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  • All HBS Web  (470)
    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)

Show Results For

  • All HBS Web  (470)
    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)
← Page 19 of 470 Results →
  • 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
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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
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Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
  • 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
Keywords: Agreements and Arrangements; International Relations; Trade; United States; Singapore
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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
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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
Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States
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Sebenius, James K., and Daniel F. Curran. "George Mitchell in Northern Ireland (A)." Harvard Business School Case 904-001, December 2003.
  • December 1985 (Revised September 1987)
  • Case

Salty Dog: Snowytown (A): Confidential Instructions

By: David A. Lax and James K. Sebenius
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Lax, David A., and James K. Sebenius. "Salty Dog: Snowytown (A): Confidential Instructions." Harvard Business School Case 186-156, December 1985. (Revised September 1987.)
  • December 1985
  • Case

Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters

By: David A. Lax and James K. Sebenius
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Lax, David A., and James K. Sebenius. "Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters." Harvard Business School Case 186-155, December 1985.
  • 2003
  • Article

Sequencing, Acoustic Separation, and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and I.P. Rights in China

By: Rebecca G. Hulse and James K. Sebenius
Keywords: Negotiation; China
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Hulse, Rebecca G., and James K. Sebenius. "Sequencing, Acoustic Separation, and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and I.P. Rights in China." International Negotiation 8, no. 2 (2003): 311–338.
  • 1992
  • Chapter

Rethinking America's Security: The Primacy of the Domestic Agenda

By: James K. Sebenius and Peter G. Peterson
Keywords: National Security; United States
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Sebenius, James K., and Peter G. Peterson. "Rethinking America's Security: The Primacy of the Domestic Agenda." In Rethinking America's Security: Beyond Cold War to New World Order, edited by Graham T. Allison and Gregory Treverton, 57–93. New York: W.W. Norton & Company, 1992.
  • 2014
  • Working Paper

Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'

By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
Keywords: Negotiation; Trade; United States; Singapore
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Green, Laurence A., and James K. Sebenius. "Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'." Harvard Business School Working Paper, No. 15-053, December 2014.
  • March 2013 (Revised March 2013)
  • Case

Rough Justice: Stuart Eizenstat and Holocaust-era Asset Restitution (A)

By: James K. Sebenius and Laurence A. Green
Beginning in 1994, a series of articles and public disclosures indicated that Swiss banks may have retained assets belonging to victims of the Holocaust, and also may have engaged in long term attempts to block survivors' ability to recover those assets after World War... View Details
Keywords: Banking; Banking And Insurance; U.s. History; Germany; Europe; Governance; History; Negotiation; Business and Government Relations; Banking Industry; Insurance Industry; Germany; United States; Switzerland
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Sebenius, James K., and Laurence A. Green. "Rough Justice: Stuart Eizenstat and Holocaust-era Asset Restitution (A)." Harvard Business School Case 913-037, March 2013. (Revised March 2013.)
  • November 2010
  • Case

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

By: James K. Sebenius and Jason Cheng Qian
Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details
Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)." Harvard Business School Case 911-031, November 2010.
  • January 1999 (Revised August 1999)
  • Background Note

Doing Business in Russia: Note on Negotiating in the "Wild East"

By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
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Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
  • January 1998
  • Case

From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.

By: James K. Sebenius and David T. Kotchen
Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry
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Sebenius, James K., and David T. Kotchen. "From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co." Harvard Business School Case 898-143, January 1998.
  • January 1998
  • Case

Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)

By: James K. Sebenius and David T. Kotchen
Supplements the (A) case. View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
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Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)." Harvard Business School Case 898-141, January 1998.
  • July/August 2004
  • Article

How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation

By: David A. Lax and James K. Sebenius
Keywords: Negotiation
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Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.
  • December 2011
  • Case

Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi

By: James K. Sebenius and Laurence A. Green
Describes the background and career of Lakhdar Brahimi in numerous roles ranging from Algeria's ambassador to Indonesia and the Arab League, to serving as that country's foreign minister, and to his many years at the United Nations, with special emphasis on his actions... View Details
Keywords: Leadership; Conflict Management; Personal Development and Career; Government and Politics; Algeria
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Sebenius, James K., and Laurence A. Green. "Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi." Harvard Business School Case 912-028, December 2011.
  • November 2010
  • Supplement

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)

By: James K. Sebenius and Jason Cheng Qian
Details and evaluates results in Esquel's 2002 initiative to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. View Details
Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Outcome or Result; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
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Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)." Harvard Business School Supplement 911-032, November 2010.
  • September 2004
  • Article

Anchoring Expectations

By: David A Lax and James K. Sebenius
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Lax, David A., and James K. Sebenius. "Anchoring Expectations." Negotiation 7, no. 9 (September 2004): 9–11.
  • 2003
  • Article

The Mediator as Coalition-Builder: George Mitchell in Northern Ireland

By: Daniel F. Curran and James K. Sebenius
Keywords: Alliances
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Curran, Daniel F., and James K. Sebenius. "The Mediator as Coalition-Builder: George Mitchell in Northern Ireland." International Negotiation 8, no. 1 (2003): 111–147.
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