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      by James K. SebeniusRemove by James K. Sebenius →

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      • January 1998
      • Case

      From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.

      By: James K. Sebenius and David T. Kotchen
      Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details
      Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry
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      Sebenius, James K., and David T. Kotchen. "From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co." Harvard Business School Case 898-143, January 1998.
      • January 1998 (Revised November 2003)
      • Case

      Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)

      By: James K. Sebenius and David T. Kotchen
      Describes secretive negotiations that took place between the top executives of Morgan Stanley and S.G. Warburg in the fall of 1994, when the two firms were contemplating a merger that would create one of the world's most powerful investment banks. By December, in order... View Details
      Keywords: Negotiation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
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      Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)." Harvard Business School Case 898-140, January 1998. (Revised November 2003.)
      • January 1998
      • Case

      Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)

      By: James K. Sebenius and David T. Kotchen
      Supplements the (A) case. View Details
      Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
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      Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)." Harvard Business School Case 898-141, January 1998.
      • winter 1998
      • Article

      Negotiating Cross-Border Acquisitions

      By: James K. Sebenius
      Keywords: Mergers and Acquisitions; Negotiation
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      Sebenius, James K. "Negotiating Cross-Border Acquisitions." MIT Sloan Management Review 39, no. 2 (winter 1998): 27–41. (Reprinted in Cross-Cultural Management, Gordon Redding and Bruce W. Stening, eds., Surrey: Edward Elgar Publishing, 2002.)
      • November/December 1997
      • Article

      La estructura del acuerdo

      By: James K. Sebenius
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      Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
      • 1997
      • Chapter

      The Power of Alternatives or the Limits to Negotiation

      By: James K. Sebenius and David Lax
      Keywords: Negotiation; Decision Choices and Conditions
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      Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." In Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.
      • September 1997 (Revised May 1999)
      • Case

      Automated Intelligence Corporation

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Automated Intelligence Corporation." Harvard Business School Case 898-045, September 1997. (Revised May 1999.)
      • September 1997 (Revised May 1999)
      • Case

      Precision Controls, Inc.

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Precision Controls, Inc." Harvard Business School Case 898-046, September 1997. (Revised May 1999.)
      • June 1997
      • Case

      Stone Container in Costa Rica (A)

      By: James K. Sebenius and Hannah Bowles
      Keywords: Costa Rica
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
      • June 1997
      • Case

      Stone Container in Costa Rica (B)

      By: James K. Sebenius and Hannah Bowles
      Keywords: Costa Rica
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (B)." Harvard Business School Case 897-141, June 1997.
      • March 1997 (Revised October 1999)
      • Case

      Stone Container in Honduras (A)

      By: James K. Sebenius and Hannah Bowles
      Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
      • March 1997
      • Case

      Stone Container in Honduras (B)

      By: Hannah Bowles and James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Bowles, Hannah, and James K. Sebenius. "Stone Container in Honduras (B)." Harvard Business School Case 897-173, March 1997.
      • March 1997
      • Case

      Stone Container in Honduras (C)

      By: James K. Sebenius and Hannah Bowles
      Supplements the (A) case. View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (C)." Harvard Business School Case 897-174, March 1997.
      • February 24, 1997
      • Article

      A Better Way to Go on Strike

      By: James K. Sebenius and David Lax
      Keywords: Labor; Disruption
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      Sebenius, James K., and David Lax. "A Better Way to Go on Strike." Wall Street Journal (February 24, 1997), A22.
      • January 1997
      • Case

      Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

      By: James K. Sebenius
      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
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      Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
      • January 1997
      • Case

      Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)

      By: James K. Sebenius
      Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details
      Keywords: Acquisition; Corporate Governance; International Relations; Negotiation Tactics; Consolidation; Mining Industry; Europe
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      Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)." Harvard Business School Case 897-085, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems

      By: James K. Sebenius
      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 David Carlson as he attempts to negotiate a new uniform corporate information... View Details
      Keywords: Transformation; Information Management; Negotiation; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

      By: James K. Sebenius
      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 Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details
      Keywords: Transformation; Information Management; Negotiation Deal; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

      By: James K. Sebenius
      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 Jack Morris as he attempts to negotiate a new uniform corporate information... View Details
      Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division." Harvard Business School Exercise 897-059, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division

      By: James K. Sebenius
      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
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division." Harvard Business School Exercise 897-060, January 1997.
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