Publications
Publications
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- All HBS Web
(1,794)
- Faculty Publications (523)
- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
- 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
- August 2001 (Revised April 2003)
- Case
International Trachoma Initiative
By: Diana Barrett, James E. Austin and Sheila McCarthy
In an effort to combat trachoma, a major eye disease, the Clark Foundation entered into a partnership with Pfizer Pharmaceuticals. After a successful pilot project, a joint initiative was established (the Trachoma initiative) that has as its goal to eradicate the... View Details
- 2001
- Working Paper
Social Enterprise Series No. 19 -- Misery Loves Companies: Whither Social Initiatives by Business
By: Joshua D. Margolis and James P. Walsh
- May 2001 (Revised March 2008)
- Case
"To hell with the future, let's get on with the past." George Mitchell in North Ireland
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics used by U.S. negotiator George Mitchell 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. View Details
- May 2001 (Revised December 2002)
- Exercise
Alphexo Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
- May 2001 (Revised April 2005)
- Exercise
Betonn Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
- 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
- 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
- January 2001 (Revised June 2001)
- Case
Local Initiatives Support Corporation
By: James E. Austin and Kim Slack
Local Initiatives Support Corp. (LISC) is a $74 million nonprofit social enterprise that combats poverty by helping community development organizations build affordable housing and create economic development opportunities through public-private partnerships. Poses a... View Details
- October 2000 (Revised December 2008)
- Case
Doyle's Dealmaking Dilemma (A): Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
- October 2000 (Revised September 2002)
- Case
Doyle's Dealmaking Dilemma (B): Final Negotiations
Supplements the (A) case. View Details
- October 2, 2000
- Article
Interests, Value and the Art of the Best Deal
By: James K. Sebenius and David A. Lax
- September 2000 (Revised February 2007)
- Case
Freeport Studio
By: Rajiv Lal and James Weber
Describes the start-up and first-year difficulties of Freeport Studio, a unit of L.L. Bean, founded in 1998 to sell women's clothing by catalog. First-year sales were far below plan, and projected profits did not materialize. Fran Philip must identify the problems and... View Details
- 2000
- Other Unpublished Work
Dealmaking Essentials: Creating and Claiming Value for the Long Term
- July 2000 (Revised August 2001)
- Case
Telecom Italia Takeover (D): Bernabe's Revenge
By: Michael D. Watkins, James K. Sebenius and Ann Leamon
Supplements the (A) case. View Details
- 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