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- All HBS Web
(1,801)
- Faculty Publications (528)
- 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
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
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
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
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
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
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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
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
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
- 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
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
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
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
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
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
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
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
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
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)
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
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)
Supplements the (A) case. View Details
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
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
Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.