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    • Faculty Publications  (313)

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    • All HBS Web  (120,194)
      • Faculty Publications  (313)

      Sebenius, James K.Remove Sebenius, James K. →

      ← Page 9 of 313 Results →
      • February 2006
      • Supplement

      Smartix (B): The Last Dance

      By: James K. Sebenius
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      Sebenius, James K. "Smartix (B): The Last Dance." Harvard Business School Supplement 906-029, February 2006.
      • February 2006
      • Supplement

      Smartix (C): Rethinking the Negotiations

      By: James K. Sebenius
      Keywords: Negotiation
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      Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
      • February 2006
      • Article

      Do a 3-D Audit of Barriers to Agreement

      By: James K. Sebenius
      Keywords: Agreements and Arrangements
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      Sebenius, James K. "Do a 3-D Audit of Barriers to Agreement." Negotiation 9, no. 2 (February 2006): 7–9.
      • January 2006
      • Case

      Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)

      By: James K. Sebenius, Ellen Knebel and Erin Egan
      Summarizes the background and career highlights of Jack Valenti, longtime head of the Motion Picture Association of America and the Motion Picture Association. Sets up three difficult negotiation challenges facing Valenti over a rating system for movies, the financial... View Details
      Keywords: Decision Making; Film Entertainment; Television Entertainment; Negotiation; Problems and Challenges; United States
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      Sebenius, James K., Ellen Knebel, and Erin Egan. "Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)." Harvard Business School Case 906-025, January 2006.
      • January 2006
      • Supplement

      Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (B)

      By: James K. Sebenius, Ellen Knebel and Erin Egan
      Keywords: Negotiation; Motion Pictures and Video Industry
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      Sebenius, James K., Ellen Knebel, and Erin Egan. "Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (B)." Harvard Business School Supplement 906-032, January 2006.
      • January 2006 (Revised October 2009)
      • Case

      Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

      By: Ian Larkin, James K. Sebenius and Guhan Subramanian
      In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
      Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
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      Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
      • January 2006 (Revised October 2009)
      • Supplement

      Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager

      By: Ian Larkin, James K. Sebenius and Guhan Subramanian
      Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry; Boston
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      Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager." Harvard Business School Supplement 906-027, January 2006. (Revised October 2009.)
      • January 2006 (Revised October 2009)
      • Supplement

      Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent

      By: Ian Larkin, James K. Sebenius and Guhan Subramanian
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      Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent." Harvard Business School Supplement 906-028, January 2006. (Revised October 2009.)
      • April 2005
      • Article

      Compensation Schemes and Dispute Resolution Mechanisms: Beyond the Obvious

      By: James Sebenius, Ehud Eiran, Kenneth Feinberg, Michael Cernea and Francis McGovern
      Keywords: Compensation and Benefits; Negotiation
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      Sebenius, James, Ehud Eiran, Kenneth Feinberg, Michael Cernea, and Francis McGovern. "Compensation Schemes and Dispute Resolution Mechanisms: Beyond the Obvious." Negotiation Journal 21, no. 2 (April 2005): 231–244.
      • January 2005 (Revised February 2005)
      • Case

      Ray Rogers and the Corporate Campaign (A)

      By: James K. Sebenius and Michael A. Wheeler
      Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
      Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
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      Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)
      • January 2005
      • Case

      Ray Rogers and the Corporate Campaign (B)

      By: James K. Sebenius and Michael A. Wheeler
      Supplements the (A) case. A rewritten version of an earlier case. View Details
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      Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.
      • November 2004
      • Article

      Anchoring the Big Picture

      By: David A. Lax and James K. Sebenius
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      Lax, David A., and James K. Sebenius. "Anchoring the Big Picture." Negotiation 7, no. 11 (November 2004): 9–11.
      • October 2004
      • Article

      Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina

      By: Daniel F. Curran, James K. Sebenius and Michael Watkins
      Keywords: Bosnia and Hercegovina
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      Curran, Daniel F., James K. Sebenius, and Michael Watkins. "Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina." Negotiation Journal 20, no. 4 (October 2004). (Reprinted in International Dispute Resolution, Volume III (ed. Carrie Menkel-Meadow, April 2012))
      • September 2004
      • Article

      Anchoring Expectations

      By: David A Lax and James K. Sebenius
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      Lax, David A., and James K. Sebenius. "Anchoring Expectations." Negotiation 7, no. 9 (September 2004): 9–11.
      • August 3, 2004
      • Article

      Negotiation: The Right Set-up Makes a Deal

      By: James Sebenius and David Lax
      Keywords: Negotiation
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      Sebenius, James, and David Lax. "Negotiation: The Right Set-up Makes a Deal." Financial Times (August 3, 2004), 9.
      • July/August 2004
      • Article

      How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation

      By: David A. Lax and James K. Sebenius
      Keywords: Negotiation
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      Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.
      • July 2004
      • Article

      When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal

      By: James K. Sebenius
      Keywords: Contracts
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      Sebenius, James K. "When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal." Negotiation 7, no. 7 (July 2004).
      • June 2004
      • Article

      Mapping Backward: Negotiating in the Right Sequence

      By: James K. Sebenius
      Keywords: Negotiation
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      Sebenius, James K. "Mapping Backward: Negotiating in the Right Sequence." Negotiation 7, no. 6 (June 2004). (Reprinted as "A Better Way to Negotiate: Backward" in Working Knowledge, July 26, 2004.)
      • February 2004
      • Article

      Negotiating in Three Dimensions

      By: James K. Sebenius
      Keywords: Negotiation
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      Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
      • 2004
      • Other Teaching and Training Material

      Great Negotiator 2002: Lakhdar Brahimi

      By: James K. Sebenius and Kristin Schneeman

      The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details

      Keywords: Negotiation; Learning; Strategy; Afghanistan
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      Sebenius, James K., and Kristin Schneeman. "Great Negotiator 2002: Lakhdar Brahimi." Program on Negotiation at Harvard Law School, 2004. Video. (DVD.)
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