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    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)

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  • All HBS Web  (471)
    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)
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  • 30 Sep 2014
  • First Look

First Look: September 30

supply chain factories' adherence to the global labor standards embodied in codes of conduct imposed by multinational buyers. We find that suppliers are more likely to adhere when they are embedded in states that participate actively in... View Details
Keywords: Sean Silverthorne
  • 03 Jul 2012
  • First Look

First Look: July 3

Understanding Variation across Local Communities Authors:Christian Seelos, Johanna Mair, Julie Battilana, and M. Tina Dacin Publication:In Communities and Organizations. Vol. 33, edited by Christopher Marquis, Michael Lounsbury, and... View Details
Keywords: Sean Silverthorne
  • 11 Feb 2014
  • First Look

First Look: February 11

increase the use of reusable bags. Download working paper: http://www.hbs.edu/faculty/Publication%20Files/14-065_a44e93a2-3a28-4768-ac18-6e0925699d3f.pdf Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal By: Sebenius, View Details
Keywords: Sean Silverthorne
  • 13 Oct 2010
  • First Look

First Look: October 13, 2010

in use two years after the intervention. Business Groups in Emerging Markets: Paragons or Parasites? Authors:Tarun Khanna and Yishay Yafeh Publication:Chap. 20 in The Oxford Handbook of Business Groups, edited by Asli M. Colpan, Takashi... View Details
Keywords: Sean Silverthorne
  • November 2021
  • Case

Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)." Harvard Business School Case 922-007, November 2021.
  • 05 May 2009
  • First Look

First Look: May 5, 2009

Banerjee and Lakshmi Iyer Publication:Natural Experiments in History, edited by Jared Diamond and James Robinson. Harvard University Press, forthcoming No abstract is available at this time. Download the... View Details
Keywords: Martha Lagace
  • November 2021
  • Case

Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)

By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Conflict and Resolution; Entrepreneurship; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)." Harvard Business School Case 922-005, November 2021.
  • 10 Apr 2012
  • First Look

First Look: April 10

  PublicationsHow Will You Measure Your Life? Authors:Clayton M. Christensen, James Allworth, and Karen Dillon Publication:HarperBusiness, forthcoming Abstract In 2010 world-renowned innovation expert Clayton M. Christensen gave a... View Details
Keywords: Carmen Nobel
  • February 1999 (Revised August 1999)
  • Case

Michael Brown: Negotiating Slots at Foxwoods (B)

By: James K. Sebenius
The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details
Keywords: Games, Gaming, and Gambling; Agreements and Arrangements; Government and Politics; Entertainment and Recreation Industry; Connecticut
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Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (B)." Harvard Business School Case 899-235, February 1999. (Revised August 1999.)
  • November 2006
  • Case

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel
Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world's largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in... View Details
Keywords: Negotiation; Distribution Channels; Sales
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Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A)." Harvard Business School Case 907-003, November 2006.
  • April 2017
  • Article

BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

By: James K. Sebenius
The Best Alternative to a Negotiated Agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
Keywords: Agreements and Arrangements; Negotiation Tactics
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Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Negotiation Journal 33, no. 2 (April 2017): 89–99.
  • 2024
  • Report

Overcoming Barriers to Resolving Gaza and Beyond

By: James K. Sebenius
As of early January 2024, discussion of the Gaza war heavily focuses on its humanitarian costs, cease fire possibilities, hostage prospects, and “day after” options. Yet what longer-term strategy guides actions on these vital issues while offering a more positive... View Details
Keywords: Negotiation; War; International Relations; Israel; Middle East
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Sebenius, James K. "Overcoming Barriers to Resolving Gaza and Beyond." Report, Belfer Center for Science and International Affairs, January 2024.
  • January 2008 (Revised April 2009)
  • Case

Wyoff and China-LuQuan: Negotiating a Joint Venture (A)

By: James K. Sebenius and Cheng (Jason) Qian
Through stalled joint venture talks between Pennsylvania-based Wyoff Corp. and China-based China-LuQuan, strategic and cross-cultural negotiation challenges are explored both from American and Chinese perspectives. Wyoff, a leading US chemical company has been seeking... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Style; Strategy; Chemical Industry; China; Pennsylvania
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Sebenius, James K., and Cheng (Jason) Qian. "Wyoff and China-LuQuan: Negotiating a Joint Venture (A)." Harvard Business School Case 908-046, January 2008. (Revised April 2009.)
  • Spring 2018
  • Article

Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation

By: James K. Sebenius
When Robert Mugabe was forced out of office in late 2017 after 37 years of increasingly brutal rule in Zimbabwe, he had been in the job so long that few recall how he got there. Fewer still remember that it was Henry Kissinger, whose complex, if unlikely, negotiations... View Details
Keywords: Negotiation; History; Negotiation Style; Outcome or Result; Zimbabwe
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Sebenius, James K. "Henry Kissinger and Robert Mugabe: The Forgotten Connection via Remarkably Creative Negotiation." Harvard International Review 39, no. 2 (Spring 2018): 58–61.
  • April 2011
  • Article

What Can We Learn from 'Great Negotiations'?

By: James K. Sebenius
What can one legitimately learn-analytically and/or prescriptively-from detailed historical case studies of "great negotiations," chosen more for their salience than their analytic characteristics or comparability? Taking a number of such cases compiled by Stanton... View Details
Keywords: Learning; International Relations; History; Agreements and Arrangements; Negotiation Process; Conflict and Resolution
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Sebenius, James K. "What Can We Learn from 'Great Negotiations'?" Negotiation Journal 27, no. 2 (April 2011).
  • April 2013
  • Article

What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators

By: James K. Sebenius
Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career... View Details
Keywords: Bargaining; Conflict Resolution; Dealmaking; Negotiation; Personal Development and Career; Conflict and Resolution
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Sebenius, James K. "What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators." Negotiation Journal 29, no. 2 (April 2013): 159–169.
  • Article

Ignore June 30: Time is on the Side of a Better Iran Deal

By: James K. Sebenius
Prior to the "interim deal" reached in November 2013, Iranian nuclear negotiators could—and did—play for time while the regime rapidly added more centrifuges and increased production of enriched uranium. That is no longer the case. For the first time in years, the... View Details
Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States; Iran; United States
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Sebenius, James K. "Ignore June 30: Time is on the Side of a Better Iran Deal." Iran Matters (June 28, 2015).
  • 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 Laurence A. GreenHarvard Business... View Details
Keywords: Sean Silverthorne
  • 2018
  • Book

Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details
Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
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Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
  • December 2011 (Revised May 2014)
  • Background Note

Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War

By: James K. Sebenius
This note provides historical context and background for a challenging negotiation by Col. Joshua Chamberlain of the 20th Maine Regiment of the Union Army during the U.S. Civil War. View Details
Keywords: History; Negotiation; United States
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Sebenius, James K. "Col. Joshua Chamberlain: Background to a Challenging Negotiation from the Civil War." Harvard Business School Background Note 912-029, December 2011. (Revised May 2014.)
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