Publications

March 2001 (Revised March 2016)
Case

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

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

June 1997
Case

Stone Container in Costa Rica (B)

By: James K. Sebenius and Hannah Bowles

Keywords: Costa Rica

01 Jan 1977
Conference Presentation

Short Term Natural Gas Consumption Forecasts: Optimal Use of National Weather Service Data

By: James K. Sebenius and Richard Lehman

Keywords: Forecasting and Prediction; Research; Business and Government Relations; Energy Industry

February 2003
Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius

Keywords: Negotiation

24 Sep 2020
Other Presentation

Enhanced Party and Interest Mapping via Social Media

By: David A. Lax, James K. Sebenius and Ben Cook

27 Aug 2020
Other Presentation

How Social Media Can Kill or Enhance Your Deals

By: David A. Lax, James K. Sebenius and Ben Cook

May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (B)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

Supplements the (A) case. View Details

Keywords: Telecommunications Industry; Manufacturing Industry; Italy

November 2001 (Revised October 2006)
Case

Smartix (A): Dancing with Elephants

By: Donald N. Sull, James K. Sebenius and Noam Wasserman

This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a... View Details

Keywords: Information Technology; Venture Capital; Negotiation; Entrepreneurship; Business Startups; Power and Influence; Technology Industry; Boston

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

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

September 2004
Article

Anchoring Expectations

By: David A Lax and James K. Sebenius

2003
Article

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

By: Daniel F. Curran and James K. Sebenius

Keywords: Alliances

January 2002
Article

Dealcrafting: The Substance of Three Dimensional Negotiation

By: David A. Lax and James K. Sebenius

Keywords: Negotiation