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Summary The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance...
Summary The most successful negotiators not only master the use of interpersonal tactics at the table, but they also understand the critical role of...
- April 2021
- Article
Work-From-Anywhere: The Productivity Effects of Geographical Flexibility
By: Prithwiraj Choudhury, Cirrus Foroughi and Barbara Larson
An emerging form of remote work allows employees to work-from-anywhere, so that the worker can choose to live in a preferred geographic location. While traditional work-from-home (WFH) programs offer the worker temporal flexibility, work-from-anywhere (WFA) programs...
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- March 2021
- Article
The Impact of the General Data Protection Regulation on Internet Interconnection
By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on...
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- 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...
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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
- 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...
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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
- 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...
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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
- January 2021
- Case
Hester Pharmaceuticals (A): A Pricing Dilemma
By: Dante Roscini and John Masko
In August 2019, the leadership of Hester Pharmaceuticals (Hester) had a problem. Italy promised to be a key market for their new breakthrough oncology drug Akrozumab, but for almost two years, its single-payer healthcare system had been unable to agree with Hester on a...
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Keywords:
Macroeconomics;
Trade;
Price;
Global Range;
Global Strategy;
Globalized Markets And Industries;
Health Care And Treatment;
Patents;
Monopoly;
negotiation;
Business And Government Relations;
Risk And Uncertainty;
Human Needs;
Business Strategy;
Commercialization;
Pharmaceutical Industry;
Italy
- January 2021 (Revised February 2021)
- Case
Carnival Corporation: Cruising Through COVID-19
By: Stuart C. Gilson and Sarah Abbott
In March 2020, in response to the global pandemic, the cruise industry ceased operations. Carnival was the largest cruise line operator in the world, and CEO Arnold Donald and his management team worked to position the company to survive. They slashed operating...
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- 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...
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- 15 Dec 2020
- Panel Discussion
Politics and Peace? Evangelicals and U.S.-Israeli-Palestinian Prospects
By: Maya Zinshstein, Abraham Troen, Gregory Khalil and James K. Sebenius
Sponsored by Harvard's Program on Negotiation, I moderated and contributed to a discussion of the film "Til Kingdom Come" among the film's director, producer, and a renowned scholar.
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- November 2020
- Teaching Note
Social Salary Setting at Spiber
By: Ashley Whillans and John Beshears
This case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their own salary. In the course of...
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- October 2020
- Case
John Branca: Negotiating the Beatles' Northern Songs Catalog (A)
By: James K. Sebenius and Alex Green
In 1985, pop music superstar Michael Jackson instructed his attorney, John Branca, to make a bid for the Northern Songs music catalog, which contained the songs of the Beatles. In a challenging negotiation with Australian media baron Robert Holmes à Court, Branca...
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- October 2020
- Supplement
John Branca: Negotiating the Beatles' Northern Songs Catalog (B)
By: James K. Sebenius and Alex Green
- Fall 2020
- Article
Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa
Over the past two decades the Program on Negotiation at Harvard Law School (PON) has named thirteen people as Great Negotiators. The project, directed by my colleague Jim Sebenius, has given us the opportunity to commend our honorees’ outstanding work and to learn from...
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- September–October 2020
- Article
A New Model for Ethical Leadership
By: Max Bazerman
Rather than try to follow a set of simple rules (“Don’t lie.” “Don’t cheat.”), leaders and managers seeking to be more ethical should focus on creating the most value for society. This utilitarian view, Bazerman argues, blends philosophical thought with business school...
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- 24 Sep 2020
- Other Presentation
Enhanced Party and Interest Mapping via Social Media
By: David A. Lax, James K. Sebenius and Ben Cook
- 10 Sep 2020
- Other Presentation
Negotiation in the Era of Social Media
- 27 Aug 2020
- Other Presentation
How Social Media Can Kill or Enhance Your Deals
By: David A. Lax, James K. Sebenius and Ben Cook
- 2020
- Book
Dealmaking: The New Strategy of Negotiauctions
Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
- 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...
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