Publications

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

Keywords: Margie Kelley; Publishing Industries (except Internet); Information

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

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

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

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

October 2, 2000
Article

Interests, Value and the Art of the Best Deal

By: James K. Sebenius and David A. Lax

Keywords: Value; Interests

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

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

24 Sep 2020
Other Presentation

Enhanced Party and Interest Mapping via Social Media

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

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

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 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

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

Keywords: Bargaining; 3D Negotiation; Negotiation; Conflict and Resolution; Social Media

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

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

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

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