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  • 13 Jan 2009
  • First Look

First Look: January 13, 2009

and, as a result, gain the capacity to curb its influence. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Cultural Notes on Chinese Negotiating Behavior Authors:James K. Sebenius and Cheng... View Details
Keywords: Martha Lagace
  • 21 Dec 2010
  • First Look

First Look: December 21

American corporations manage the racial composition of their elite leadership groups in response to these norms. What Can We Learn from 'Great Negotiations'? Author:James K. Sebenius Publication:Negotiation... View Details
  • 14 Jan 2014
  • First Look

First Look: January 14

help-friendly organization has to be actively nurtured, however, because helpfulness among colleagues does not arise automatically: competition, pride, or distrust may get in the way. The trickiness of this management challenge-to increase a discretionary behavior that... View Details
Keywords: Sean Silverthorne
  • 13 Jul 2010
  • First Look

First Look: July 13

he was unsure how clients would respond. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/310064-PDF-ENG Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A) James K. View Details
Keywords: Martha Lagace
  • 19 Mar 2019
  • First Look

New Research and Ideas, March 19, 2019

from the Negotiations That Wrested the NFL from CBS By: Sebenius, James K. Abstract—A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s... View Details
Keywords: Dina Gerdeman
  • Summer 2013
  • Article

Nuclear Negotiations With Iran

By: Paul R. Pillar, Robert Reardon, James K. Sebenius and Michael K. Singh
Paul Pillar and Robert Reardon challenge the analysis and substantive policy inputs that Sebenius and Singh developed for their article "Is a Nuclear Deal with Iran Possible? An Analytic Framework for the Iran Nuclear Negotiations" (International Security 37, no. 3... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; ZOPA; International Relations; Negotiation; Iran; United States
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  • 16 Dec 2014
  • First Look

First Look: December 16

benefits are at most partially realized. The same institutions and practices that facilitate efficient ad placement can also facilitate fraud. The networks that should be serving advertisers have decidedly mixed incentives, such as cost savings from cutting corners,... View Details
Keywords: Sean Silverthorne
  • 10 Jan 2017
  • First Look

First Look at New Research: January 10, 2017

forthcoming HarperCollins Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level By: Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger)... View Details
Keywords: Sean Silverthorne
  • 26 Oct 2010
  • First Look

First Look: October 26, 2010

Author:James K. Sebenius Publication:Negotiation Journal 27, no. 1 (January 2011) Abstract While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general,... View Details
Keywords: Sean Silverthorne
  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

Examples," Sebenius details how "3-D negotiation" provides practitioners with skills for effective dealmaking that create value on a sustainable basis. According to Sebenius, the first dimension of negotiation is View Details
Keywords: by Anita M. Harris
  • 17 May 2017
  • Research & Ideas

Minorities Who 'Whiten' Job Resumes Get More Interviews

Minority job applicants are “whitening” their resumes by deleting references to their race with the hope of boosting their shot at jobs, and research shows the strategy is paying off. In fact, companies are more than twice as likely to... View Details
Keywords: by Dina Gerdeman
  • 12 Jan 2010
  • First Look

First Look: Jan. 12

engaging in real earnings management and suggest the effects on subsequent reporting periods and competitor behavior are greater than previously documented. Download the paper: http://www.hbs.edu/research/pdf/08-073.pdf Negotiating the Path of Abraham Authors:Kimberlyn... View Details
Keywords: Martha Lagace
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

Authors:Sebenius, James K. Publication:Negotiation Journal: On the Process of Dispute Settlement Abstract Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic,... View Details
Keywords: Sean Silverthorne

    Kym Lew Nelson

    Kym Lew Nelson joined the NOM unit of the Harvard Business School as a Visiting Lecturer in January of 2020. In July of 2020, she became a Senior Lecturer in the Negotiations unit. Prior to joining the faculty, Kym was a guest lecturer in the Negotiations class at... View Details

    • 23 Jul 2001
    • Research & Ideas

    Sam Walton: Great From the Start

    store business in a serious way. He bought the lease to prevent his "friendly" rival John Dunham from acquiring the property and expanding his Sterling Store. Newport already had a couple of department stores. One of these was owned View Details
    Keywords: by Richard S. Tedlow; Retail
    • 15 Jun 2007
    • Research & Ideas

    Remembering Alfred Chandler

    academics talk a good game about the need for interdisciplinary thinking, but we usually fall back on the strengths (or prejudices) of our primary discipline. Chandler was heavily influenced by sociologists such as Max Weber and Talcott... View Details
    Keywords: by Sean Silverthorne
    • 01 Apr 2014
    • First Look

    First Look: April 1

    Sebenius, James K. Abstract—Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal... View Details
    Keywords: Sean Silverthorne
    • 05 Nov 2015
    • News

    An inside view from Powell, complete with regrets

    • 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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    • 25 Jan 2021
    • Book

    In a Nutshell, Why American Capitalism Succeeded

    How did the United States become the world’s center of business growth following its founding in 1776? Surely a number of nations had powerful natural resources, stable financial and legal institutions, and dynamic entrepreneurs over that same span. Why was American... View Details
    Keywords: by Sean Silverthorne; Manufacturing