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(474)
- News (39)
- Research (400)
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- Faculty Publications (318)
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2024 Reunion Presentations - Alumni
Harvard's Great Negotiators Professor James Sebenius (PHDBE 1980) + More Info - Slides – Less Info - Slides Since 2001, the Program on Negotiation—an interuniversity consortium involving Harvard, MIT, and... View Details
- 06 Dec 2011
- First Look
First Look: Dec. 6
Brookings Institution Press, 2011 An abstract is unavailable at this time. Read the paper: http://www.people.hbs.edu/asunderam/Economics_of_Housing_Finance_Reform_Brookings.pdf Negotiating with Iran: Cultural and Historical Insights Author:James View Details
Keywords: Sean Silverthorne
- 22 Nov 2011
- First Look
First Look: November 22
case:http://cb.hbsp.harvard.edu/cb/product/511137-PDF-ENG The K-Dow Petrochemicals Joint Venture Guhan Subramanian, James K. Sebenius, Phillip Andrews, and Rhea GhoshHarvard Business School Case 912-002 In... View Details
Keywords: Sean Silverthorne
- 2024
- Case
Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)
By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Management; International Relations; Leadership
Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)." Program on Negotiation at Harvard Law School Case, 2024.
- 01 Jun 1996
- News
New Releases
dozens of companies have been using the strategies of co-opetition not only to create "wins" for themselves, but to make it possible for their industry as a whole to grow. Wise Choices edited by Richard J. Zeckhauser, Ralph L. Keeney, and... View Details
- Research Summary
Dealing with Hard Bargainers
In this line of research, I have been developing effective approaches to negotiating 1) with hard bargainers, 2) in difficult situations, and 3) from positions of perceived weakness. Through field study and theoretical inquiry, I have been developing classes of moves,... View Details
- 1991
- Chapter
Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming
Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
- 2019
- Working Paper
How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS
A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
- Article
Dualities in Negotiation: Introduction
Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details
Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.
- December 2013
- Supplement
Bruce Allyn: Negotiating with the KGB (B)
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
- May 2010 (Revised May 2013)
- Case
C.K. Claridge, Inc.
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details
Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry
Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2010. (Revised May 2013.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH." Harvard Business School Exercise 908-033, December 2007. (Revised April 2008.)
- May 2001 (Revised April 2005)
- Exercise
Betonn Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)
- spring 1983
- Article
Negotiation Arithmetic: Adding and Subtracting Issues and Parties
Keywords: Negotiation
Sebenius, James K. "Negotiation Arithmetic: Adding and Subtracting Issues and Parties." International Organization 37, no. 2 (spring 1983): 281–316.
- November 1999
- Case
Doyle's Dealmaking Dilemma: Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Paul Stokes as he attempts to negotiate a new uniform corporate information... View Details
Keywords: Business Units; Transformation; Information Management; Negotiation Deal; System; Beauty and Cosmetics Industry; Health Industry
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division." Harvard Business School Exercise 897-060, January 1997.
- January 1994 (Revised December 1994)
- Exercise
Four-Way Organization
Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details
Sebenius, James K. "Four-Way Organization." Harvard Business School Exercise 894-015, January 1994. (Revised December 1994.)