Filter Results:
(470)
Show Results For
- All HBS Web
(470)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (317)
Show Results For
- All HBS Web
(470)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (317)
- Research Summary
Negotiating Campaigns
While most negotiation research focuses on specific transactions, many important negotiating situations can better be understood as elements of larger "campaigns." By this term, I mean a series of related negotiations and other away-from-the-table... View Details
- August 1991
- Article
The Art of Business Negotiation
Keywords: Negotiation
Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
- 2002
- Chapter
International Negotiation Analysis
- 10 Sep 2020
- Other Presentation
Negotiation in the Era of Social Media
- Article
A Negotiated Solution to the Shutdown
Sebenius, James K. "A Negotiated Solution to the Shutdown." The Hill (January 10, 2019).
- Article
Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
- February 2006
- Supplement
Smartix (B): The Last Dance
Sebenius, James K. "Smartix (B): The Last Dance." Harvard Business School Supplement 906-029, February 2006.
- winter 1992
- Article
Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities
Sebenius, James K. "Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities." International Organization 46, no. 1 (winter 1992): 323–365. (Reprinted in:
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
- February 1999 (Revised November 2009)
- Case
Michael Brown: Negotiating Slots at Foxwoods (A)
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut
Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (A)." Harvard Business School Case 899-234, February 1999. (Revised November 2009.)
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
- spring 1991
- Article
Designing Negotiations toward a New Regime: The Case of Global Warming
Sebenius, James K. "Designing Negotiations toward a New Regime: The Case of Global Warming." International Security 15, no. 4 (spring 1991): 110–148.
- February 2004
- Article
Negotiating in Three Dimensions
Keywords: Negotiation
Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
- 2001
- Chapter
Dealmaking Essentials
Keywords: Negotiation
Sebenius, James K. "Dealmaking Essentials." In Negotiation, edited by Herminia Ibarra, Deborah M Kolb, Robert J. Robinson, James K. Sebenius, Lyle Sussman, Michael D. Watkins, Michael A. Wheeler, Judith Williams, and George Wu, 37–54. Business Fundamentals . Boston: Harvard Business School Publishing, 2001.
- 1993
- Chapter
The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming
Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations
Sebenius, James K. "The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming." In International Environmental Negotiation, edited by Gunnar Sjostedt, 189–216. Beverly Hills, CA: SAGE Publications, 1993.
- 2016
- Working Paper
Henry A. Kissinger as Negotiator: Background and Key Accomplishments
By: James K. Sebenius, Laurence A. Green and Eugene B. Kogan
Following a brief summary of Henry A. Kissinger’s career, this paper describes six of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People’s Republic of China, the easing of geopolitical tension with the Soviet Union,... View Details
Keywords: Kissinger; Bargaining; Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Coercive Diplomacy; Negotiation; International Relations; Personal Development and Career; United States
Sebenius, James K., Laurence A. Green, and Eugene B. Kogan. "Henry A. Kissinger as Negotiator: Background and Key Accomplishments." Harvard Business School Working Paper, No. 15-040, November 2014. (Revised December 2016.)
- 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
- November/December 1997
- Article
La estructura del acuerdo
Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
- Article
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
Sebenius, James K. "Seven Negotiation Lessons from Amazon's HQ Disaster in Queens." Harvard Business School Working Knowledge (March 8, 2019).
- Article
Dealmaking Secrets from Henry Kissinger
Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.