Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
  • Research
    • Research
    • Publications
    • Global Research Centers
    • Case Development
    • Initiatives & Projects
    • Research Services
    • Seminars & Conferences
    →
  • Publications→

Publications

Publications

Filter Results: (470) Arrow Down
Filter Results: (470) Arrow Down Arrow Up

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)
← Page 12 of 470 Results →
  • December 2013
  • Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius
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
Citation
Purchase
Related
Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
  • 2010
  • Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers

By: James K. Sebenius
Keywords: Negotiation; Negotiation Process
Citation
Related
Sebenius, James K. "Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers." Cambridge: Program on Negotiation at Harvard Law School Case, 2010.
  • May 2010 (Revised May 2013)
  • Case

C.K. Claridge, Inc.

By: James K. Sebenius
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
Citation
Educators
Purchase
Related
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

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 Euro Elektrische Keramische Vorrichtungen, GmbH... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Citation
Purchase
Related
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.)
  • January 1992
  • Article

On 'Offers That Cannot Be Refused'

By: James K. Sebenius
Keywords: Assets
Citation
Related
Sebenius, James K. "On 'Offers That Cannot Be Refused'." Negotiation Journal 8, no. 1 (January 1992): 49–57.
  • May 2001 (Revised April 2005)
  • Exercise

Betonn Corporation: Confidential Negotiation Information

By: James K. Sebenius
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
Citation
Purchase
Related
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

By: James K. Sebenius
Keywords: Negotiation
Citation
Find at Harvard
Related
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

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. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
Citation
Find at Harvard
Related
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

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
Citation
Purchase
Related
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

By: James K. Sebenius
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
Keywords: Decision Making; Negotiation; Business Conglomerates; Alliances
Citation
Find at Harvard
Related
Sebenius, James K. "Four-Way Organization." Harvard Business School Exercise 894-015, January 1994. (Revised December 1994.)
  • June 2004
  • Article

Mapping Backward: Negotiating in the Right Sequence

By: James K. Sebenius
Keywords: Negotiation
Citation
Find at Harvard
Related
Sebenius, James K. "Mapping Backward: Negotiating in the Right Sequence." Negotiation 7, no. 6 (June 2004). (Reprinted as "A Better Way to Negotiate: Backward" in Working Knowledge, July 26, 2004.)
  • summer 2002
  • Article

Negotiating Lessons from the Browser Wars

By: James K. Sebenius
Keywords: Negotiation; Learning; Web
Citation
Find at Harvard
Related
Sebenius, James K. "Negotiating Lessons from the Browser Wars." MIT Sloan Management Review 43, no. 4 (summer 2002): 43–50.
  • 1982
  • Chapter

Deep Ocean Mineral Resources

By: James K. Sebenius
Keywords: Metals and Minerals; Mining; Natural Environment; Mining Industry
Citation
Related
Sebenius, James K. "Deep Ocean Mineral Resources." In The Economics of Ocean Resources, edited by Gardner M. Brown and James A. Crutchfield, 74–89. Seattle: University of Washington Press, 1982.
  • 1995
  • Chapter

Overcoming Obstacles to a Successful Climate Convention

By: James K. Sebenius
Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations
Citation
Related
Sebenius, James K. "Overcoming Obstacles to a Successful Climate Convention." In Shaping National Responses to Global Climate Change: A Post-Rio Guide, edited by Henry Lee, 41–79. Washington, D.C.: Island Press, 1995.
  • 1995
  • Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius
Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
Citation
Related
Sebenius, James K. "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson, 150–182. New York: W.W. Norton & Company, 1995.
  • 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
Citation
SSRN
Read Now
Related
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.)
  • November/December 1997
  • Article

La estructura del acuerdo

By: James K. Sebenius
Citation
Find at Harvard
Related
Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
Citation
Related
Sebenius, James K. "Negotiation Analysis." In International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 203–215. San Francisco: Jossey-Bass, 2002.
  • Article

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

By: James K. Sebenius
Citation
Read Now
Related
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

By: James K. Sebenius
Citation
Find at Harvard
Related
Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.
  • ←
  • 12
  • 13
  • …
  • 23
  • 24
  • →
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College.