Publications

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

Keywords: Negotiation Participants; Costa Rica; Honduras

June 1997
Case

Stone Container in Costa Rica (A)

By: James K. Sebenius and Hannah Bowles

Keywords: Costa Rica

1992
Chapter

Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions

By: James K. Sebenius and Michael Grubb

Keywords: Corporate Social Responsibility and Impact; Climate Change; Pollutants; Science-Based Business

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

Keywords: Vaccination; Health Care and Treatment; Interpersonal Communication; Communication Technology; Behavior; Health Industry

November 2012
Article

Deal Making 2.0: A Guide to Complex Negotiations

By: David A. Lax and James K. Sebenius

October 2009
Supplement

ADR Choices Video (Alternative Dispute Resolution Vignettes)

Keywords: Media

October 30, 1994
Article

Sports Strikes: Let the Games Continue

Keywords: Labor; Disruption; Sports Industry

September 9, 1994
Article

Virtual Strike

September 1991
Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

January 2005 (Revised February 2005)
Case

Ray Rogers and the Corporate Campaign (A)

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

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

Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States

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

December 1985 (Revised September 1987)
Case

Salty Dog: Smith Brothers (A): Confidential Instructions

By: David A. Lax and James K. Sebenius

November 2003
Article

3-D Negotiation: Playing the Whole Game

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

24 Jan 2012
First Look

First Look: Jan. 24

losses and a heightened focus on gains when policies are evaluated in bundled form. Book: http://www.hbs.edu/research/pdf/09-147.pdf Structuring Consulting Firms Authors:Tim Morris, Heidi K. Gardner, and N. Anand Publication:In The Oxford... View Details

Keywords: Sean Silverthorne

1983
Chapter

Incentives for Ocean Mining Under the Convention

By: James K. Sebenius and Lance Antrim

Keywords: Mining; Natural Environment; Motivation and Incentives; International Relations; Trade; Mining Industry

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

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