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Show Results For
- All HBS Web
(470)
- News (38)
- Research (402)
- Multimedia (1)
- Faculty Publications (317)
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- October 2009
- Supplement
ADR Choices Video (Alternative Dispute Resolution Vignettes)
By: James K. Sebenius and Michael A. Wheeler
Keywords: Media
Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-701, October 2009.
- October 30, 1994
- Article
Sports Strikes: Let the Games Continue
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Sports Strikes: Let the Games Continue." New York Times (October 30, 1994), Sect. 3, p. 9.
- September 9, 1994
- Article
Virtual Strike
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal (September 9, 1994), A16.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- January 2005 (Revised February 2005)
- Case
Ray Rogers and the Corporate Campaign (A)
By: James K. Sebenius and Michael A. Wheeler
Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)
- December 2003
- Case
George Mitchell in Northern Ireland (B)
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
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (C), A." Harvard Business School Case 898-201, March 1998. (Revised August 2000.)
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- November 2003
- Article
3-D Negotiation: Playing the Whole Game
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "3-D Negotiation: Playing the Whole Game." Harvard Business Review 81, no. 11 (November 2003): 65–74.
- January 2006 (Revised October 2009)
- Supplement
Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent." Harvard Business School Supplement 906-028, January 2006. (Revised October 2009.)
- March 1999 (Revised November 2001)
- Case
Honda-Rover (B): Honda Draws the Line
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (B): Honda Draws the Line." Harvard Business School Case 899-224, March 1999. (Revised November 2001.)
- May 2000 (Revised August 2001)
- Case
Telecom Italia Takeover (C)
By: Michael D. Watkins, James K. Sebenius and Ann Leamon
Supplements the (A) case. View Details
Watkins, Michael D., James K. Sebenius, and Ann Leamon. "Telecom Italia Takeover (C)." Harvard Business School Case 800-365, May 2000. (Revised August 2001.)
- 17 Jul 2012
- First Look
First Look: July 17
SchmidtHarvard Business School Case 612-082 Merck is known for its commitment to investing in basic R&D. Are Merck's long-term investments justifiable when the firm faces extreme earnings pressure? Purchase this case:http://hbr.org/search/612082-PDF-ENG Negotiating... View Details
Keywords: Sean Silverthorne
- 2014
- Case
Tommy Koh and the United States–Singapore Free Trade Agreement (A)
By: James K. Sebenius and Laurence A. Green
The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United States-Singapore Free Trade agreement are explored with an in-depth focus on Koh's management of various fronts of a multiparty negotiation over a sustained period. After briefly describing... View Details
Sebenius, James K., and Laurence A. Green. "Tommy Koh and the United States–Singapore Free Trade Agreement (A)." Program on Negotiation at Harvard Law School Case, 2014.
- January 2005
- Case
Ray Rogers and the Corporate Campaign (B)
By: James K. Sebenius and Michael A. Wheeler
Supplements the (A) case. A rewritten version of an earlier case. View Details
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.
- 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
- December 1985 (Revised September 1987)
- Case
Salty Dog: Snowytown (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
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
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
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.