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Show Results For
- All HBS Web
(472)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (318)
- 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.
- 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.
- January 2020
- Case
High Drama in Milford (A)
By: James K. Sebenius and Farzana Mohamed
Sebenius, James K., and Farzana Mohamed. "High Drama in Milford (A)." Harvard Business School Case 920-032, January 2020.
- January 1986
- Article
Interests: The Measure of Negotiation
By: James K. Sebenius and David Lax
Keywords: Negotiation
Sebenius, James K., and David Lax. "Interests: The Measure of Negotiation." Negotiation Journal 2, no. 1 (January 1986): 73–92. (Reprinted in:
Negotiation Theory and Practice, 1991.
Negotiation and Settlement Advocacy, 1997.
Managing for the Future: Organizational Behavior and Processes, 1999.)
Negotiation Theory and Practice, 1991.
Negotiation and Settlement Advocacy, 1997.
Managing for the Future: Organizational Behavior and Processes, 1999.)
- November 2009
- Supplement
Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart." Harvard Business School Video Supplement 910-705, November 2009.
- February 24, 1997
- Article
A Better Way to Go on Strike
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "A Better Way to Go on Strike." Wall Street Journal (February 24, 1997), A22.
- 2008
- Other Teaching and Training Material
Great Negotiator 2004: Ambassador Richard Holbrooke
By: James K. Sebenius and Ellen Knebel
The Program on Negotiation honored Ambassador Holbrooke in events in October 2004. These began with an in-depth faculty-moderated discussion with an invited group of students, faculty and guests at Harvard Business School and concluded with Ambassador Holbrooke... View Details
- November 2006
- Supplement
The Bollingers: Negotiating with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-010, November 2006.
- fall 1982
- Article
Risk-Spreading Properties of Common Tax and Contract Instruments
By: James K. Sebenius and Peter Stan
Sebenius, James K., and Peter Stan. "Risk-Spreading Properties of Common Tax and Contract Instruments." Bell Journal of Economics and Management Science 13, no. 2 (fall 1982): 555–560.
- February 2006
- Supplement
Smartix (D): Reflections from the Other Side of the Table
By: James K. Sebenius and Andrew Wasynczuk
Sebenius, James K., and Andrew Wasynczuk. "Smartix (D): Reflections from the Other Side of the Table." Harvard Business School Supplement 906-031, February 2006.
- 1981
- Article
Insecure Contracts and Resource Development
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Insecure Contracts and Resource Development." Public Policy 29 (1981): 419–436.
- March 2001
- Case
Charlene Barshefsky (B)
By: James K. Sebenius and Rebecca Hulse
Details former U.S. Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case. View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (B)." Harvard Business School Case 801-422, March 2001.
- March 2001 (Revised March 2016)
- Case
Charlene Barshefsky (A)
By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
- April 1999
- Case
Steve Perlman and WebTV (B)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.
- 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.