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- All HBS Web
(132)
- News (23)
- Research (89)
- Multimedia (2)
- Faculty Publications (54)
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- 12 Jul 2011
- First Look
First Look: July 12
resolution of the U.S. Department of Justice investigation for tax fraud and the increasing pressure on the wealth management business. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/111090-PDF-ENG The Israeli-Palestinian... View Details
Keywords: Carmen Nobel
- 19 Jun 2012
- First Look
First Look: June 19
case:http://cb.hbsp.harvard.edu/cb/product/912003-PDF-ENG Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi James K. Sebenius and... View Details
Keywords: Sean Silverthorne
- 20 Jul 2010
- First Look
First Look: July 20
that corporate insiders' excess control rights aggravate the potential risks of insider expropriation of outside investors and thereby increase firms' external finance constraints. Cases & Course Materials Woolf Farming View Details
Keywords: Martha Lagace
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details
- 2006
- Book
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
By: David Lax and James K. Sebenius
Lax, David, and James K. Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston: Harvard Business School Press, 2006.
- 23 Dec 2008
- First Look
First Look: December 23, 2008
b01/en/common/item_detail.jhtml?id=209067 PublicationsTransformation: The Quiet Role of Coalitional Leadership Authors:Stephen Friedman and James K. View Details
Keywords: Martha Lagace
- 14 Sep 2010
- First Look
First Look: September 14, 2010
experience suggests it may take several years. Download the paper: http://www.hbs.edu/research/pdf/11-020.pdf Working PapersWellsprings of Creation: How Perturbation Sustains Exploration in Mature Organizations Authors:David James... View Details
Keywords: Sean Silverthorne
- April 1985
- Article
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in:
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
- 13 Nov 2012
- First Look
First Look: November 13
2.0: A Guide to Complex Negotiations Authors:David A. Lax and James K. Sebenius Publication:Harvard Business... View Details
Keywords: Sean Silverthorne
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- November 2003
- Article
3-D Negotiation: Playing the Whole Game
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "3-D Negotiation: Playing the Whole Game." Harvard Business Review 81, no. 11 (November 2003): 65–74.
- 01 Feb 2011
- First Look
First Look: Feb. 1
including suggestions for future research. The Many Faces of Nonprofit Accountability Authors:Alnoor Ebrahim Publication:Chap. 4 in The Jossey-Bass Handbook of Nonprofit Leadership and Management. 3rd ed., edited by View Details
- March 1998
- Case
Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc.
By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus... View Details
Keywords: Private Equity; Valuation; Negotiation Participants; Decision Making; Negotiation Process; Entrepreneurship; Negotiation Offer; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc." Harvard Business School Case 898-198, March 1998.
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (C), A." Harvard Business School Case 898-201, March 1998. (Revised August 2000.)
- Article
Three Ethical Issues in Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
- 2011
- Working Paper
From Single Deals to Negotiation Campaigns
By: David A Lax and James K. Sebenius
Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details
Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues
Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
- 10 Aug 2010
- First Look
First Look: August 10
recipients' actual trustworthiness. This lax approach gives rise to adverse selection: the sites that seek and obtain trust certifications are actually less trustworthy than others. Using an original dataset... View Details
Keywords: Martha Lagace
- 15 Jun 2007
- Research & Ideas
Remembering Alfred Chandler
academic community, with a feeling of emptiness, and of gratitude for all he did for us. Nancy F. Koehn Nancy F. Koehn, an authority on entrepreneurial history, is the James E. Robison View Details
Keywords: by Sean Silverthorne