by James Sebenius - Publications - Faculty & Research

10 Jul 2000
Research & Ideas

The State of the Markets

High on every agenda as well, of course, is the use and impact of technology, and that was the focus of a Global Alumni Conference session hosted by HBS professor Richard Nolan. Titled "Technology and the Future of the Financial... View Details

Keywords: by James E. Aisner

2015
Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal

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Article

Misery Loves Companies: Rethinking Social Initiatives by Business

By: Joshua D. Margolis and James P. Walsh

Keywords: Society; Business Ventures

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2014
Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style

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18 Sep 2000
Research & Ideas

Getting It Done: Improving Nonprofit Performance

making sure that these donations actually make a difference in alleviating some of the major ills and inequities of society. What, many ask, are the measures of effectiveness in these operations? Where is the accountability? Would there be better bang for the buck... View Details

Keywords: by James E. Aisner

22 Dec 2008
Research & Ideas

10 Reasons to Design a Better Corporate Culture

Leadership is critical in codifying and maintaining an organizational purpose, values, and vision. Leaders must set the example by living the elements of culture: values, behaviors, measures, and actions. Values are meaningless without... View Details

Keywords: by James L. Heskett, W. Earl Sasser & Joe Wheeler

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

adversaries as well as with colleagues within your organization? In this Q&A, James Sebenius and David Lax, authors of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals,... View Details

Keywords: by Martha Lagace

January 2008
Article

Do Well by Doing Good? Don't Count on It

By: Joshua D. Margolis, Hillary Anger Elfenbein and James P. Walsh

Research over 35 years shows only a weak link between socially responsible corporate behavior and good financial performance. However, there's no evidence of risk in doing good, only in being exposed for misdeeds. View Details

Keywords: Values and Beliefs; Profit; Corporate Social Responsibility and Impact; Performance Effectiveness; Behavior

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08 Apr 2011
Working Paper Summaries

Delay as Agenda Setting

Keywords: by James J. Anton & Dennis A. Yao

03 Aug 2011
Working Paper Summaries

Tax Policy and the Efficiency of US Direct Investment Abroad

Keywords: by Mihir A. Desai, C. Fritz Foley & James R. Hines Jr.

10 Oct 2000
Research & Ideas

Cross-Sector Collaboration: Lessons from the International Trachoma Initiative

Cross-sector partnerships between for-profit and nonprofit organizations are increasing in frequency and importance. Such collaborations, write Diana Barrett, James Austin and Sheila McCarthy, "are moving from an arm's-length... View Details

Keywords: by Diana Barrett, James Austin & Sheila McCarthy

10 Jan 2005
Research & Ideas

Motivation and the Cross-Sector Alliance

underlying framework that compels such partnerships as between a food bank in Mexico and a supermarket in the United States, providing insights into the DNA of a successful collaboration that are broadly applicable. Our excerpt from the book, coauthored View Details

Keywords: by James Austin, Ezequiel Reficco & SEKN research team

January 2013
Article

Level Two Negotiations: Helping the Other Side Meet Its 'Behind-the-Table' Challenges

By: James K. Sebenius

A long analytic tradition has explored the challenge of productively synchronizing "internal" with "external" negotiations, with a special focus on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work... View Details

Keywords: James Baker; Internal Negotiation; Dispute Resolution; Bargaining; Two-level Games; Negotiation; Germany; United States

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2009
Article

Silenced by Fear: The Nature, Sources, and Consequences of Fear at Work

By: Jennifer Kish Gephart, James R. Detert, Linda K. Trevino and Amy C. Edmondson

In every organization, individual members have the potential to speak up about important issues, but a growing body of research suggests that they often remain silent instead, out of fear of negative personal and professional consequences. In this chapter, we draw on... View Details

Keywords: Organizations; Working Conditions; Research; Emotions; Employees; Motivation and Incentives; Theory; Behavior

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