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(132)
- News (23)
- Research (89)
- Multimedia (2)
- Faculty Publications (54)
Show Results For
- All HBS Web
(132)
- News (23)
- Research (89)
- Multimedia (2)
- Faculty Publications (54)
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
- 12 Jan 2010
- First Look
First Look: Jan. 12
engaging in real earnings management and suggest the effects on subsequent reporting periods and competitor behavior are greater than previously documented. Download the paper:... View Details
Keywords: Martha Lagace
- 01 Dec 1996
- News
Starting Up and Starting Over
innovation within such a structure. In the 1930s and 1940s, Deans Wallace B. Donham and Donald K. David oversaw significant research on the... View Details
- 01 Feb 1997
- News
Leading the Way In Negotiation and Decision Making
negotiation has become a key part of daily management. "Instead of being an important skill for special occasions - making deals and managing disputes - negotiation is increasingly a way of life for managers," notes View Details
Keywords: Judith A. Ross
- 15 Jun 2021
- News
June 2021 Books and Podcasts
Financial Planning at HBS; James R. Hines Jr.; and David Wessel Brookings Institution Press Globalization and multinational corporations have... View Details
- 05 Feb 2013
- First Look
First Look: Feb. 5
Authors:Sebenius, James K. Publication:Negotiation Journal: On the Process of Dispute Settlement Abstract Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic,... View Details
Keywords: Sean Silverthorne
- 10 Jan 2017
- First Look
First Look at New Research: January 10, 2017
forthcoming HarperCollins Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level By: Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger)... View Details
Keywords: Sean Silverthorne
- 1992
- Chapter
Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing
By: James K. Sebenius and David Lax
- October 2, 2000
- Article
Interests, Value and the Art of the Best Deal
By: James K. Sebenius and David A. Lax
Sebenius, James K., and David A. Lax. "Interests, Value and the Art of the Best Deal." Mastering Management, Part One, Supplement to the Financial Times Financial Times (October 2, 2000), 6–7. (Reprinted in Pickford, James, ed., Mastering Management 2.0, London: Prentice-Hall, pp. 281-5.)
- 02 Apr 2019
- First Look
New Research and Ideas, April 2, 2019
forth their theses on how marketing thinking needs to evolve to keep pace with the market reality. This book is dedicated to Professor Jagdish N. Sheth and honours his sustained contribution as a management... View Details
Keywords: Dina Gerdeman
- 24 Sep 2020
- Other Presentation
Enhanced Party and Interest Mapping via Social Media
By: David A. Lax, James K. Sebenius and Ben Cook
Lax, David A., James K. Sebenius, and Ben Cook. "Enhanced Party and Interest Mapping via Social Media." Part 3, New Rules for Negotiators, Lax Sebenius LLC, September 24, 2020.
- 01 Dec 2015
- News
Alumni and Faculty Books for December 2015
illuminating graphics to guide readers in conceiving, designing, building, testing, and scaling up the ideal business for them. The Career Playbook: Essential Advice for Today’s Aspiring Young Professional by View Details
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for TNDA Corporation
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role. Challenges include... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for TNDA Corporation." Harvard Business School Exercise 908-034, December 2007. (Revised April 2008.)
- 12 Oct 1999
- Research & Ideas
Building Bridges: New Dimensions in Negotiation
MBA course in negotiation as well as advanced dealmaking electives and Executive Education programs), has developed a model with former HBS faculty member David A. Lax called... View Details
Keywords: by Anita M. Harris
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH." Harvard Business School Exercise 908-033, December 2007. (Revised April 2008.)
- Web
Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog
HBS Course Catalog Advanced Negotiation: Great Dealmakers, Diplomats, and Deals Course Number 2261 Professor James Sebenius Spring; Q3Q4; 3.0... View Details
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details
Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
- January 1998 (Revised November 2003)
- Case
Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)
By: James K. Sebenius and David T. Kotchen
Describes secretive negotiations that took place between the top executives of Morgan Stanley and S.G. Warburg in the fall of 1994, when the two firms were contemplating a merger that would create one of the world's most powerful investment banks. By December, in order... View Details
Keywords: Negotiation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A)." Harvard Business School Case 898-140, January 1998. (Revised November 2003.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises." Harvard Business School Exercise 908-035, December 2007. (Revised April 2008.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Pearl Equity Partners
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Pearl Equity Partners management role. Challenges... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Pearl Equity Partners." Harvard Business School Exercise 908-031, December 2007. (Revised April 2008.)