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- All HBS Web
(476)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (320)
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- October 2004
- Article
Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina
By: Daniel F. Curran, James K. Sebenius and Michael Watkins
Keywords: Bosnia and Hercegovina
Curran, Daniel F., James K. Sebenius, and Michael Watkins. "Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina." Negotiation Journal 20, no. 4 (October 2004). (Reprinted in International Dispute Resolution, Volume III (ed. Carrie Menkel-Meadow, April 2012))
- 17 Jul 2012
- First Look
First Look: July 17
SchmidtHarvard Business School Case 612-082 Merck is known for its commitment to investing in basic R&D. Are Merck's long-term investments justifiable when the firm faces extreme earnings pressure? Purchase this case:http://hbr.org/search/612082-PDF-ENG Negotiating... View Details
Keywords: Sean Silverthorne
- 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
- 2009
- Working Paper
Negotiating the Path of Abraham
By: Kimberlyn Leary, James K. Sebenius and Joshua Weiss
In the face of daunting barriers, the Abraham Path Initiative envisions uncovering and revitalizing a route of cultural tourism that follows the path of Abraham and his family some 4,000 years ago across the Middle East. It begins in the ancient ruins of Harran, in... View Details
Keywords: Development Economics; Social Entrepreneurship; Negotiation; Business and Community Relations; Business and Government Relations; Religion; Environmental Sustainability; Tourism Industry; Middle East
Leary, Kimberlyn, James K. Sebenius, and Joshua Weiss. "Negotiating the Path of Abraham." Harvard Business School Working Paper, No. 10-049, December 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
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.)
- March 1999 (Revised November 2001)
- Case
Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance." Harvard Business School Case 899-226, March 1999. (Revised November 2001.)
- March 1999 (Revised November 2001)
- Case
Honda-Rover (A): Crafting an Alliance
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (A): Crafting an Alliance." Harvard Business School Case 899-223, March 1999. (Revised November 2001.)
- 1992
- Chapter
Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing
By: James K. Sebenius and David Lax
- 1991
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- October 2020
- Case
John Branca: Negotiating the Beatles' Northern Songs Catalog (A)
By: James K. Sebenius and Alex Green
In 1985, pop music superstar Michael Jackson instructed his attorney, John Branca, to make a bid for the Northern Songs music catalog, which contained the songs of the Beatles. In a challenging negotiation with Australian media baron Robert Holmes à Court, Branca... View Details
Keywords: Negotiation; Entertainment; Music Entertainment; Strategy; Music Industry; Entertainment and Recreation Industry; United States; United Kingdom
Sebenius, James K., and Alex Green. "John Branca: Negotiating the Beatles' Northern Songs Catalog (A)." Harvard Business School Case 921-009, October 2020.
- January 2020
- Supplement
High Drama in Milford (B)
By: James K. Sebenius and Farzana Mohamed
Sebenius, James K., and Farzana Mohamed. "High Drama in Milford (B)." Harvard Business School Supplement 920-035, January 2020.
- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)
- December 2010
- Supplement
Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)
By: James K. Sebenius and Alex Green
Describes Martti Ahtisaari's negotiating strategies and tactics along with the results of his efforts to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. View Details
Keywords: Government and Politics; Agreements and Arrangements; Negotiation Tactics; Conflict of Interests; Strategy; Indonesia
Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (B)." Harvard Business School Supplement 911-041, December 2010.
- December 2010
- Case
The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment
By: James K. Sebenius and Shula Gilad
A network of influential Israelis and Palestinians, jointly trained in negotiation at Harvard since 2002, faces organizational, strategic, and funding challenges in 2010. Unlike "people-to-people" or "Track II" initiatives, the Israeli-Palestinian Negotiating Partners... View Details
Keywords: Finance; Negotiation Participants; Organizational Change and Adaptation; Conflict and Resolution; Conflict Management; Social and Collaborative Networks; Strategy
Sebenius, James K., and Shula Gilad. "The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-assessment." Harvard Business School Case 911-025, December 2010.
- April 2010
- Supplement
Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)
By: James K. Sebenius and Ellen Knebel
This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details
Keywords: Customers; Management Practices and Processes; Negotiation Deal; Outcome or Result; Business and Stakeholder Relations; Retail Industry
Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)." Harvard Business School Supplement 910-044, April 2010.
- December 2007
- Background Note
Tools and Tactics for Transformation: Three "Whats" and Three "Hows"
By: James K. Sebenius and Stephen Friedman
Important transformation at Goldman Sachs, where one of the authors was Chairman, required analysis, political leadership, and management in order to fundamentally shift the strategy, people, and culture on a sustainable basis. After describing the actions needed to... View Details
Keywords: Negotiation Tactics; Business Strategy; Organizational Culture; Transition; Strategic Planning; Core Relationships; Multinational Firms and Management; Leadership Style; Organizational Change and Adaptation; Private Equity
Sebenius, James K., and Stephen Friedman. Tools and Tactics for Transformation: Three "Whats" and Three "Hows". Harvard Business School Background Note 908-028, December 2007.
- 2003
- Case
Lakhdar Brahimi / Negotiating a New Government for Afghanistan
By: James K. Sebenius and Kristin Schneeman
Part of the PON Great Negotiator Case Study Series, this factual case study examines former UN Special Envoy Lakhdar Brahimi's involvement in negotiating an interim Afghani government after the fall of the Taliban in 2001. As a result of these efforts, Brahimi... View Details
Keywords: Contemporary History; Government and Politics; Agreements and Arrangements; Leadership Style; Cognition and Thinking; Conferences; Afghanistan
Sebenius, James K., and Kristin Schneeman. "Lakhdar Brahimi / Negotiating a New Government for Afghanistan." Program on Negotiation at Harvard Law School Case, 2003.
- 2004
- Other Teaching and Training Material
Great Negotiator 2002: Lakhdar Brahimi
By: James K. Sebenius and Kristin Schneeman
The Program on Negotiation honored Ambassador Brahimi in events on October 2, 2002. These began with an in-depth faculty-moderated discussion with a group of students, faculty, and guests at Harvard Business School. On the evening of the 2nd, Ambassador Brahimi... View Details
- January – February 2009
- Article
Transformation: The Quiet Role of Coalitional Leadership
By: Stephen Friedman and James K. Sebenius
Friedman, Stephen, and James K. Sebenius. "Transformation: The Quiet Role of Coalitional Leadership." Ivey Business Journal (Online) 73, no. 1 (January–February 2009).
- June 1983
- Article
Don't Bet on It: Contingent Agreements with Asymmetric Information
By: James K. Sebenius and John Geanakoplos
Sebenius, James K., and John Geanakoplos. "Don't Bet on It: Contingent Agreements with Asymmetric Information." Journal of the American Statistical Association 78 (June 1983): 424–426.