by James Sebenius - Publications - Faculty & Research

Winter 2021
Article

Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation

By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy

While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details

Keywords: Bargaining; 3D Negotiation; Negotiation; Conflict and Resolution; Social Media

Citation

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24 Jan 2017
News

Air rage incidents are on the rise. First-class sections aren’t helping.

30 Oct 2012
First Look

First Look: October 30

Michael W. Toffel Publication:Organization Science (forthcoming) Abstract Governments and other organizations often outsource activities to achieve cost savings from market competition. Yet such benefits are often accompanied by poor... View Details

Keywords: Sean Silverthorne

2012
Working Paper

Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

By: James K. Sebenius

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details

Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany

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27 Jun 2005
Research & Ideas

The Potential Downside of Win-Win

In The Real World James Gillespie, of the Illinois Institute of Technology's Chicago-Kent College of Law, and I coined the term parasitic integration to describe instances in which the value created by... View Details

Keywords: by Max H. Bazerman

13 May 2013
Blog Post

3 Projects, 1 Priceless Picture

I could fill another dozen blogs with all the fun activities I’ve experienced at Nike this summer: seeing Lebron James on campus as we celebrate his 11th year with the swoosh, playing pickup beach volleyball on Friday afternoons, taking a... View Details

Keywords: Consumer Products / Retail

01 Apr 1996
News

Technology for Learning's Sake

telecommunications." McFarlan, in fact, was involved in overseeing one of the earliest regular uses of computers in the MBA Program when the "Business Game" became an annual exercise for generations of MBAs beginning in the mid-1960s. Originally introduced View Details

Keywords: by Deborah Blagg; photo by David Zadig

06 Jul 2015
Research & Ideas

Money and Quotas Motivate the Sales Force Best

just given it—conditional versus unconditional. Doug J. Chung, an assistant professor in the Marketing unit, and Das Narayandas, the James J. Hill Professor of Business Administration, explain what kind of bump managers can expect from... View Details

Keywords: by Roberta Holland; Retail

22 Aug 2012
Research & Ideas

Advertising: It’s Not ‘Mad Men’ Anymore

recognition system was essentially dismantled in 1956 with a consent decree signed by the trade associations involved in administering the system. But nothing much changed. As Silk, Mohammad Arzaghi, Ernst R. Berndt, and View Details

Keywords: by Michael Blanding; Advertising

10 Sep 2014
Research & Ideas

Become a Value Creator

As a young teacher at Harvard Business School, Brian J. Hall called on longtime professor James Cash for a favor: Hall wanted to study the inner workings of General Electric, and he needed Cash's help to get in touch with top-level... View Details

Keywords: by Dina Gerdeman

21 Jul 2003
Research & Ideas

Don’t Get Buried in Customer Data—Use It

With the advent of customer relationship management (CRM) in the late 1990s, companies came to believe that by using technology to tailor their offerings to individual consumers' needs, customer loyalty—and company profits—would... View Details

Keywords: by Jean Ayers

31 Jul 2015
Research & Ideas

The Faculty Reader: Who is Reading What This Summer?

eager to finally read Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown. Brown chronicles how nine boys from working-class families won... View Details

Keywords: by Carmen Nobel; Information; Publishing

18 Feb 2013
Research & Ideas

Breaking Through a Growth Stall

where a company seems weighted down by the bounds of its original start-up business model, a lack of experience by its founder(s), and an accelerating, expense-fueled burn rate through working capital and... View Details

Keywords: by Sean Silverthorne

07 Jun 2017
Research & Ideas

How an African History Scholar Became a Modern Righter of Wrongs

ourselves that we’re relevant because we’re important, or we can show people that we’re relevant.” It was the first time the British Government would be sued by any former colonized population, and the lawyers were eager to move forward.... View Details

Keywords: by Carmen Nobel

12 Oct 1999
Research & Ideas

Spirit at Work: The Search for Deeper Meaning in the Workplace

"spiritual anchors for the new millennium." Clearly, something of a nonmaterial nature is stirring in the corporate temple. But questions abound. Just what does it mean to bring spirituality into the workplace? Is this an appropriate way to help people feel... View Details

Keywords: by Marguerite Rigoglioso

19 Oct 2015
Research & Ideas

Business Research that Makes for Smarter Public Policy

went to Washington, I saw a tremendous need for fact-based analysis to inform policymaking” Last spring, Toffel sought to change that by taking the unusual step of convening academics and government regulators in the same room for a... View Details

Keywords: by Michael Blanding

28 Aug 2013
News

Five Remarkable Leaders Receive 2013 Harvard Business School Alumni Achievement Awards

Cultural Entrepreneurship in NYC

During weeklong January-term trips to New York City in 2013 and 2014, students from across Harvard University studied cultural entrepreneurship: new ventures in fashion, food, fine arts, and design. Students explored how such ventures are launched, and how proximity... View Details

12 Jan 2010
First Look

First Look: Jan. 12

to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used to boost earnings for a durable commodity consumer product, which can be easily stockpiled View Details

Keywords: Martha Lagace

29 May 2001
Research & Ideas

Race Does Matter in Mentoring

James, a minority electrical engineer at the same company as Stephen Williams. While Williams was focused on engineering and design early in his career, James was motivated more by the prospect of getting... View Details

Keywords: by David A. Thomas

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