NEGOTIATION

2017
Articles | Books & Chapters | Cases | Course Modules
Simulations | Video
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 CASES
Cases, slices of business life, focus on actual problems and decisions facing a company.
Students are challenged to put themselves in the protagonist’s place and suggest
business strategies, tactics, and solutions.

New Cases
Launching Yelp Reservations (A)
This case presents a multiparty negotiation among Yelp, its current partner OpenTable, and
2 startups in the online restaurant reservation industry. TN Harvard Business School #916003

Negotiating the Path of Abraham, 2015 Progress and Challenges

The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism
following the path of Abraham 4,000 years ago. In this case, the Abraham Path board
reviews the Initiative’s past 5 years and seeks to frame and act on its major strategic,
negotiating, and operational challenges going forward. Harvard Business School #916027

Nora-Sakari: A Proposed JV in Malaysia (Revised)

Negotiations have broken down between Malaysian and Finnish telecom firms Nora Bhd and
Sakari Oy. Students are asked to try to restructure a win-win deal. This case examines some
of the most common issues involved in a negotiation between 2 companies.
TN Ivey Publishing #W15389

To Buy or What to Buy: Your First Home

Peter and Kate Rose are a young couple looking to buy their first home. They have
narrowed down a target list to 3 homes, but are wondering if it makes more sense to
continue renting. The couple must make decisions regarding whether to buy, which home to
buy, a price, a broker, a mortgage package, and how to source a down payment.
TN Harvard Business School #215080

Popular Cases
Fairstar Heavy Transport (A)
In 2009, the small heavy marine transport company Fairstar entered into bidding on one
of the largest contracts in the history of the industry. This case chronicles the company’s
yearlong tendering process leading to a final make-or-break meeting. B and C cases
available. TN Harvard Business School #911036

Frasier (A)
This case documents the negotiations between NBC and Paramount Studios to renew
the hit television show Frasier. Paramount, which produced the show, threatened to move
Frasier to another network if NBC did not agree to a substantially higher license fee. The
case allows students to apply negotiation concepts such as BATNA, reservation price, and
ZOPA. TN Harvard Business School #801447

Luna Pen (A)

This case covers the negotiation of a possible trademark infringement involving a German
conglomerate and a Taiwanese trading firm. Students identify and evaluate key tactical
choices in opening negotiation, discover overlooked connections between tactics and
broader strategy, and explore gender, culture, and power issues in bargaining. B, C, and D
cases available. TN Harvard Business School #396156

TN Teaching Note Available H B S P. H A R VA R D . E D U 1

Name Your Price: Compensation Negotiation at Whole Health Management (A)
A potential employer asks MBA student Monroe Davies to determine his own compensation
package. This case follows Davies and Jim Hummer, president and CEO of Whole Health
Management, through a unique recruitment process that raises questions of compensation
and employee incentives, negotiation strategy, and human resource management.
TN Harvard Business School #908064

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

After months of negotiations to try to end the 2004 National Hockey League (NHL) lockout,
NHL Commissioner Gary Bettman threatened to cancel the entire season. This case provides
a rich history of the 2 sides’ relationship and an account of the negotiations that led up to
the season-cancellation threat. TN Harvard Business School #906038

Negotiation Analysis: An Introduction

This note provides an overview of the 7 elements of negotiation analysis, including BATNAs,
parties, interests, value creation, barriers to agreements, power, and ethics. Illustrations are
drawn from a range of contexts, from buying a car and the sale of a business to dispute
resolution and international diplomacy. Harvard Business School #801156

ÆÆ Find more cases at hbsp.harvard.edu

NEW ROLE PLAYS

Role plays help students develop their decision-making skills by setting up realistic
business challenges that require students to use negotiation techniques to work out the
best possible solutions.

Astra Precision—Labour Negotiation (A): Confidential Instructions for Karim Faizal

This role play presents a multi-issue, 1-on-1 collective bargaining agreement negotiation
between the senior manager of labor relations and the new head of Astra Workers’
Federation. Astra Precision is the Indian subsidiary of a German auto company in which
violence erupted over working conditions. It ended up in a lockout and lost $300 million.
For use with Astra Precision—Labour Negotiation (B): Confidential Instructions for Monika
Schmidt (#IN1221). TN INSEAD #IN1220

Boost M6700 (A): Buyer Seller Negotiation—Confidential Instructions for John Payne
Cindy Tan, a procurement manager at a business consulting firm, has invited senior sales
manager John Payne to discuss his proposal to sell 50 high-end Boost laptops to Cindy’s
firm. For use with Boost M6700 (B): Buyer Seller Negotiation—Confidential Instructions for
Cindy Tan (#IN1145). TN INSEAD #IN1144

Double Career Negotiation (A): Confidential Instructions for the MBA Student
In this role play, 2 romantic partners—an MBA student and a medical doctor—must reach an
agreement on life and work decisions. Will the couple settle in India, as previously agreed,
or move to Amsterdam to further the MBA student’s career? Paired with (B): Confidential
Instructions for the Medical Doctor (#IN1226). TN INSEAD #IN1225

HalaMaterials (A): Negotiating Equity between Partners

This multi-issue negotiation is between a young entrepreneur and a close-to-retirement CEO.
Before embarking on a new venture together, John and George must negotiate partnership
details and address thorny ethical issues. Paired with #IN1119. TN INSEAD #IN1118

2 N E G O T I AT I O N • 2 0 1 7
Honoring the Contract
This is a 2-party negotiation role play between a search engine startup, YOUReka, and
Quantron, a supplier of the subassembly boards used at YOUReka’s data centers. At issue
is a possible breach of contract. Roles include Role for Quantron (#916035) and Role for
YOUReka (#916036). Harvard Business School #916035 and #916036

The Indian Railways ‘Cash Cow’—Over or Extra Loading? (A): Confidential Instructions
for Sudhir Kumar
This negotiation explores how to maximize revenues for ailing Indian Railways. The role play
emphasizes the tension between commercial gains and social needs, and lends itself to
discussions about safety, corruption, government, and business in India. For use with #IN1232
TN INSEAD #IN1231

The Indonesia Strategy Case: Confidential Instructions for Joanna

In this role play, Joanna and Rupert discuss a new strategy for their firm’s Indonesian
operations. Joanna is Rupert’s recently promoted boss, and Rupert is disgruntled at being
passed over for promotion. Paired with #INS979. TN INSEAD #INS978

The Kitchen Purchase: Briefing for Buyers: Mr. and Mrs. Stulle
The Kitchen Purchase asks students to negotiate the price of a fitted kitchen. It requires
minimal preparation, and the case facilitates discussion of the ethics of bargaining, the
distributive and integrative conduct of negotiations, and the handling of bargaining power.
For use with #ES1611. TN European School of Management & Technology #ES1601

Lombardi Co. (A): A Company Buyout: Confidential Instructions for Luca Lombardi
This multi-issue negotiation takes place between an aging Italian entrepreneur in North
Africa and a young M&A specialist from a large Asian corporation. Due diligence has been
completed and the parties discuss the price for the Lombardi company. Role-players find
that their ideas of what the company is worth are at odds. Paired with #IN1179.
TN INSEAD #IN1177

Managing Up (A): Grace

Grace, a junior hire, is ready to take on more responsibility in her career. But she thinks her
boss is standing in the way of potential promotions to better positions. Paired with #W15270.
TN Ivey Publishing #W15269

Selling at ServiceBox (A): Jon Clifford’s Perspective

ServiceBox is a web-based software-as-a-service (SaaS) work order management system
for plumbing and heating businesses. In this exercise in sales negotiation, the Service
Box founder works to sell a subscription to a heating contractor. For use with Selling at
ServiceBox (B): Heating Contractor’s Perspective (#W16040). TN Ivey Publishing #W16039

Three-Way Organization
Playing the role of the Neptune, Pluto, or Venus division of the old Sirius Corporation,
students seek to form a 2- or 3-way conglomerate of maximum economic value. Individual
and shared interests are in conflict. Harvard Business School #916037

WABTY.com—Salary Negotiation Case

This negotiation is between an HR manager, May Hirewell, and MBA job candidate Larry
Dover. Larry has been offered a job with WABTY.com and is meeting with May to discuss
terms of a potential employment contract. The (A) case is paired with (B): Confidential
Instructions for May Hirewell (#IN1208). TN INSEAD #IN1207

TN Teaching Note Available H B S P. H A R VA R D . E D U 3

Popular Role Plays
Adam Baxter Co./Local 190
In this role play series, students balance economic considerations with employee well-being.
Mirroring an actual, historically significant labor v. management negotiation, 2 opposing
teams of students square off. The 3 role plays include: the 1978 Negotiation (#396318, #396319),
the 1983 Negotiation (#396322, #396321), and the 1985 Negotiation (#396324, #396325).
Harvard Business School

BCPC Internet Strategy Team: An Exercise

This team decision-making exercise describes a cross-functional management team at a
telecommunications company. Groups of 6 students meet to decide whether to conduct
a full-scale launch of a new high-speed Internet service. Role information is found in the
Supplements tab. TN Harvard Business School #604035

The Cinnamon Case: Sales Negotiation

Students act as either buyers or sellers of a perishable but rare commodity. Each role
has limited information, but students attempt to negotiate a price, aiming for a best-case
scenario for themselves.
TN Ivey Publishing 2 roles: (A) The Seller #W12258, (B) The Buyer #W12259

Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)
This 2-party negotiation takes place between the executive VP of Pearl Investments and the
CEO of Estate One for the sale of real estate in the town of Hamilton. For use with Hamilton
Real Estate: Confidential Role Information for the Executive VP of Pearl Investments
(#905053). TN Harvard Business School #905052

Riggs-Vericomp Negotiation (A): Confidential Information for Riggs Engineering

This role play involves a possible agreement between computer chip manufacturer Vericomp
and an environmental engineering firm that sells recycling equipment, Riggs Engineering.
Students are assigned 1 of 2 roles and pair up to negotiate. Illustrates the potential for
integrative, value-creating bargaining even when parties have conflicting interests and
priorities. For use with (B): Confidential Information for Vericomp (#801097).
TN Harvard Business School #801096

V-Cola: General Instructions

This exercise simulates a negotiation between a boutique advertising agency and a
beverage company launching a new product. Each of 6 parties has different incentives and
information, which leads to a complex, realistic simulation about agency issues, misaligned
incentives, and the (mis)use of contingent contracts. Role information is found in the
Supplements tab. TN Harvard Business School #912043

Online Role Play

Negotiating Equity Splits at UpDown
In this online, team-based role play, students complete an equity-split renegotiation among
3 entrepreneurial business partners. The role play offers pre- and post-negotiation polls
and agreement terms for each team member. Instructors can use the online tools to track
progress, examine responses, and review results for use in a classroom debrief session. From
authors Noam Wasserman and Deepak Malhotra. Multiplayer: 3 roles
TN Seat Time: 120 minutes #812701

ÆÆ Find more role plays at hbsp.harvard.edu/roleplays

4 N E G O T I AT I O N • 2 0 1 7
 ARTICLES
Articles from Harvard Business Review, HBR.org, and other renowned sources provide
up-to-the-minute ideas from the best business thinkers.

New Articles
Be Your Own Best Advocate
Negotiating on your own behalf can feel harder than negotiating for a company, especially
when it isn’t part of a hiring or review process. This article explains how to seize everyday
negotiation opportunities at work. Harvard Business Review #R1511J

Control the Negotiation Before It Begins

Some of the costliest negotiation mistakes occur before anyone sits down at the bargaining
table. To succeed, negotiators must resolve process before substance, set expectations, map
out the negotiation space, and control the frame. Harvard Business Review #R1512D

Getting to Si, Ja, Oui, Hai, and Da

In international negotiations, a manager may lack the contextual understanding to interpret
counterparts’ communications—especially unspoken signals. This article outlines 5 rules for
negotiating between different cultures. Harvard Business Review #R1512E

A Definitive Guide to the Brexit Negotiations

In this article, Deepak Malhotra analyzes the negotiation landscape facing U.K. and E.U.
officials over upcoming “Brexit” talks and provides advice on navigating the process
effectively. Harvard Business Review Web Article #H031TM

Emotion and the Art of Negotiation

Research shows that regulating the anxiety, anger, excitement, disappointment, or regret
that one may feel and express during the course of a negotiation can help one make better
deals. Harvard Business Review #R1512C

How to Make the Other Side Play Fair

In adversarial negotiations, one party is likely to open with an inflated claim, a lowball
bid, or another unreasonable offer. This approach is often costly to all involved. The
authors propose an alternative, the “final-offer arbitration” challenge: one side presents an
objectively fair offer, challenges the other to make its own best offer, and then allows an
arbitrator to decide which of the 2 is more reasonable. Harvard Business Review #R1609F

How to Negotiate with a Liar

When trying to make a deal, it is important to defend against deception. The best strategy,
according to author Leslie K. John, is to focus not on detecting lies but on preventing them.
She proposes 5 research-based tactics: encourage reciprocity, ask the right questions,
watch for dodging, don’t dwell on confidentiality, and cultivate leaks.
Harvard Business Review #R1607J

More Reasons Women Need to Negotiate Their Salaries

This article explores how companies end up with significant gender pay inequalities—and
what to do about them. The authors introduce economic models and research to help explain
the gap—and potential solutions for closing it. Harvard Business Review Web Article #H0266F

The Secret to Negotiating Is Reading People’s Faces

In her work as a body language researcher and instructor, the author suggests that a key
difference between exceptional and average negotiators is the ability to read micro-expressions,
gauging visceral reactions to ideas or proposals. One must then strategically steer the other
party toward a preferred outcome. Harvard Business Review Web Article #H02Y0U

TN Teaching Note Available H B S P. H A R VA R D . E D U 5

Popular Articles
3-D Negotiation: Playing the Whole Game
According to negotiation experts David Lax and James Sebenius, executives face obstacles
in 3 common dimensions: tactics, deal design, and setup. Most executives fixate on the
first 2, but 3-D negotiators reshape the scope and sequence of the game itself to achieve a
desired outcome. Lax and Sebenius describe the tactics that 3-D negotiators use and cite
examples from business and intergovernmental affairs. Harvard Business Review #R0311D

Getting Past Yes: Negotiating as if Implementation Mattered

The best deals don’t end at the negotiating table—they begin there. This article asserts
that organizations and negotiators must transition from a deal-maker mentality to an
implementation mind-set, which sets the stage for a healthy working relationship long after
the ink has dried. Harvard Business Review #R0411C

Hidden Challenge of Cross-Border Negotiations

International deal-makers have long bowed to local traditions and etiquette. But negotiators
need to understand something deeper than table manners and attitudes about deadlines.
They must understand the subtle but powerful ways that culture shapes the governance and
decision-making process. Harvard Business Review #R0203F

Investigative Negotiation
Negotiators often fail by focusing too much on selling their own position and too little on
understanding the other party’s perspective. This article outlines 5 principles of negotiation
to help students develop an investigative methodology in order to negotiate the best
possible deal. Harvard Business Review #R0709D

Negotiating with Emotion

When facing an important negotiation, rigorous preparation is essential. But it’s only half
the story. The truth is that passions matter in real-life deal-making and dispute resolution.
Good negotiators understand, channel, and learn from their emotions in order to adapt to
the situation at hand and engage others successfully. Harvard Business Review #R1301G

Putting More on the Table: How Making Multiple Offers Can Increase the Final Value
of the Deal
Presenting multiple offers at once can increase the other side’s satisfaction as well as
the odds of reaching an agreement. Research shows that negotiators who use “multiple
equivalent simultaneous offers,” or MESOs, achieve better outcomes than those who make
a single packaged offer—without sacrificing relationships or losing credibility. This article
explains the benefits of MESOs as well as how and when to make them.
Harvard Business Publishing Newsletters #N0504B

Should You Make the First Offer?

Whether negotiators are bidding on a firm, seeking agreement on a compensation package,
or bargaining over a used car, someone has to make the first offer. Who should begin? How
will the first offer influence the negotiation process and any final agreement? New research
on the anchoring effect suggests that the best strategy is often to speak up first.
Harvard Business Publishing Newsletters #N0407A

ÆÆ Find more articles at hbsp.harvard.edu

6 N E G O T I AT I O N • 2 0 1 7
 BOOKS & CHAPTERS
Many academic titles from Harvard Business Review Press are now available as eBooks.
Each eBook title is available as a PDF and comes with a full-text Educator Copy available
to registered Premium Educators on the HBP for Educators web site.

Books
Harvard Business Review on Winning Negotiations
This collection of best-selling Harvard Business Review articles helps students forge better
deals, uncover the other party’s motives, conquer faulty assumptions, build long-term
relationships, make realistic promises, gain an adversary’s trust, and understand when to
walk away. Available as an eBook. Harvard Business Review Press #10327

HBR Guide to Negotiating

This guide outlines a collaborative and creative approach to negotiation that results in better
outcomes and stronger relationships. This approach works in any situation in which 2 or
more parties need to come to terms, from multimillion-dollar sales agreements to informal
conversations with colleagues about how to tackle a quick project.
Available as an eBook. Harvard Business Review Press #15027

HBR Guide to Office Politics

Employees need to work effectively with colleagues—even challenging ones—for the good
of the organization and their careers. This book offers guidance on building relationships
with difficult people, gaining allies and influence, wrangling resources, moving up without
ruffling feathers, avoiding power games and petty rivalries, and claiming credit when it is
due. Available as an eBook. Harvard Business Review Press #16547

HBR’s 10 Must Reads on Communication (with featured article “The Necessary Art of
Persuasion” by Jay A. Conger)
This collection of 10 Harvard Business Review articles by experts such as Deborah
Tannen, Jay Conger, and Nick Morgan provides insights on communicating effectively and
persuasively. Available as an eBook. Harvard Business Review Press #11364

Negotiating Outcomes
Negotiating Outcomes helps students prepare, conduct, and close a negotiation successfully.
The book includes useful tools, self-tests, and real-life examples to help students identify
strengths and weaknesses and hone critical skills.
Available as an eBook. Harvard Business Review Press #13256

Chapters
Assess Current Challenges and Opportunities: The Role of Assessment in Successful Negotiation
The authors introduce a criteria assessment key that will help organizations develop their
own successful negotiation practice.
From Built to Win: Creating a World-Class Negotiating Organization #3258BC

Four Key Concepts: Your Starting Points

Any successful negotiation must have a fundamental framework based on 4 key concepts:
BATNA (best alternative to negotiated agreement), reservation price, ZOPA (zone of possible
agreement), and value creation through trade. This chapter develops these 4 concepts with
examples for students.
From Negotiation, Harvard Business Review Press #5672BC

H B S P. H A R VA R D . E D U 7
Negotiation Checklists: Preparation, Value-Creation, and Implementation Checklists
This chapter features a negotiation preparation checklist with questions every negotiator
should review with stakeholders before beginning a negotiation; a value-creation checklist
that suggests analytical sources of value creation; and an implementation checklist that
suggests ways to address surprises and conflicts in the future.
From Built to Win: Creating a World-Class Negotiating Organization #3263BC

Trust Building in Intergroup Negotiations: Challenges and Opportunities for Creative

Leaders
The authors of this chapter focus on questions in order to examine how leaders can build
trust between groups in negotiation settings. How should trust be conceptualized in this
context? What special barriers to trust exist? How can leaders creatively stimulate intergroup
trust, especially when climates of suspicion prevail?
From Crossing the Divide: Intergroup Leadership in a World of Difference #3791BC

ÆÆ Find more books and chapters at hbsp.harvard.edu/ebooks

SIMULATIONS
Online simulations present real-world management challenges for students and
encourage classroom interaction and discussion. Results are available immediately for a
comprehensive debrief session. All simulations include a detailed Teaching Note.

Entrepreneurship Simulation: The Startup Game

This multiplayer simulation immerses students in the fundamentals of forming a new
company. Students role-play as founders, investors, and potential employees who must
interact with their classmates to negotiate deals, calculate valuation, find the right staffing
mix, and debate financial gains versus organizational control. Designed for classes of 20-86
students.
TN The Wharton School, University of Pennsylvania Seat Time: 60 minutes #WH0001

Finance Simulation: Blackstone/Celanese

This simulation re-creates the landmark acquisition of Celanese AG by the Blackstone Group
in 2003. Students take on the role of Blackstone or Celanese and conduct due diligence,
establish deal terms, respond to bids and counterbids, and consider the interests of other
stakeholders. TN Seat Time: 120 minutes #3712

Finance Simulation: M&A in Wine Country V2

Students play the role of CEO at 1 of 3 publicly traded wine producers. Each player evaluates
merger and acquisition opportunities among the 3 companies, determines reservation prices
and value targets, and negotiates deal terms before deciding to accept or reject final offers.
TN Seat Time: 90 minutes #4805

Leadership and Team Simulation: Everest V2

Students experience group dynamics and leadership through the dramatic setting of a
Mount Everest expedition while playing 1 of 5 roles on a team of hikers. As they attempt
a climb to the summit, students must reach individual goals while also sharing information
to maximize group achievement. TN Seat Time: 120 minutes #7000

8 N E G O T I AT I O N • 2 0 1 7
Negotiation Simulation: OPEQ
This multiplayer simulation immerses students in the complex world of oligopolistic oil
pricing. Teams of students act as members of an oil production board tasked with setting
petroleum production levels for 1 of 3 fictional countries: Alba, Batia, and Capita. The
simulation allows students to explore the dynamics of cartels and competition, negotiation,
best response, Nash equilibrium, and a variety of other negotiation and economic principles.
TN The Wharton School, University of Pennsylvania Seat Time: 60 minutes #WH0002

UPDATED Strategy Simulation: Competitive Dynamics and Wintel V2

In this updated simulation, students face the dynamics of cooperation and competition
between 2 businesses. Playing the role of Microsoft or Intel, students determine product
release schedules and pricing, and consider whether to coordinate schedules and frequency
of releases. Asymmetries in profit potential expose students to multifaceted problems of
simultaneously cooperating and competing. Ideal for courses in Strategy and Negotiation.
TN Harvard Business School Seat Time: 60 minutes #716801

ÆÆ Find more simulations at hbsp.harvard.edu/simulations

HARVARD MANAGE MENTOR®

Delivered entirely online, Harvard ManageMentor® is the leading business reference from
business experts, featuring 44 self-paced modules that address the full spectrum of
management issues. Many modules are also available in Spanish, Portuguese, Mandarin,
and French. Modules in Negotiation include:

ƒƒ Managing Upward
ƒƒ Negotiation

ÆÆ Find more Harvard ManageMentor modules at hbsp.harvard.edu/hmm

TEACHING GUIDES

NEW! Negotiation Curriculum Map and Teaching Videos

Created by Harvard Business School professor Michael A. Wheeler, the Negotiation
Curriculum Map recommends course materials for an MBA-level introductory course in
negotiation. Divided into course units and class sessions, the map suggests specific
Harvard Business Publishing course materials including cases, articles, role plays, and more.

A series of videos on teaching negotiation is also available. Videos include:

ƒƒ Introducing the Negotiation Curriculum Map

ƒƒ Secrets to a Great Negotiation Course
ƒƒ Grading Students in a Negotiation Course
ƒƒAll-Time Favorite Course Materials
ƒƒ Setting Expectations with Students

ÆÆ hbsp.harvard.edu/maps

TN Teaching Note Available H B S P. H A R VA R D . E D U 9

 ACADEMIC DISCOUNTS FOR STUDENTS

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