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    • All HBS Web  (1,799)
      • Faculty Publications  (528)

      by James Sebenius Remove by James Sebenius →

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      • 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
      Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales
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      Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
      • January 2007 (Revised January 2010)
      • Case

      Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the retailer-supplier negotiations of Tom Muccio, one of the earlier Proctor & Gamble (P&G) employees to be based in Bentonville, Arkansas, in negotiating the early operational components of the supplier-retailer partnership between P&G and Wal-Mart in the... View Details
      Keywords: Negotiation Process; Supply Chain Management; Partners and Partnerships; Conflict and Resolution; Bentonville
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      Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)." Harvard Business School Case 907-013, January 2007. (Revised January 2010.)
      • 2007
      • Article

      Three Perspectives on Team Learning: Outcome Improvement, Task Mastery, and Group Process

      By: Amy C. Edmondson, James R. Dillon and Kate Roloff
      The emergence of a research literature on team learning has been driven by at least two factors. First, longstanding interest in what makes organizational work teams effective leads naturally to questions about how members of newly formed teams learn to work together... View Details
      Keywords: Learning; Organizational Culture; Performance Improvement; Practice; Groups and Teams; Research; Adaptation; Cooperation
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      Edmondson, Amy C., James R. Dillon, and Kate Roloff. "Three Perspectives on Team Learning: Outcome Improvement, Task Mastery, and Group Process." Academy of Management Annals 1 (2007): 269–314.
      • November 2006
      • Case

      Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
      Keywords: Negotiation; Distribution Channels; Sales
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      Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
      • 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
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      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.
      • November 2006 (Revised September 2007)
      • Case

      The Bollingers: Negotiating with Wal-Mart (A)

      By: James K. Sebenius and Ellen Knebel
      Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for... View Details
      Keywords: Negotiation Preparation; Product Development; Supply Chain; Problems and Challenges; Retail Industry
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      Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-009, November 2006. (Revised September 2007.)
      • November 2006
      • Supplement

      The Bollingers: Negotiating with Wal-Mart (B)

      By: James K. Sebenius and Ellen Knebel
      Keywords: Negotiation; Family Ownership
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      Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-010, November 2006.
      • November 2006
      • Case

      Organics: Coming Center Stage?

      By: James E. Austin and Reed Martin
      The organics movement has certainly come a long way. From hippie farming communes and a scattering of natural food stores in the 1960s, organics outgrew its origins as a counterculture curiosity of the 1970s to become the fastest growing segment of the food industry in... View Details
      Keywords: Food; Supply and Industry; Consumer Behavior; Competitive Advantage; Competitive Strategy; Food and Beverage Industry; United States
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      Austin, James E., and Reed Martin. "Organics: Coming Center Stage?" Harvard Business School Case 907-405, November 2006.
      • 2006
      • Book

      Design-Inspired Innovation

      By: James Utterback, Bengt–Arne Vedin, Eduardo Alvarez, Sten Ekman, Susan Walsh Sanderson, Bruce Tether and Roberto Verganti
      When an innovation is inspired by design, it transcends technology and utility. The design delights the user, seamlessly integrating the physical object, a service, and its use into something whole. A design-inspired innovation is so simple that it becomes an extension... View Details
      Keywords: Innovation and Invention; Product Design; Product Development
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      Utterback, James, Bengt–Arne Vedin, Eduardo Alvarez, Sten Ekman, Susan Walsh Sanderson, Bruce Tether, and Roberto Verganti. Design-Inspired Innovation. World Scientific Publishing, 2006.
      • October 2006 (Revised May 2007)
      • Case

      King Arthur Flour

      By: Thomas J. DeLong, James Holian and Joshua Weiss
      Steve Voigt, the CEO of King Arthur Flour, must determine how the company can continue to grow, whilst preserving its unique culture. In 1996, the company was sold to employees in as ESOP transaction. The following decade saw significant growth, despite declining sales... View Details
      Keywords: Employee Stock Ownership Plan; Business or Company Management; Organizational Culture; Employee Ownership
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      DeLong, Thomas J., James Holian, and Joshua Weiss. "King Arthur Flour." Harvard Business School Case 407-012, October 2006. (Revised May 2007.)
      • 2006
      • Book

      3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

      By: David Lax and James K. Sebenius
      Keywords: Negotiation; Change; Games, Gaming, and Gambling
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      Lax, David, and James K. Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston: Harvard Business School Press, 2006.
      • September 2006
      • Article

      Facing a Protracted Dispute? Consider a 'Virtual Strike'

      By: James K. Sebenius
      Keywords: Conflict and Resolution
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      Sebenius, James K. "Facing a Protracted Dispute? Consider a 'Virtual Strike'." Negotiation 9, no. 9 (September 2006): 7–9.
      • May 2006
      • Supplement

      The Brent Spar Campaign (B): Rescuing Greenpeace?

      By: James K. Sebenius and Natasha Affolder
      Keywords: Green Technology Industry
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      Sebenius, James K., and Natasha Affolder. "The Brent Spar Campaign (B): Rescuing Greenpeace?" Harvard Business School Supplement 906-050, May 2006.
      • April 2006
      • Article

      Negotiation Design for Large, Multistakeholder Projects

      By: James K. Sebenius
      Keywords: Negotiation; Design; Projects
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      Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
      • February 2006
      • Supplement

      Smartix (D): Reflections from the Other Side of the Table

      By: James K. Sebenius and Andrew Wasynczuk
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      Sebenius, James K., and Andrew Wasynczuk. "Smartix (D): Reflections from the Other Side of the Table." Harvard Business School Supplement 906-031, February 2006.
      • February 2006
      • Supplement

      Smartix (B): The Last Dance

      By: James K. Sebenius
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      Sebenius, James K. "Smartix (B): The Last Dance." Harvard Business School Supplement 906-029, February 2006.
      • February 2006
      • Supplement

      Smartix (C): Rethinking the Negotiations

      By: James K. Sebenius
      Keywords: Negotiation
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      Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
      • February 2006
      • Article

      Do a 3-D Audit of Barriers to Agreement

      By: James K. Sebenius
      Keywords: Agreements and Arrangements
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      Sebenius, James K. "Do a 3-D Audit of Barriers to Agreement." Negotiation 9, no. 2 (February 2006): 7–9.
      • January 2006 (Revised October 2009)
      • Case

      Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

      By: Ian Larkin, James K. Sebenius and Guhan Subramanian
      In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
      Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
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      Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
      • January 2006 (Revised October 2009)
      • Supplement

      Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager

      By: Ian Larkin, James K. Sebenius and Guhan Subramanian
      Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry; Boston
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      Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager." Harvard Business School Supplement 906-027, January 2006. (Revised October 2009.)
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