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Show Results For
- All HBS Web
(470)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (317)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Pearl Equity Partners
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
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
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
- November 1990
- Article
The Greenhouse Effect: Negotiating Targets
Sebenius, James K. "The Greenhouse Effect: Negotiating Targets." Environment: Science and Policy for Sustainable Development 32, no. 9 (November 1990): 25–30.
- March 1999
- Teaching Note
Negotiating Corporate Change Series TN
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
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
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division." Harvard Business School Exercise 897-059, January 1997.
- December 1994
- Case
Four-Way Organization: One Round
One round of negotiation exercise to explore the dynamics of coalition formation. View Details
Sebenius, James K. "Four-Way Organization: One Round." Harvard Business School Case 895-012, December 1994.
- 1996
- Chapter
Sequencing to Build Coalitions: With Whom I Should I Talk First?
Sebenius, James K. "Sequencing to Build Coalitions: With Whom I Should I Talk First?" In Wise Choices: Decisions, Games, and Negotiations, edited by Richard Zeckhauser, Ralph Keeney, and James Sebenius, 324–348. Boston, MA: Harvard Business School Press, 1996.
- April 2006
- Article
Negotiation Design for Large, Multistakeholder Projects
Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
- February 2006
- Article
Do a 3-D Audit of Barriers to Agreement
Keywords: Agreements and Arrangements
Sebenius, James K. "Do a 3-D Audit of Barriers to Agreement." Negotiation 9, no. 2 (February 2006): 7–9.
- January 1992
- Article
Negotiation Analysis: A Characterization and Review
Keywords: Negotiation
Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
- July 2004
- Article
When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal
Keywords: Contracts
Sebenius, James K. "When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal." Negotiation 7, no. 7 (July 2004).
- 1984
- Book
Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement
Sebenius, James K. Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement. Harvard Economic Studies. Harvard University Press, 1984. (Winner of Harold and Margaret Sprout Award For the best book in the study of international environmental problems presented by International Studies Association.)
- April 2002
- Article
Caveats for Cross-Border Negotiators
Sebenius, James K. "Caveats for Cross-Border Negotiators." Negotiation Journal 18, no. 2 (April 2002): 121–133.
- 01 Jun 1996
- News
New Releases
dozens of companies have been using the strategies of co-opetition not only to create "wins" for themselves, but to make it possible for their industry as a whole to grow. Wise Choices edited by Richard J. Zeckhauser, Ralph L. Keeney, and... View Details
- 30 Sep 2010
- News
Can’t We All Just Get Along?
presentation of HLS, HBS, and the Harvard Kennedy School, Ahtisaari received “The Great Negotiator” award, given annually by the Program on Negotiation at Harvard Law School. HBS professor James View Details
- 2023
- Article
A Randomized Trial of Behavioral Nudges Delivered through Text Messages to Increase Influenza Vaccination among Patients with an Upcoming Primary Care Visit
By: Mitesh S. Patel, Katherine L. Milkman, Linnea Gandhi, Heather N. Graci, Dena Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Seung Hyeong Lee, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth
Purpose: To evaluate if nudges delivered by text message prior to an upcoming primary care visit can increase influenza vaccination rates.
Design: Randomized, controlled trial.
Setting: Two health systems in the Northeastern US between September 2020 and... View Details
Design: Randomized, controlled trial.
Setting: Two health systems in the Northeastern US between September 2020 and... View Details
Keywords: Vaccination; Health Care and Treatment; Interpersonal Communication; Communication Technology; Behavior; Health Industry
Patel, Mitesh S., Katherine L. Milkman, Linnea Gandhi, Heather N. Graci, Dena Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Seung Hyeong Lee, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp, and Angela L. Duckworth. "A Randomized Trial of Behavioral Nudges Delivered through Text Messages to Increase Influenza Vaccination among Patients with an Upcoming Primary Care Visit." American Journal of Health Promotion 37, no. 3 (2023): 324–332.
- 1983
- Chapter
Incentives for Ocean Mining Under the Convention
By: James K. Sebenius and Lance Antrim
- November 2021
- Supplement
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-007); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship
- July 2021
- Case
Amazon HQ2
By: James K. Sebenius and Ben Cook
Amazon’s failed bid for a second headquarters location (“HQ2”) in Long Island City, New York offers many lessons for negotiators looking to avoid similar high-profile defeats in strategically important deals. The company’s project – which promised to bring billions of... View Details
Keywords: Buildings and Facilities; Negotiation; Public Opinion; Governing Rules, Regulations, and Reforms; Problems and Challenges
Sebenius, James K., and Ben Cook. "Amazon HQ2." Harvard Business School Case 922-009, July 2021.
- May 2021
- Case
Career at a Crossroads? (A)
By: James K. Sebenius and Alex Green
A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the... View Details
Keywords: Culture; Negotiation; Race; Gender; Organizational Culture; Prejudice and Bias; United States
Sebenius, James K., and Alex Green. "Career at a Crossroads? (A)." Harvard Business School Case 921-018, May 2021.