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    • All HBS Web  (1,799)
      • Faculty Publications  (528)

      by James Sebenius Remove by James Sebenius →

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      • November/December 1997
      • Article

      La estructura del acuerdo

      By: James K. Sebenius
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      Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
      • 1997
      • Chapter

      The Power of Alternatives or the Limits to Negotiation

      By: James K. Sebenius and David Lax
      Keywords: Negotiation; Decision Choices and Conditions
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      Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." In Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.
      • October 1997 (Revised January 1998)
      • Case

      Oxfam America

      By: James E. Austin and James Kondo
      Oxfam America, a nongovernmental organization providing grant assistance to organizations fighting hunger, poverty, and their causes, was engaged in a new strategy formulation process, led by its new president. View Details
      Keywords: Change; Situation or Environment; Non-Governmental Organizations; Strategy
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      Austin, James E., and James Kondo. "Oxfam America." Harvard Business School Case 798-036, October 1997. (Revised January 1998.)
      • October 1997 (Revised January 2008)
      • Case

      Asda (A)

      By: Michael Beer and James Weber
      In the mid-1980s, Asda was one of the most successful retail companies in the United Kingdom. By 1991, the chain of 200 grocery stores had a lack of direction, a demoralized workforce, declining profits, rising debt, collapsing stock price, and was facing bankruptcy.... View Details
      Keywords: Restructuring; Insolvency and Bankruptcy; Crisis Management; Management Teams; Business Strategy; Retail Industry; Food and Beverage Industry; United Kingdom
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      Beer, Michael, and James Weber. "Asda (A)." Harvard Business School Case 498-005, October 1997. (Revised January 2008.)
      • October 1997 (Revised May 1998)
      • Supplement

      Asda (B)

      By: Michael Beer and James Weber
      Describes Archie Norman's efforts over a five-year period to turn around the company by regaining financial control, delivering management, creating experimental projects where individuals felt free to innovate, instituting a back-to-roots strategy that put customers... View Details
      Keywords: Change Management; Customer Relationship Management; Governance Controls; Innovation and Invention; Management; Service Delivery; Organizational Culture; Strategy; Food and Beverage Industry; Retail Industry
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      Beer, Michael, and James Weber. "Asda (B)." Harvard Business School Supplement 498-007, October 1997. (Revised May 1998.)
      • October 1997 (Revised March 2000)
      • Case

      Oxford Health Plans: Specialty Management (A)

      By: James L. Heskett, Jody H. Gittell and James Slayton
      Describes an innovative approach to organizing health care proposed by Oxford CEO Steve Wiggins. Wiggins contends that the primary care physician "gatekeeper" model typically used by health maintenance organizations to control access to and coordinate specialist care... View Details
      Keywords: Business Model; Groups and Teams; Innovation and Management; Medical Specialties; Health Care and Treatment; Cooperation; Management Teams; Health Industry; United States
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      Heskett, James L., Jody H. Gittell, and James Slayton. "Oxford Health Plans: Specialty Management (A)." Harvard Business School Case 898-042, October 1997. (Revised March 2000.)
      • September 1997 (Revised May 1999)
      • Case

      Automated Intelligence Corporation

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Stock Shares; Negotiation Process; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Automated Intelligence Corporation." Harvard Business School Case 898-045, September 1997. (Revised May 1999.)
      • September 1997 (Revised May 1999)
      • Case

      Precision Controls, Inc.

      By: James K. Sebenius and David T. Kotchen
      Precision Controls is a Minnesota-based manufacturer of electronic control devices. To enhance its product line, Precision would like to establish an artificial intelligence research group, either through internal development or, preferably, by merging with or... View Details
      Keywords: Information Technology; Valuation; Research and Development; Negotiation Process; Stock Shares; Negotiation Tactics; Mergers and Acquisitions; Manufacturing Industry; Electronics Industry; Minnesota
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      Sebenius, James K., and David T. Kotchen. "Precision Controls, Inc." Harvard Business School Case 898-046, September 1997. (Revised May 1999.)
      • June 1997
      • Case

      Stone Container in Costa Rica (A)

      By: James K. Sebenius and Hannah Bowles
      Keywords: Costa Rica
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
      • June 1997
      • Case

      Stone Container in Costa Rica (B)

      By: James K. Sebenius and Hannah Bowles
      Keywords: Costa Rica
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (B)." Harvard Business School Case 897-141, June 1997.
      • March 1997 (Revised October 1999)
      • Case

      Stone Container in Honduras (A)

      By: James K. Sebenius and Hannah Bowles
      Chicago-based Stone Container Corp., a leading producer of cardboard containers and paper bags, proposes a large-scale pine forest management and utilization program in the La Mosquitia region of Honduras. A framework agreement with the government is strongly endorsed... View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (A)." Harvard Business School Case 897-172, March 1997. (Revised October 1999.)
      • March 1997
      • Case

      Stone Container in Honduras (B)

      By: Hannah Bowles and James K. Sebenius
      Supplements the (A) case. View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Bowles, Hannah, and James K. Sebenius. "Stone Container in Honduras (B)." Harvard Business School Case 897-173, March 1997.
      • March 1997
      • Case

      Stone Container in Honduras (C)

      By: James K. Sebenius and Hannah Bowles
      Supplements the (A) case. View Details
      Keywords: Negotiation Preparation; Negotiation Types; Environmental Sustainability; Conflict of Interests; Globalized Firms and Management; Developing Countries and Economies; Government and Politics; Manufacturing Industry; Pulp and Paper Industry; Honduras; Chicago
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      Sebenius, James K., and Hannah Bowles. "Stone Container in Honduras (C)." Harvard Business School Case 897-174, March 1997.
      • March 1997
      • Case

      Sensormatic Electronics Corporation-1995

      By: Krishna G. Palepu and James Chang
      Sensormatic is a leading provider of security systems to the retail industry. The company relies on customer financing as a key component of its strategy. The company's growth strategy and accountingis attacked by short-sellers and the financial press. View Details
      Keywords: Analysis; Valuation; Financial Reporting; Financing and Loans; Financial Statements; Business Strategy
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      Palepu, Krishna G., and James Chang. "Sensormatic Electronics Corporation-1995." Harvard Business School Case 197-041, March 1997.
      • February 24, 1997
      • Article

      A Better Way to Go on Strike

      By: James K. Sebenius and David Lax
      Keywords: Labor; Disruption
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      Sebenius, James K., and David Lax. "A Better Way to Go on Strike." Wall Street Journal (February 24, 1997), A22.
      • January 1997
      • Case

      Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

      By: James K. Sebenius
      Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
      Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
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      Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
      • January 1997
      • Case

      Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)

      By: James K. Sebenius
      Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself. Despite formidable obstacles, SMI has managed to acquire state-owned competitors in Italy and France, as well as... View Details
      Keywords: Acquisition; Corporate Governance; International Relations; Negotiation Tactics; Consolidation; Mining Industry; Europe
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      Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (B)." Harvard Business School Case 897-085, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems

      By: James K. Sebenius
      This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information... View Details
      Keywords: Transformation; Information Management; Negotiation; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

      By: James K. Sebenius
      This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details
      Keywords: Transformation; Information Management; Negotiation Deal; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

      By: James K. Sebenius
      This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details
      Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division." Harvard Business School Exercise 897-059, January 1997.
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