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- All HBS Web
(475)
- News (39)
- Research (400)
- Multimedia (1)
- Faculty Publications (318)
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- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- January 11, 2023
- Article
Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning
By: James K. Sebenius and Michael Singh
While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details
Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia
Sebenius, James K., and Michael Singh. "Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning." ForeignAffairs.com (January 11, 2023).
- October 2020
- Supplement
John Branca: Negotiating the Beatles' Northern Songs Catalog (B)
By: James K. Sebenius and Alex Green
Sebenius, James K., and Alex Green. "John Branca: Negotiating the Beatles' Northern Songs Catalog (B)." Harvard Business School Supplement 921-010, October 2020.
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Elcer Products Division President
By: James K. Sebenius and Guhan Subramanian
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 Elcer Divisional management role. Challenges include how... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
- November 2006
- Supplement
Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Keywords: Plant-Based Agribusiness; Retail Industry; Consumer Products Industry; Agriculture and Agribusiness Industry
Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-004, November 2006.
- October 1999 (Revised June 2002)
- Case
Case Brief: Stone Container in Honduras and Costa Rica
By: James K. Sebenius and Hannah Bowles
Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. View Details
Sebenius, James K., and Hannah Bowles. "Case Brief: Stone Container in Honduras and Costa Rica." Harvard Business School Case 800-137, October 1999. (Revised June 2002.)
- June 1997
- Case
Stone Container in Costa Rica (A)
By: James K. Sebenius and Hannah Bowles
Keywords: Costa Rica
Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- October 2009
- Supplement
ADR Choices Video (Alternative Dispute Resolution Vignettes)
By: James K. Sebenius and Michael A. Wheeler
Keywords: Media
Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-701, October 2009.
- October 30, 1994
- Article
Sports Strikes: Let the Games Continue
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Sports Strikes: Let the Games Continue." New York Times (October 30, 1994), Sect. 3, p. 9.
- September 9, 1994
- Article
Virtual Strike
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal (September 9, 1994), A16.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- January 2005 (Revised February 2005)
- Case
Ray Rogers and the Corporate Campaign (A)
By: James K. Sebenius and Michael A. Wheeler
Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)
- December 2003
- Case
George Mitchell in Northern Ireland (B)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (C), A." Harvard Business School Case 898-201, March 1998. (Revised August 2000.)
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- November 2003
- Article
3-D Negotiation: Playing the Whole Game
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "3-D Negotiation: Playing the Whole Game." Harvard Business Review 81, no. 11 (November 2003): 65–74.
- 2014
- Case
Tommy Koh and the United States–Singapore Free Trade Agreement (A)
By: James K. Sebenius and Laurence A. Green
The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United States-Singapore Free Trade agreement are explored with an in-depth focus on Koh's management of various fronts of a multiparty negotiation over a sustained period. After briefly describing... View Details
Sebenius, James K., and Laurence A. Green. "Tommy Koh and the United States–Singapore Free Trade Agreement (A)." Program on Negotiation at Harvard Law School Case, 2014.
- January 2005
- Case
Ray Rogers and the Corporate Campaign (B)
By: James K. Sebenius and Michael A. Wheeler
Supplements the (A) case. A rewritten version of an earlier case. View Details
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.
- December 2003
- Case
George Mitchell in Northern Ireland (A)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details