deal with Iran. The EU-Iran Joint Statement is buttressed by unilateral fact sheets issued by the U.S. and Iran, which provide...  View Details
      Keywords: Negotiation; International Relations; Iran; United States; European Union
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      Samore, Gary, Graham T. Allison, Matthew Bunn, Nicholas Burns, Shai Feldman, Chuck Freilich, Olli Heinonen, Martin B. Malin, Steven E. Miller, Payam Mohseni, Laura Rockwood, James K. Sebenius, and William Tobey., ed. "Decoding the Iran Nuclear Deal: Key Questions, Points of Divergence, Pros and Cons, Pending Legislation, and Essential Facts." Report, Belfer Center for Science and International Affairs, April 2015.
      • 2015
      • Chapter

      Negotiations: Statistical Aspects

      By: James K. Sebenius
      'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension...  View Details
      Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants
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      Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
      • April 2014
      • Article

      15 Rules for Negotiating a Job Offer

      By: Deepak Malhotra
      The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that...  View Details
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      Malhotra, Deepak. "15 Rules for Negotiating a Job Offer." Harvard Business Review 92, no. 4 (April 2014): 117–120.
      • September 2013
      • Case

      SafeBlend Fracturing

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
      The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of...  View Details
      Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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      Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
      • May 2013
      • Article

      How to Negotiate with VCs

      By: Deepak Malhotra
      VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to...  View Details
      Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship
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      Malhotra, Deepak. "How to Negotiate with VCs." Harvard Business Review 91, no. 5 (May 2013): 84–90.
      • November 2012
      • Article

      Are You Ready for the 'Hardest Question'?

      By: James K. Sebenius
      Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the...  View Details
      Keywords: Tactics; Hard Bargaining; Negotiation
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      Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
      • February 2011 (Revised February 2018)
      • Case

      Greg Mazur and the Purchase of Great Eastern Premium Pet Foods

      By: Richard S. Ruback and Royce Yudkoff
      Greg Mazur decided to purchase a small business after graduating from the Harvard Business School. The case explores his decision about whether or not he should finalize his deal to purchase Great Eastern Premium Pet Foods, Inc. ("GEPP"). It gives students the...  View Details
      Keywords: Mergers and Acquisitions; Entrepreneurship; Financing and Loans; Negotiation Deal; Negotiation Preparation; Strategic Planning; Valuation
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      Ruback, Richard S., and Royce Yudkoff. "Greg Mazur and the Purchase of Great Eastern Premium Pet Foods." Harvard Business School Case 211-085, February 2011. (Revised February 2018.)
      • February 2010
      • Module Note

      Strategies of Influence

      By: Deepak Malhotra
      Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,...  View Details
      Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy
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      Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.
      • October 2009
      • Article

      Negotiation Analysis: From Games to Inferences to Decisions to Deals

      By: James K. Sebenius
      Exemplified by the pioneering work of Howard Raiffa and often expressed in the pages of the Negotiation Journal, the emergent prescriptive field of "negotiation analysis" progressively developed from Raiffa's early contributions to game theory and to his later...  View Details
      Keywords: Decision Choices and Conditions; Negotiation Participants; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Game Theory
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      Sebenius, James K. "Negotiation Analysis: From Games to Inferences to Decisions to Deals." Negotiation Journal 25, no. 4 (October 2009): 449–465.
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