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- All HBS Web
(1,816)
- People (1)
- News (415)
- Research (1,161)
- Multimedia (14)
- Faculty Publications (627)
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- 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
- 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
- 04 Sep 2012
- Working Paper Summaries
Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges
Keywords: by James 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
- 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 their own position and too quick... 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 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
finalize a deal, but that's often not enough. Many countries have webs of influence that are more powerful than the actual parties making the deal, even though those webs don't have the formal standing of, say, government agencies. In Japan, it may be the keiretsu—... View Details
Keywords: by James K. Sebenius
- 01 Oct 2001
- Research & Ideas
Five Questions for James Austin
In an email interview, Harvard Business School professor James Austin spoke with HBS Working Knowledge managing editor Carla Tishler about his work on collaboration and his ongoing research.Tishler: You talk about companies transitioning... View Details
Keywords: by Carla Tishler
- 06 Jan 2015
- Working Paper Summaries
Henry A. Kissinger as Negotiator: Background and Key Accomplishments
Keywords: by James Sebenius & Laurence A. Green
- Fall 2022
- Book Review
Book review of 'Havoc and Reform: Workplace Disasters in Modern America,' by James P. Kraft
By: Melanie Sheehan
- 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
- 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
- 27 Apr 2023
- Cold Call Podcast
Equity Bank CEO James Mwangi: Transforming Lives with Access to Credit
- 04 Mar 2024
- What Do You Think?
Do People Want to Work Anymore?
represented himself as a successful entrepreneur. The gist of the letter was that there was one thing wrong with what we wrote. It was that: “People don’t want to work any more. So I’ve designed my jobs accordingly. They can be performed View Details
Keywords: by James Heskett
- November 2022 (Revised October 2024)
- Case
'A Marshall Plan for Africa': James Mwangi and Equity Group Holdings
By: Caroline M. Elkins, Debora L. Spar, Zeke Gillman and Julia M. Comeau
Financial Inclusion. Dignity. Trust. These were the core principles driving James Mwangi’s transformation of Equity Building Society, insolvent in 1991, into what is, today, Equity Group Holdings, East and Central Africa’s largest retail banking institution. Raised in... View Details
Keywords: Income Inequality; Micro Finance; Microcredit; Microfinance; Banks and Banking; Equality and Inequality; Mission and Purpose; Business Model; Social Entrepreneurship; Banking Industry; Financial Services Industry; Africa; Kenya
Elkins, Caroline M., Debora L. Spar, Zeke Gillman, and Julia M. Comeau. "'A Marshall Plan for Africa': James Mwangi and Equity Group Holdings." Harvard Business School Case 323-048, November 2022. (Revised October 2024.)
- February 2016 (Revised April 2017)
- Case
James Madison, the 'Federal Negative,' and the Making of the U.S. Constitution
By: David Moss and Marc Campasano
On June 8th, 1787, at the Constitutional Convention in Philadelphia, delegates from across the United States began discussing a curious proposal to expand federal power over the states. James Madison of Virginia had suggested that the new constitution include a... View Details
Keywords: Governance; Law; Government and Politics; Power and Influence; History; South Carolina; Philadelphia; United States
Moss, David, and Marc Campasano. "James Madison, the 'Federal Negative,' and the Making of the U.S. Constitution." Harvard Business School Case 716-053, February 2016. (Revised April 2017.)
- 31 Oct 2018
- What Do You Think?
What is the Function of Fear in Leadership?
leader’s role should involve reducing fear among associates to a minimum. Beatriz commented that, “quite often, team members paralyze due to fear and start delegating upward New KPIs, action plans, and strategies that don’t decipher the bad organizational habits and... View Details
Keywords: by James Heskett
- 05 Jul 2023
- What Do You Think?
How Are Middle Managers Falling Down Most Often on Employee Inclusion?
career. 2. The reliance on policies allowing work away from the office has created new challenges for managers. A better reason backed by research is that organizations are failing to engage their employees. Why? In large part because... View Details
Keywords: by James Heskett
- 02 Apr 2020
- What Do You Think?
What Are Lessons for Leaders from This Black Swan Crisis?
doubts were expressed by readers of this column about whether it even qualifies as a Black Swan. Let’s turn to some of the responses. “We are not dealing here with a Black Swan,” Tom Coyne commented. “The potential for, and impact of, a... View Details
Keywords: by James Heskett