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

      by James Sebenius Remove by James Sebenius →

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      • January 1997
      • Exercise

      Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids 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 Paul Stokes as he attempts to negotiate a new uniform corporate information... View Details
      Keywords: Business Units; Transformation; Information Management; Negotiation Deal; System; Beauty and Cosmetics Industry; Health Industry
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      Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division." Harvard Business School Exercise 897-060, January 1997.
      • January 1997
      • Article

      The Effect of Multiple Anchors on Anchoring Individual and Group Judgment

      By: James K. Sebenius and Glen Whyte
      Keywords: Groups and Teams; Judgments; Agreements and Arrangements
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      Sebenius, James K., and Glen Whyte. "The Effect of Multiple Anchors on Anchoring Individual and Group Judgment." Organizational Behavior and Human Decision Processes 69, no. 1 (January 1997): 75–85.
      • December 1996
      • Supplement

      Cleveland Turnaround: Leadership in Action

      By: James E. Austin, Jaan Elias and Andrea L Strimling
      Consists of three separate parts. Part 1, The Cleveland Turnaround, describes Cleveland's decline until its bankruptcy in 1978. This is followed by the remedial actions taken by community leaders, starting with the election of a new mayor, the formation of new... View Details
      Keywords: Leading Change; Business Cycles; Development Economics; Urban Development; Social Issues; Business and Community Relations; Cleveland
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      Austin, James E., Jaan Elias, and Andrea L Strimling. "Cleveland Turnaround: Leadership in Action." Harvard Business School Video Supplement 797-501, December 1996.
      • November 1996
      • Case

      Del Webb Corporation (B), The

      By: Jay W. Lorsch and Samanta Graff
      On November 16, 1987, the Del Webb board appointed Phil Dion chairman and CEO. This case outlines the development and implementation of a strategy to focus exclusively on real estate development and to liquidate all other assets. Discusses the appointment of two new... View Details
      Keywords: Crisis Management; Management Succession; Strategic Planning; Governing and Advisory Boards; Business and Shareholder Relations; Conflict of Interests; Real Estate Industry
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      Lorsch, Jay W., and Samanta Graff. "Del Webb Corporation (B), The." Harvard Business School Case 497-017, November 1996.
      • June 1996 (Revised January 1999)
      • Case

      XcelleNet, Inc. (A)

      By: Stephen P. Bradley, Richard L. Nolan and James Leonard
      XcelleNet, a $35 million system software company based in Atlanta, was founded in 1986 to address the computing needs of a class of remote and mobile users and data that were rarely connected to a network. Though the clear first mover and leader in the remote... View Details
      Keywords: Technological Innovation; Opportunities; Competitive Strategy; Competitive Advantage; Technology Networks; Computer Industry; Atlanta
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      Bradley, Stephen P., Richard L. Nolan, and James Leonard. "XcelleNet, Inc. (A)." Harvard Business School Case 796-189, June 1996. (Revised January 1999.)
      • 1996
      • Chapter

      Sequencing to Build Coalitions: With Whom I Should I Talk First?

      By: James K. Sebenius
      Keywords: Negotiation; Alliances; Decision Choices and Conditions
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      Sebenius, James K. "Sequencing to Build Coalitions: With Whom I Should I Talk First?" In Wise Choices: Decisions, Games, and Negotiations, edited by Richard Zeckhauser, Ralph Keeney, and James Sebenius, 324–348. Boston, MA: Harvard Business School Press, 1996.
      • January 1996 (Revised February 1997)
      • Case

      Tennessee Valley Authority: Option Purchase Agreements

      By: Peter Tufano
      James Cross, VP of customer planning at the Tennessee Valley Authority, a major supplier of electric power in the Southeast United States, is considering meeting its incremental capacity needs by creating new financial contracts, Option Purchase Agreements (OPAs) to... View Details
      Keywords: Risk and Uncertainty; Risk Management; Energy Generation; Corporate Finance; Energy Industry; United States
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      Tufano, Peter, and Cameron Poetzscher. "Tennessee Valley Authority: Option Purchase Agreements." Harvard Business School Case 296-038, January 1996. (Revised February 1997.)
      • 1995
      • Chapter

      Overcoming Obstacles to a Successful Climate Convention

      By: James K. Sebenius
      Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations
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      Sebenius, James K. "Overcoming Obstacles to a Successful Climate Convention." In Shaping National Responses to Global Climate Change: A Post-Rio Guide, edited by Henry Lee, 41–79. Washington, D.C.: Island Press, 1995.
      • fall 1995
      • Article

      Stakeholder Negotiations over Third World Natural Resource Projects

      By: James K. Sebenius and Hannah Riley
      Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation
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      Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
      • 1995
      • Chapter

      Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

      By: James K. Sebenius
      Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
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      Sebenius, James K. "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson, 150–182. New York: W.W. Norton & Company, 1995.
      • 1995
      • Chapter

      Towards a Winning Climate Coalition

      By: James K. Sebenius
      Keywords: Climate Change; Alliances; Negotiation
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      Sebenius, James K. "Towards a Winning Climate Coalition." In Negotiating Climate Change: The Inside Story of the Rio Convention, edited by Irving Mintzer, 277–320. Cambridge: Cambridge University Press, 1995.
      • December 1994
      • Case

      Four-Way Organization: One Round

      By: James K. Sebenius
      One round of negotiation exercise to explore the dynamics of coalition formation. View Details
      Keywords: Negotiation; Alliances
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      Sebenius, James K. "Four-Way Organization: One Round." Harvard Business School Case 895-012, December 1994.
      • November 1994 (Revised January 1995)
      • Case

      Wheeling and Dealing: The Zirconia GT

      By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
      A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
      Keywords: Debates; Negotiation Tactics; Sales; Strategy
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      Raiffa, Howard, James K. Sebenius, Craig Best, and Scot Melland. "Wheeling and Dealing: The Zirconia GT." Harvard Business School Case 895-013, November 1994. (Revised January 1995.)
      • October 30, 1994
      • Article

      Sports Strikes: Let the Games Continue

      By: James K. Sebenius and Michael A. Wheeler
      Keywords: Labor; Disruption; Sports Industry
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      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
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      Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal (September 9, 1994), A16.
      • January 1994 (Revised December 1994)
      • Exercise

      Four-Way Organization

      By: James K. Sebenius
      Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details
      Keywords: Decision Making; Negotiation; Business Conglomerates; Alliances
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      Sebenius, James K. "Four-Way Organization." Harvard Business School Exercise 894-015, January 1994. (Revised December 1994.)
      • 1994
      • Chapter

      Competition Policy and Privatization: An Organizational Perspective

      By: James Langenfeld and Dennis Yao
      Competition (antitrust) policies in Central and Eastern Europe need to address both short-term problems associated with the transition to a market economy as well as the development of institutions suitable for a mature market economy. In this paper we employ an... View Details
      Keywords: Economic Systems; Policy; Development Economics; Emerging Markets
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      Langenfeld, James, and Dennis Yao. "Competition Policy and Privatization: An Organizational Perspective." Chap. 10 in Government and Markets: Establishing a Democratic Order and a Market Economy In Former Socialist Countries. 32, by Hendrikus Blommestein and Bernard Steunenberg, 195–218. International Studies in Economics and Econometrics. Kluwer Academic Publishers, 1994.
      • 1993
      • Chapter

      The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming

      By: James K. Sebenius
      Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations
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      Sebenius, James K. "The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming." In International Environmental Negotiation, edited by Gunnar Sjostedt, 189–216. Beverly Hills, CA: SAGE Publications, 1993.
      • 1992
      • Chapter

      Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions

      By: James K. Sebenius and Michael Grubb
      Keywords: Corporate Social Responsibility and Impact; Climate Change; Pollutants; Science-Based Business
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      Sebenius, James K., and Michael Grubb. "Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions." In Tradeable Permits to Reduce Greenhouse Gases, edited by Jan Corfee, 181–222. Paris: Organisation for Economic Co-operation and Development (OECD), 1992.
      • September 1992 (Revised January 1993)
      • Case

      Courtyard by Marriott

      By: James L. Heskett and Roger H. Hallowell
      Courtyard by Marriott, a chain of modestly priced hotels, weighs its future options regarding human resources, its service delivery system, and management structure. Fairfield Inn, another Marriott product, is discussed for contrast. View Details
      Keywords: Human Resources; Service Operations; Brands and Branding; Management Systems; Decision Making; Service Industry; Accommodations Industry
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      Heskett, James L., and Roger H. Hallowell. "Courtyard by Marriott." Harvard Business School Case 693-036, September 1992. (Revised January 1993.)
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