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Negotiation and Diplomacy - Course Catalog
HBS Course Catalog Negotiation and Diplomacy Course Number 2218 Professor James Sebenius Spring; Q3Q4; 3.0 credits Co-taught with Professor Nicholas Burns, Harvard Kennedy School What can we learn from studying highly skilled View Details
- Fall 2020
- Article
Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa
Over the past two decades the Program on Negotiation at Harvard Law School (PON) has named thirteen people as Great Negotiators. The project, directed by my colleague Jim Sebenius, has given us the opportunity to commend our honorees’ outstanding work and to learn from... View Details
Wheeler, Michael A. "Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa." Negotiation Journal 36, no. 4 (Fall 2020): 471–487.
- 18 Apr 2016
- News
Women Who Don't Negotiate Could Be Making a Smart Choice
- 01 Jun 2004
- News
An Ethical Fitness Quiz for Negotiators
Shady dealings at the negotiating table may work in the short term, but in the end, you’ll undermine trust and tarnish your reputation, warns HBS professor Michael A. Wheeler in the March issue of Negotiation, a newsletter from HBS... View Details
- April 2001
- Article
Six Habits of Merely Effective Negotiators
Keywords: Negotiation
Sebenius, James K. "Six Habits of Merely Effective Negotiators." Harvard Business Review 79, no. 4 (April 2001): 87–95.
- June 2007
- Supplement
EZAmuse Negotiation (D): Rob Bonham Background
By: G. Felda Hardymon and Ann Leamon
Keywords: Negotiation
Hardymon, G. Felda, and Ann Leamon. "EZAmuse Negotiation (D): Rob Bonham Background." Harvard Business School Supplement 807-171, June 2007.
- May 1982
- Background Note
Note on the 1982 Auto Negotiations
By: Michael Beer
Beer, Michael. "Note on the 1982 Auto Negotiations." Harvard Business School Background Note 482-103, May 1982.
- 1995
- Chapter
Multiparty Negotiation in Its Social Context
By: J. Polzer, E. Mannix and M. Neale
Polzer, J., E. Mannix, and M. Neale. "Multiparty Negotiation in Its Social Context." In Negotiation as a Social Process, edited by R. Kramer and D. Messick. Thousand Oaks, CA: Sage Publications, 1995.
- March 2002
- Article
The Hidden Challenge of Cross-Border Negotiations
Sebenius, James K. "The Hidden Challenge of Cross-Border Negotiations." Harvard Business Review 80, no. 3 (March 2002): 76–85.
- Aug 08 2016
- Testimonial
Taking Negotiation to the Next Level
- 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.
- 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
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.)
- 2006
- Chapter
Bounded Awareness: Focusing Failures in Negotiation
By: M. Bazerman and Dolly Chugh
Bazerman, M., and Dolly Chugh. "Bounded Awareness: Focusing Failures in Negotiation." Chap. 2 in Negotiation Theory and Research, edited by Leigh L. Thompson. Frontiers of Social Psychology. NY: Psychology Press, 2006.
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
- 2007
- Chapter
Negotiation Analysis: Between Decisions and Games
- March 2012 (Revised October 2012)
- Teaching Note
Fiji versus FIJI: Negotiating Over Water (TN)
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
- 12 Dec 2024
- News
What People Still Get Wrong About Negotiations
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.