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- All HBS Web
(471)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (317)
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- June 1997
- Case
Stone Container in Costa Rica (B)
By: James K. Sebenius and Hannah Bowles
Keywords: Costa Rica
Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (B)." Harvard Business School Case 897-141, June 1997.
- 01 Jan 1977
- Conference Presentation
Short Term Natural Gas Consumption Forecasts: Optimal Use of National Weather Service Data
By: James K. Sebenius and Richard Lehman
- 1989
- Chapter
Analytic Themes of the U.S. Program on the Processes of International Negotiation
By: James K. Sebenius and Howard Raiffa
- 1992
- Chapter
Multilateral Conference Mediation: Tommy Koh and the Law of the Sea
By: James K. Sebenius and Lance Antrim
Sebenius, James K., and Lance Antrim. "Multilateral Conference Mediation: Tommy Koh and the Law of the Sea." In Mediation in International Relations: Multiple Approaches to Conflict Management, edited by Jacob Bercovitch and Jeffrey Z. Rubin, 97–130. London: Macmillan Publishing, 1992.
- May 2021
- Supplement
Paul Levy: Confronting a 'Corporate Campaign' (B)
By: James K. Sebenius and Isaac Silberberg
Paul Levy, CEO of the Beth Israel Deaconess Medical Center hospital is faced with a formidable negotiation campaign to unionize staff at BIDMC. Armed only with his personal blog, does Paul stand a chance against the union's multi-million dollar organizing budget? View Details
- January 2020
- Supplement
John Branca: Negotiating Michael Jackson’s Thriller (B)
By: James K. Sebenius and Alex Green
Supplements the (A) case. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson’s Thriller (B)." Harvard Business School Supplement 920-036, January 2020.
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- April 1985
- Article
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in:
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
- December 2011
- Case
Negotiating the Path of Abraham
By: James K. Sebenius and Kimberlyn Leary
The Abraham Path Initiative board faces strategic and negotiating challenges in revitalizing a route of Middle East cultural tourism following Abraham's path 4000 years ago. The Path begins in the ancient ruins of Harran, in modern-day Turkey, where Abraham first heard... View Details
Keywords: Nonprofit Organizations; Governing and Advisory Boards; Partners and Partnerships; Negotiation; Social Entrepreneurship; Religion; Culture; Tourism Industry; Israel; Syria; Middle East; Turkey; Jordan
Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
- October 2009
- Supplement
Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)
By: James K. Sebenius and Ellen Knebel
This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details
- September 2008
- Case
Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown... View Details
- January 1997
- Article
The Effect of Multiple Anchors on Anchoring Individual and Group Judgment
By: James K. Sebenius and Glen Whyte
Sebenius, James K., and Glen Whyte. "The Effect of Multiple Anchors on Anchoring Individual and Group Judgment." Organizational Behavior and Human Decision Processes 69, no. 1 (January 1997): 75–85.
- September 2007
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (B)
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (B)." Harvard Business School Case 908-011, September 2007.
- January 2007
- Case
Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
- May 2006
- Supplement
The Brent Spar Campaign (B): Rescuing Greenpeace?
By: James K. Sebenius and Natasha Affolder
Keywords: Green Technology Industry
- fall 1995
- Article
Stakeholder Negotiations over Third World Natural Resource Projects
By: James K. Sebenius and Hannah Riley
Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
- December 2011
- Case
Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi
By: James K. Sebenius and Laurence A. Green
Describes the background and career of Lakhdar Brahimi in numerous roles ranging from Algeria's ambassador to Indonesia and the Arab League, to serving as that country's foreign minister, and to his many years at the United Nations, with special emphasis on his actions... View Details
Keywords: Leadership; Conflict Management; Personal Development and Career; Government and Politics; Algeria
Sebenius, James K., and Laurence A. Green. "Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi." Harvard Business School Case 912-028, December 2011.
- November 2010
- Supplement
Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)
By: James K. Sebenius and Jason Cheng Qian
Details and evaluates results in Esquel's 2002 initiative to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. View Details
Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Outcome or Result; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)." Harvard Business School Supplement 911-032, November 2010.
- September 2004
- Article
Anchoring Expectations
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Anchoring Expectations." Negotiation 7, no. 9 (September 2004): 9–11.
- 2003
- Article
The Mediator as Coalition-Builder: George Mitchell in Northern Ireland
By: Daniel F. Curran and James K. Sebenius
Keywords: Alliances
Curran, Daniel F., and James K. Sebenius. "The Mediator as Coalition-Builder: George Mitchell in Northern Ireland." International Negotiation 8, no. 1 (2003): 111–147.