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James K. Sebenius
JAMES K. (“Jim”) SEBENIUS, is the Gordon Donaldson Professor of Business Administration at Harvard Business School, where he founded the Negotiation unit and teaches advanced... View Details
- 04 Sep 2018
- News
James Sebenius on Office Hours
- 07 Apr 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
with no place to hide." ... dispute resolution can look very different in different cultures.—James K. Sebenius U.S. companies like Stone—and others from cultures with strong legal systems—frequently... View Details
Keywords: by James K. Sebenius
- 01 May 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
Review excerpt below, Professor James K. Sebenius describes number six on the list, "Failing to correct for skewed vision." Negotiators are often too confident of... View Details
Keywords: by James K. Sebenius
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
management. Instead, Perlman mapped backward from his VC target, reasoning that WebTV's appeal and value to the VCs would be greatly enhanced by partnership with a prominent consumer electronics firm. Perlman started View Details
Keywords: by James K. Sebenius
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
to address their concerns, and having built enough support and neutralized enough opposition to overwhelm those who remain unconditionally hostile, the odds of a fatal blocking coalition forming can be drastically reduced—and your project is far more likely to succeed.... View Details
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
complete, fixed description of each side's obligations. Not all breaches need be fatal; how they are handled can strengthen or rupture the social contract.—Ron S. Fortgang, David A. Lax, and James K. View Details
- 04 Sep 2012
- Working Paper Summaries
Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges
Keywords: by James Sebenius
- 11 Feb 2015
- Working Paper Summaries
Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’
Keywords: by Laurence A. Green & James K. Sebenius
- 23 Jan 2014
- Working Paper Summaries
Tommy Koh: Background and Major Accomplishments of the ’Great Negotiator, 2014
Keywords: by James K. Sebenius & Laurence A. Green
- 01 Jun 1997
- News
A Better Way to Go on Strike
normal operations but to put some or all of their revenues and salaries into an escrow account controlled by a trusted outside party. In the American Airlines case, planes would continue flying, but a large fraction of the company's... View Details
- 06 Jan 2015
- Working Paper Summaries
Henry A. Kissinger as Negotiator: Background and Key Accomplishments
Keywords: by James Sebenius & Laurence A. Green
- 07 Feb 2007
- Research & Ideas
Dividends from Schumpeter’s Noble Failure
Business Cycles was Joseph Schumpeter's least successful book when measured by its professed aims and several other yardsticks. Yet the book contains two vital aspects that have largely been overlooked. First, the prodigious research that... View Details
Keywords: by Thomas K. McCraw
- 01 Feb 2021
- What Do You Think?
Has the New Economy Finally Arrived?
economy characterized by high growth, increased employment, and low inflation. It was supposedly driven by the productivity gains of an economy based less on heavy industry and more on service, as well as... View Details
Keywords: by James Heskett
- 04 Feb 2010
- What Do You Think?
What’s the Best Way to Make Careful Decisions?
the Complete Solution ought to be the key." Most argued for a process involving intuition based on analysis and experience. Rowland Freeman commented, "A great deal depends on the magnitude of the decision . The lesser the impact, go with experience and... View Details
Keywords: by James Heskett
- 03 Aug 2016
- What Do You Think?
How Can We Hold the “Leadership Industry” Accountable?
training they provide, market pressures, corporate governance shortcomings, and even the nature of leadership itself. John led the charge by saying, “Having taught within business schools for 20 years, I’ve had instructors talk about... View Details
- 05 Jul 2006
- What Do You Think?
How Important Is “Executive Intelligence” for Leaders?
purpose. K. Anders Ericsson, in the recently published Cambridge Handbook of Expertise and Expert Performance, has concluded in addition that the most effective ways of developing this kind of capability involve constant exposure to... View Details
Keywords: by James Heskett
- 06 Oct 2003
- What Do You Think?
Is “the Innovator’s Solution” to Sustained Corporate Growth an Unnatural Act?
Summing Up In the judgment of respondents to the October column, repeating the development of disruptive technologies is an admirable but elusive target. Respondents commonly asked whether it is a process disrupted by too many... View Details
Keywords: by James Heskett