Publications

December 2011
Case

Negotiating the Path of Abraham

By: James K. Sebenius and Kimberlyn Leary

The Abraham Path Initiative board faces strategic and negotiating challenges in revitalizing a route of Middle East cultural tourism following Abraham's path 4000 years ago. The Path begins in the ancient ruins of Harran, in modern-day Turkey, where Abraham first heard... View Details

Keywords: Nonprofit Organizations; Governing and Advisory Boards; Partners and Partnerships; Negotiation; Social Entrepreneurship; Religion; Culture; Tourism Industry; Israel; Syria; Middle East; Turkey; Jordan

October 2009
Supplement

Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)

By: James K. Sebenius and Ellen Knebel

This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details

Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry

September 2008
Case

Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel

In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown... View Details

Keywords: Customer Focus and Relationships; Distribution Channels; Partners and Partnerships; Negotiation Process

January 1997
Article

The Effect of Multiple Anchors on Anchoring Individual and Group Judgment

By: James K. Sebenius and Glen Whyte

Keywords: Groups and Teams; Judgments; Agreements and Arrangements

September 2007
Case

Peter Welz: When a Marquee Prospect Plays Hardball (B)

By: James K. Sebenius and Ellen Knebel

Keywords: Negotiation; Negotiation Style; Conflict and Resolution

January 2007
Case

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel

Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details

Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales

May 2006
Supplement

The Brent Spar Campaign (B): Rescuing Greenpeace?

By: James K. Sebenius and Natasha Affolder

Keywords: Green Technology Industry

fall 1995
Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley

Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation

04 Aug 2009
First Look

First Look: August 4

games with complete information. Silenced by Fear: The Nature, Sources, and Consequences of Fear at Work Authors:Jennifer Kish Gephart, James R. Detert, Linda K. Trevino, and... View Details

Keywords: Martha Lagace

17 Jul 2012
First Look

First Look: July 17

SchmidtHarvard Business School Case 612-082 Merck is known for its commitment to investing in basic R&D. Are Merck's long-term investments justifiable when the firm faces extreme earnings pressure? Purchase this case:http://hbr.org/search/612082-PDF-ENG Negotiating... View Details

Keywords: Sean Silverthorne

November 2012
Article

Deal Making 2.0: A Guide to Complex Negotiations

By: David A. Lax and James K. Sebenius

October 2009
Supplement

ADR Choices Video (Alternative Dispute Resolution Vignettes)

Keywords: Media

October 30, 1994
Article

Sports Strikes: Let the Games Continue

Keywords: Labor; Disruption; Sports Industry

September 9, 1994
Article

Virtual Strike

September 1991
Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

January 2005 (Revised February 2005)
Case

Ray Rogers and the Corporate Campaign (A)

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

December 2003
Case

George Mitchell in Northern Ireland (B)

By: James K. Sebenius and Daniel F. Curran

Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details

Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States

March 1998 (Revised August 2000)
Case

Bumper Acquisition (C), A

By: James K. Sebenius and David T. Kotchen

Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details

Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois