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    • All HBS Web  (4,628)
      • Faculty Publications  (1,180)

      Negotiations Remove Negotiations →

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      Strategic Negotiations
      Summary The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance...
      Strategic Negotiations—Virtual
      Summary The most successful negotiators not only master the use of interpersonal tactics at the table, but they also understand the critical role of...
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      • 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...  View Details
      Keywords: Geographic Flexibility; Work-from-anywhere; Remote Work; Telecommuting; Geographic Mobility; Uspto; Employees; Geographic Location; Performance Productivity
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      Choudhury, Prithwiraj, Cirrus Foroughi, and Barbara Larson. "Work-From-Anywhere: The Productivity Effects of Geographical Flexibility." Strategic Management Journal 42, no. 4 (April 2021): 655–683.
      • 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...  View Details
      Keywords: Personal Data; Privacy Regulation; Gdpr; Interconnection Agreements; Internet; Governing Rules, Regulations, And Reforms
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      Zhuo, Ran, Bradley Huffaker, KC Claffy, and Shane Greenstein. "The Impact of the General Data Protection Regulation on Internet Interconnection." Telecommunications Policy 45, no. 2 (March 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
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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.)
      • 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
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      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
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      Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
      • 21 Jan 2021
      • Talk

      Great Negotiators: Learning from Critical Moments

      By: James K. Sebenius
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      Sebenius, James K. "Great Negotiators: Learning from Critical Moments." Thursday Morning Talks, Mount Auburn Hospital, January 21, 2021.
      • 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...  View Details
      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
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      Roscini, Dante, and John Masko. "Hester Pharmaceuticals (A): A Pricing Dilemma." Harvard Business School Case 721-001, January 2021.
      • 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...  View Details
      Keywords: Debt Issuance; Equity Issuances; Convertible Debt; Cruise Lines; Restructuring; Capital; Crisis Management; Cash Flow; Travel Industry; United States
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      Gilson, Stuart C., and Sarah Abbott. "Carnival Corporation: Cruising Through COVID-19." Harvard Business School Case 221-028, January 2021. (Revised February 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.
      • 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.  View Details
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      Zinshstein, Maya, Abraham Troen, Gregory Khalil, and James K. Sebenius. "Politics and Peace? Evangelicals and U.S.-Israeli-Palestinian Prospects." Program on Negotiation at Harvard Law School, Cambridge, MA, December 15, 2020.
      • 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...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation And Benefits; Fairness; Motivation And Incentives; Management; Happiness; negotiation; Cross-cultural And Cross-border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020.
      • 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...  View Details
      Keywords: negotiation; Entertainment; Music Entertainment; Strategy; Music Industry; Entertainment And Recreation Industry; United States; United Kingdom
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      Sebenius, James K., and Alex Green. "John Branca: Negotiating the Beatles' Northern Songs Catalog (A)." Harvard Business School Case 921-009, October 2020.
      • October 2020
      • Supplement

      John Branca: Negotiating the Beatles' Northern Songs Catalog (B)

      By: James K. Sebenius and Alex Green
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      Sebenius, James K., and Alex Green. "John Branca: Negotiating the Beatles' Northern Songs Catalog (B)." Harvard Business School Supplement 921-010, October 2020.
      • Fall 2020
      • Article

      Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa

      By: Michael A. Wheeler
      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...  View Details
      Keywords: Art; negotiation; Arts
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      Wheeler, Michael A. "Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa." Negotiation Journal 36, no. 4 (Fall 2020): 471–487.
      • 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...  View Details
      Keywords: Social Value; Leadership; Moral Sensibility; Ethics; Decision Making; Corporate Social Responsibility And Impact; Society
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      Bazerman, Max. "A New Model for Ethical Leadership." Harvard Business Review 98, no. 5 (September–October 2020): 90–97.
      • 24 Sep 2020
      • Other Presentation

      Enhanced Party and Interest Mapping via Social Media

      By: David A. Lax, James K. Sebenius and Ben Cook
      Citation
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      Lax, David A., James K. Sebenius, and Ben Cook. "Enhanced Party and Interest Mapping via Social Media." Part 3, New Rules for Negotiators, Lax Sebenius LLC, September 24, 2020.
      • 10 Sep 2020
      • Other Presentation

      Negotiation in the Era of Social Media

      By: James K. Sebenius
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      Sebenius, James K. "Negotiation in the Era of Social Media." Part 2, New Rules for Negotiators, Lax Sebenius LLC, September 10, 2020.
      • 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.
      • 2020
      • Book

      Dealmaking: The New Strategy of Negotiauctions

      By: Guhan Subramanian
      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
      Keywords: negotiation; Auctions; Strategy; Competition; Markets; negotiation Deal
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      Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. 2nd edition. New York: W. W. Norton & Company, 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.
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      Are you looking for?

      Strategic Negotiations
      Summary The planning and strategizing process behind complex, high-stakes deals and major disputes can be even more important than your performance...
      Strategic Negotiations—Virtual
      Summary The most successful negotiators not only master the use of interpersonal tactics at the table, but they also understand the critical role of...
      → Search All HBS Web
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