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    • All HBS Web  (1,801)
      • Faculty Publications  (528)

      by James Sebenius Remove by James Sebenius →

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      • 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
      Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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      Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
      • 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
      Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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      Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (B)." Harvard Business School Case 801-422, March 2001.
      • 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
      Keywords: Business Model; Development Economics; Education; Capital; Investment Funds; Taxation; Growth and Development; Partners and Partnerships; Nonprofit Organizations; Segmentation; Service Industry
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      Austin, James E., and Kim Slack. "Local Initiatives Support Corporation." Harvard Business School Case 301-124, January 2001. (Revised June 2001.)
      • October 2000 (Revised December 2008)
      • Case

      Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

      By: James K. Sebenius
      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
      Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
      • October 2000 (Revised September 2002)
      • Case

      Doyle's Dealmaking Dilemma (B): Final Negotiations

      By: James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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      Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
      • October 2, 2000
      • Article

      Interests, Value and the Art of the Best Deal

      By: James K. Sebenius and David A. Lax
      Keywords: Value; Interests
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      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.)
      • 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
      Keywords: Business Startups; Profit; Growth and Development Strategy; Marketing Strategy; Strategic Planning; Problems and Challenges; Creativity
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      Lal, Rajiv, and James Weber. "Freeport Studio." Harvard Business School Case 501-021, September 2000. (Revised February 2007.)
      • 2000
      • Other Unpublished Work

      Dealmaking Essentials: Creating and Claiming Value for the Long Term

      By: James K. Sebenius
      Keywords: Negotiation Deal; Value Creation
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      Sebenius, James K. "Dealmaking Essentials: Creating and Claiming Value for the Long Term." HBS Dealmaking Course Note, September 2000.
      • 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
      Keywords: Telecommunications Industry; Manufacturing Industry; Italy
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      Watkins, Michael D., James K. Sebenius, and Ann Leamon. "Telecom Italia Takeover (D): Bernabe's Revenge." Harvard Business School Case 801-095, July 2000. (Revised August 2001.)
      • 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
      Keywords: Telecommunications Industry; Manufacturing Industry; Italy
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      Watkins, Michael D., James K. Sebenius, and Ann Leamon. "Telecom Italia Takeover (B)." Harvard Business School Case 800-364, May 2000. (Revised August 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
      Keywords: Telecommunications Industry; Manufacturing Industry; Italy
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      Watkins, Michael D., James K. Sebenius, and Ann Leamon. "Telecom Italia Takeover (C)." Harvard Business School Case 800-365, May 2000. (Revised August 2001.)
      • May 2000 (Revised August 2001)
      • Case

      Telecom Italia Takeover (A)

      By: Michael D. Watkins, James K. Sebenius and Ann Leamon
      After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details
      Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy
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      Watkins, Michael D., James K. Sebenius, and Ann Leamon. "Telecom Italia Takeover (A)." Harvard Business School Case 800-363, May 2000. (Revised August 2001.)
      • March 2000
      • Background Note

      Fall Before Rising, A: The Story of Jai Jaikumar (A)

      By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson
      What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details
      Keywords: Moral Sensibility; History; Personal Development and Career; Relationships; Familiarity; Perception; Welfare
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      Bowen, H. Kent, Richard Compton Squire, Sarah Patricia Vickers-Willis, and Harry James Wilson. "Fall Before Rising, A: The Story of Jai Jaikumar (A)." Harvard Business School Background Note 600-047, March 2000.
      • March 2000 (Revised August 2000)
      • Background Note

      Fall Before Rising, A: The Story of Jai Jaikumar (B)

      By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson
      What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details
      Keywords: Personal Development and Career; Moral Sensibility; Motivation and Incentives
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      Bowen, H. Kent, Richard Compton Squire, Sarah Patricia Vickers-Willis, and Harry James Wilson. "Fall Before Rising, A: The Story of Jai Jaikumar (B)." Harvard Business School Background Note 600-048, March 2000. (Revised August 2000.)
      • November 1999
      • Case

      Doyle's Dealmaking Dilemma: Negotiating the Job Search

      By: James K. Sebenius
      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. View Details
      Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
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      Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
      • October 1999 (Revised June 2002)
      • Case

      Case Brief: Stone Container in Honduras and Costa Rica

      By: James K. Sebenius and Hannah Bowles
      Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. View Details
      Keywords: Negotiation Participants; Costa Rica; Honduras
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      Sebenius, James K., and Hannah Bowles. "Case Brief: Stone Container in Honduras and Costa Rica." Harvard Business School Case 800-137, October 1999. (Revised June 2002.)
      • August 1999 (Revised September 1999)
      • Case

      Double Dealmaking in the Browser Wars (A)

      By: James K. Sebenius
      Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details
      Keywords: Negotiation Process; Negotiation Tactics; Negotiation Deal; Web; Web Services Industry
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      Sebenius, James K. "Double Dealmaking in the Browser Wars (A)." Harvard Business School Case 800-050, August 1999. (Revised September 1999.)
      • August 1999
      • Case

      Double Dealmaking in the Browser Wars (B)

      By: James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Deal; Web Services Industry
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      Sebenius, James K. "Double Dealmaking in the Browser Wars (B)." Harvard Business School Case 800-051, August 1999.
      • April 1999
      • Case

      Steve Perlman and WebTV (A)

      By: James K. Sebenius and Ron Fortgang
      The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
      Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry
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      Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (A)." Harvard Business School Case 899-270, April 1999.
      • April 1999
      • Case

      Steve Perlman and WebTV (B)

      By: James K. Sebenius and Ron Fortgang
      The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
      Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
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      Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.
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