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  • September 2005 (Revised April 2007)
  • Case

Spyder Active Sports - 2004

By: Belen Villalonga, Dwight B. Crane and James Quinn
David Jacobs founded a high-end ski apparel company in 1978. He successfully built and grew the company, establishing a major international brand that appealed to ski racers and other active skiers. In 1995, he sought external financing to support further growth of the... View Details
Keywords: Private Ownership; Private Equity; Financial Liquidity; Business Exit or Shutdown; Valuation; Brands and Branding; Wealth; Family Business; Financing and Loans; Globalization; Apparel and Accessories Industry; Sports Industry; Colorado
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Villalonga, Belen, Dwight B. Crane, and James Quinn. "Spyder Active Sports - 2004." Harvard Business School Case 206-027, September 2005. (Revised April 2007.)
  • 03 Nov 2009
  • First Look

First Look: Nov. 3

self-report of the licensee. The self-reporting aspect of the environment gives rise to demand for auditing by the licensor or third-party attestation by the licensee. We characterize the optimal royalty... View Details
Keywords: Martha Lagace
  • 2024
  • Case

Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian
This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details
Keywords: Climate Change; Negotiation; Environmental Management; International Relations; Leadership
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Sebenius, James K., Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro, and Mina Subramanian. "Christiana Figueres and the Paris Climate Negotiations: Figueres the Negotiator (C)." Program on Negotiation at Harvard Law School Case, 2024.
  • September 2014
  • Case

Pfizer's Centers for Therapeutic Innovation (CTI)

By: Gary Pisano, James Weber and Kait Szydlowski
In 2010, Pfizer established four small research units in New York, Boston, San Francisco, and San Diego located close to several premier Academic Medical Centers (AMCs), or hospitals with adjoining medical schools. The goal of these units was to redesign collaboration... View Details
Keywords: Drug Development; Academic Collaboration; Research And Development; Innovation; Translational Research; Management; Operations; Problems and Challenges; Research; Science; Information Technology; Strategy; Biotechnology Industry; Pharmaceutical Industry; North and Central America; Europe; Asia
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Pisano, Gary, James Weber, and Kait Szydlowski. "Pfizer's Centers for Therapeutic Innovation (CTI)." Harvard Business School Case 615-024, September 2014.
  • October 2006 (Revised May 2007)
  • Case

King Arthur Flour

By: Thomas J. DeLong, James Holian and Joshua Weiss
Steve Voigt, the CEO of King Arthur Flour, must determine how the company can continue to grow, whilst preserving its unique culture. In 1996, the company was sold to employees in as ESOP transaction. The following decade saw significant growth, despite declining sales... View Details
Keywords: Employee Stock Ownership Plan; Business or Company Management; Organizational Culture; Employee Ownership
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DeLong, Thomas J., James Holian, and Joshua Weiss. "King Arthur Flour." Harvard Business School Case 407-012, October 2006. (Revised May 2007.)
  • April 2011 (Revised May 2012)
  • Case

City Year: The Journey

By: Rosabeth Moss Kanter and James Weber
Throughout its first two decades, City Year, a non-profit organization, was dedicated to recruiting young adults to give a year of public service. It had passed through several growth phases but by 2010 a new challenge, and opportunity, had arisen when City Year and... View Details
Keywords: Education; Service Operations; Nonprofit Organizations; Growth and Development Strategy; Performance Efficiency; Resource Allocation
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Kanter, Rosabeth Moss, and James Weber. "City Year: The Journey." Harvard Business School Case 311-080, April 2011. (Revised May 2012.)
  • 20 Mar 2007
  • First Look

First Look: March 20, 2007

disproportionately affected by international financial integration, suggesting that foreign capital may improve access to capital either directly or through improved domestic financial intermediation. Second we find that entrepreneurial... View Details
Keywords: Martha Lagace
  • February 1985 (Revised January 2024)
  • Case

Health Stop (A): What Type of Innovation Is It? And Six Factors Alignment

By: Regina E. Herzlinger, Joyce Lallman, Nancy Kane, Jefferson C. Grahling and James Wallace
How can we evaluate if innovative health care ventures can do good—benefit society—and do well—become financially viable? This question is the topic of the first module in the Innovating In Health Care course book. This note and case series enables readers to conduct... View Details
Keywords: For-Profit Firms; Business Model; Entrepreneurship; Health Care and Treatment; Strategy; Valuation; Health Industry; Retail Industry
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Herzlinger, Regina E., Joyce Lallman, Nancy Kane, Jefferson C. Grahling, and James Wallace. "Health Stop (A): What Type of Innovation Is It? And Six Factors Alignment." Harvard Business School Case 185-084, February 1985. (Revised January 2024.)
  • 02 Apr 2019
  • First Look

New Research and Ideas, April 2, 2019

status-quo-preserving story that prevails despite countervailing evidence. We then advance systems-psychodynamic theory to show how organizations use this narrative and attendant policies and practices as an unconscious “social defense” to help employees fend off... View Details
Keywords: Dina Gerdeman
  • Research Summary

3D Negotiaton

By: James K. Sebenius

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

  • 2000
  • Other Unpublished Work

Dealmaking Essentials: Creating and Claiming Value for the Long Term

By: James K. Sebenius
Keywords: Negotiation Deal; Value Creation
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Sebenius, James K. "Dealmaking Essentials: Creating and Claiming Value for the Long Term." HBS Dealmaking Course Note, September 2000.
  • April 2001
  • Article

Six Habits of Merely Effective Negotiators

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Six Habits of Merely Effective Negotiators." Harvard Business Review 79, no. 4 (April 2001): 87–95.
  • 21 Jan 2021
  • Talk

Great Negotiators: Learning from Critical Moments

By: James K. Sebenius
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Sebenius, James K. "Great Negotiators: Learning from Critical Moments." Thursday Morning Talks, Mount Auburn Hospital, January 21, 2021.
  • April 10, 2019
  • Article

Rupert Murdoch, the NFL, and the Negotiation That Remade TV

By: James K. Sebenius
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Sebenius, James K. "Rupert Murdoch, the NFL, and the Negotiation That Remade TV." Harvard Business Review (website) (April 10, 2019).
  • 2017
  • Working Paper

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: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics
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Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Harvard Business School Working Paper, No. 17-055, December 2016. (Revised March 2017, a version of this article is forthcoming in the Negotiation Journal, April 2017.)
  • 1976
  • Chapter

Costs and Capital Requirements for Transporting Alaskan Natural Gas

By: James K. Sebenius
Keywords: Cost; Non-Renewable Energy; Capital; Mining Industry; Energy Industry; Alaska
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Sebenius, James K. "Costs and Capital Requirements for Transporting Alaskan Natural Gas." In Alternatives for Alaskan Natural Gas, edited by W. K. Linvill, 89–133. Stanford University, Center for Technology Assessment and Resource Policy, 1976.
  • December 2015
  • Case

Negotiating the Path of Abraham, 2015 Progress and Challenges

By: James K. Sebenius
The Abraham Path board reviews the last five years and seeks to frame and act on its major strategic, negotiating, and operational challenges going forward. The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism following Abraham's path... View Details
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Sebenius, James K. "Negotiating the Path of Abraham, 2015 Progress and Challenges." Harvard Business School Case 916-027, December 2015.
  • 2015
  • Chapter

Negotiations: Statistical Aspects

By: James K. Sebenius
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants
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Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
  • Book Review

Negotiating with Iran: Cultural and Historical Insights

By: James K. Sebenius
In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details
Keywords: National Security; Negotiation; Power and Influence; Iran; United States
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Sebenius, James K. "Negotiating with Iran: Cultural and Historical Insights." Negotiation Journal 27, no. 4 (October 2011): 493–497.
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for TNDA Corporation

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role. Challenges include... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for TNDA Corporation." Harvard Business School Exercise 908-034, December 2007. (Revised April 2008.)
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