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  • 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)
← Page 12 of 470 Results →
  • Article

Dealmaking Secrets from Henry Kissinger

By: James K. Sebenius
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Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.
  • Article

Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"

By: James K. Sebenius
Why, if an outcome is in the interests of both sides, should it not be negotiated rather than unilaterally imposed? This comment offers additional reasons to prefer negotiation (beyond those adduced in the original article) over unilateral action, even where such... View Details
Keywords: Negotiation; Bargaining; Middle East; Israel; Palestinians; Israel; Palestinian state
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Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
  • 1990
  • Chapter

From Cross-Border Corporate Transactions to Environmental Accords

By: James K. Sebenius
Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability
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Sebenius, James K. "From Cross-Border Corporate Transactions to Environmental Accords." In Corporate Dialogue, 153–160. St. Gallen, Switzerland: Internationales Management-Gesprach, 1990.
  • November 2012
  • Article

Are You Ready for the 'Hardest Question'?

By: James K. Sebenius
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the... View Details
Keywords: Tactics; Hard Bargaining; Negotiation
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Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
  • January 2012
  • Supplement

Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)

By: James K. Sebenius
Keywords: Brands and Branding; Beauty and Cosmetics Industry
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Sebenius, James K. "Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)." Harvard Business School Video Supplement 912-701, January 2012.
  • November 2010
  • Article

Beyond the Deal: Wage a 'Negotiation Campaign'

By: James K. Sebenius
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital
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Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).
  • September 2009
  • Article

Hidden Roadblocks in Cross-Border Talks

By: James K. Sebenius
While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making
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Sebenius, James K. "Hidden Roadblocks in Cross-Border Talks." Negotiation 12, no. 9 (September 2009): 8.
  • Article

The Computer as Mediator: Law of the Sea and Beyond

By: James K. Sebenius
Keywords: Negotiation; Technology
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Sebenius, James K. "The Computer as Mediator: Law of the Sea and Beyond." Journal of Policy Analysis and Management 1, no. 1 (Fall 1981): 77–95.
  • October 2000 (Revised December 2008)
  • Case

Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

By: James K. Sebenius
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. A rewritten version of an earlier case. View Details
Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
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Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
  • August 1999
  • Case

Double Dealmaking in the Browser Wars (B)

By: James K. Sebenius
Supplements the (A) case. View Details
Keywords: Negotiation Deal; Web Services Industry
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Sebenius, James K. "Double Dealmaking in the Browser Wars (B)." Harvard Business School Case 800-051, August 1999.
  • September 2006
  • Article

Facing a Protracted Dispute? Consider a 'Virtual Strike'

By: James K. Sebenius
Keywords: Conflict and Resolution
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Sebenius, James K. "Facing a Protracted Dispute? Consider a 'Virtual Strike'." Negotiation 9, no. 9 (September 2006): 7–9.
  • September 12, 1990
  • Editorial

Of Red Ink and the Greenhouse

By: James K. Sebenius
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Sebenius, James K. "Of Red Ink and the Greenhouse." Christian Science Monitor (September 12, 1990), 19. (Editorial.)
  • 1995
  • Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius
Keywords: Climate Change; Alliances; Negotiation
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Sebenius, James K. "Towards a Winning Climate Coalition." In Negotiating Climate Change: The Inside Story of the Rio Convention, edited by Irving Mintzer, 277–320. Cambridge: Cambridge University Press, 1995.
  • February 2016
  • Exercise

Three-Way Organization

By: James K. Sebenius
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Sebenius, James K. "Three-Way Organization." Harvard Business School Exercise 916-037, February 2016.
  • July 3, 2014
  • Comment

Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)

By: James K. Sebenius
As six months of talks soon end with wide gaps likely remaining on key issues, P5+1 and Iranian diplomats will undoubtedly cite some tangible progress, then argue for a six-month extension. This will likely become a pattern, with some version of the interim deal... View Details
Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States
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Sebenius, James K. "Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)." Iran Matters (July 3, 2014). (Belfer Center for Science and International Affairs, Harvard Kennedy School.)
  • 2010
  • Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords - The Challenge

By: James K. Sebenius
Keywords: Negotiation
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"Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords - The Challenge." Cambridge: Program on Negotiation at Harvard Law School, forthcoming.
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises." Harvard Business School Exercise 908-035, December 2007. (Revised April 2008.)
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)

By: James K. Sebenius
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 US Industrial ElectroCeramics (US-IND) management... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)." Harvard Business School Exercise 908-032, December 2007. (Revised April 2008.)
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

By: James K. Sebenius
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 Pearl Equity Partners management role. Challenges... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Pearl Equity Partners." Harvard Business School Exercise 908-031, December 2007. (Revised April 2008.)
  • October 2000 (Revised September 2002)
  • Case

Doyle's Dealmaking Dilemma (B): Final Negotiations

By: James K. Sebenius
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
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