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Publications

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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 →
  • 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.
  • 1992
  • Chapter

Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing

By: James K. Sebenius and David Lax
Keywords: Alliances; Negotiation Process; Mathematical Methods; Strategy
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Sebenius, James K., and David Lax. "Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing." In Negotiation Analysis, edited by H. Peyton Young, 153–193. Ann Arbor, MI: University of Michigan Press, 1992.
  • 1991
  • Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax
Keywords: Decision Choices and Conditions; Negotiation
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Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." In Negotiation Theory and Practice, edited by J. Rubin and W. Breslin. Cambridge, MA: PON Books, 1991.
  • 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
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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
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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
Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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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
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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
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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
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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
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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
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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

Keywords: Negotiation; Learning; Strategy; Afghanistan
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Sebenius, James K., and Kristin Schneeman. "Great Negotiator 2002: Lakhdar Brahimi." Program on Negotiation at Harvard Law School, 2004. Video. (DVD.)
  • January – February 2009
  • Article

Transformation: The Quiet Role of Coalitional Leadership

By: Stephen Friedman and James K. Sebenius
Keywords: Transformation; Alliances; Leadership
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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
Keywords: Information; Agreements and Arrangements
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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.
  • April 1999
  • Case

Steve Perlman and WebTV (A)

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: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
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Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (A)." Harvard Business School Case 899-270, April 1999.
  • March 1997
  • Case

Stone Container in Honduras (C)

By: James K. Sebenius and Hannah Bowles
Supplements the (A) case. View Details
Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
Citation
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Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (C)." Harvard Business School Case 897-174, March 1997.
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