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  • February 2018
  • Supplement

Qualtrics (C)

By: Doug J. Chung and James M. Lattin
Qualtrics was an online survey research platform and since the beginning, the company had relied entirely on an inside sales model—sales done remotely without face-to-face contact with clients. The low-cost inside sales model, along with an emphasis on a strong sales... View Details
Keywords: Inside Sales Model; Sales; Strategy; Growth and Development Strategy; Organizational Change and Adaptation
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Chung, Doug J., and James M. Lattin. "Qualtrics (C)." Harvard Business School Supplement 518-084, February 2018.
  • April 2008 (Revised September 2008)
  • Case

Shareholder Activists at Friendly Ice Cream (A)

By: Fabrizio Ferri, V.G. Narayanan and James Weber
Two activist investors, one a founder and one a hedge-fund manager, seek to improve board oversight at a chain restaurant company. Prestley Blake founded Friendly Ice Cream in 1935 with his brother, and the two created a chain of full-service restaurants. In 1979 they... View Details
Keywords: Investment Activism; Governing and Advisory Boards; Lawsuits and Litigation; Business or Company Management; Business and Shareholder Relations; Conflict of Interests; Food and Beverage Industry; United States
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Ferri, Fabrizio, V.G. Narayanan, and James Weber. "Shareholder Activists at Friendly Ice Cream (A)." Harvard Business School Case 108-024, April 2008. (Revised September 2008.)
  • 08 Sep 2010
  • First Look

First Look: September 8, 2010

adult decision maker. Finally, we list a set of open questions that could be profitably addressed by future research. Social Preferences and Strategic Uncertainty: An Experiment on Markets and Contracts Authors:Marco Piovesan, Antonio... View Details
Keywords: Sean Silverthorne
  • 2007
  • Chapter

Career Patterns and Organizational Performance

By: Monica C. Higgins and James R. Dillon
Traditional research on careers examines how organizations and individuals affect career outcomes. This chapter reviews several specific ways in which career histories have been found to influence organizational outcomes. While we incorporate both upper echelons... View Details
Keywords: Organizations; Personal Development and Career; Performance
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Higgins, Monica C., and James R. Dillon. "Career Patterns and Organizational Performance." Chap. 21 in Handbook of Career Studies, edited by M. Peiperl and H. Gunz, 422–436. Sage Publications, 2007.
  • February 2013 (Revised September 2013)
  • Case

Elasto Therm: The Next Step

By: Jim Sharpe and James Weber
Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large... View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States
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Sharpe, Jim, and James Weber. "Elasto Therm: The Next Step." Harvard Business School Case 813-030, February 2013. (Revised September 2013.)
  • 1995
  • Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius
Keywords: Climate Change; Alliances; Negotiation
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Sebenius, James K. "Towards a Winning Climate Coalition." In Negotiating Climate Change: The Inside Story of the Rio Convention, edited by Irving Mintzer, 277–320. Cambridge: Cambridge University Press, 1995.
  • 1993
  • Chapter

The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming

By: James K. Sebenius
Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations
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Sebenius, James K. "The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming." In International Environmental Negotiation, edited by Gunnar Sjostedt, 189–216. Beverly Hills, CA: SAGE Publications, 1993.
  • February 2016
  • Exercise

Three-Way Organization

By: James K. Sebenius
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Sebenius, James K. "Three-Way Organization." Harvard Business School Exercise 916-037, February 2016.
  • July 3, 2014
  • Comment

Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)

By: James K. Sebenius
As six months of talks soon end with wide gaps likely remaining on key issues, P5+1 and Iranian diplomats will undoubtedly cite some tangible progress, then argue for a six-month extension. This will likely become a pattern, with some version of the interim deal... View Details
Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States
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Sebenius, James K. "Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)." Iran Matters (July 3, 2014). (Belfer Center for Science and International Affairs, Harvard Kennedy School.)
  • 2010
  • Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords - The Challenge

By: James K. Sebenius
Keywords: Negotiation
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"Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords - The Challenge." Cambridge: Program on Negotiation at Harvard Law School, forthcoming.
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises

By: James K. Sebenius
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises." Harvard Business School Exercise 908-035, December 2007. (Revised April 2008.)
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)

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 US Industrial ElectroCeramics (US-IND) management... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)." Harvard Business School Exercise 908-032, December 2007. (Revised April 2008.)
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Pearl Equity Partners

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 Pearl Equity Partners management role. Challenges... View Details
Keywords: Negotiation
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Pearl Equity Partners." Harvard Business School Exercise 908-031, December 2007. (Revised April 2008.)
  • October 2000 (Revised September 2002)
  • Case

Doyle's Dealmaking Dilemma (B): Final Negotiations

By: James K. Sebenius
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
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Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
  • November 1990
  • Article

The Greenhouse Effect: Negotiating Targets

By: James K. Sebenius
Keywords: Natural Environment; Negotiation
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Sebenius, James K. "The Greenhouse Effect: Negotiating Targets." Environment: Science and Policy for Sustainable Development 32, no. 9 (November 1990): 25–30.
  • March 1999
  • Teaching Note

Negotiating Corporate Change Series TN

By: James K. Sebenius
Teaching Note for (9-897-057), (9-897-058), (9-897-059), and (9-897-060). View Details
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Sebenius, James K. "Negotiating Corporate Change Series TN." Harvard Business School Teaching Note 899-244, March 1999.
  • January 1997
  • Exercise

Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division

By: James K. Sebenius
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Jack Morris as he attempts to negotiate a new uniform corporate information... View Details
Keywords: Business Units; Transformation; Food; Information Management; Negotiation Deal; System
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Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division." Harvard Business School Exercise 897-059, January 1997.
  • December 1994
  • Case

Four-Way Organization: One Round

By: James K. Sebenius
One round of negotiation exercise to explore the dynamics of coalition formation. View Details
Keywords: Negotiation; Alliances
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Sebenius, James K. "Four-Way Organization: One Round." Harvard Business School Case 895-012, December 1994.
  • 1996
  • Chapter

Sequencing to Build Coalitions: With Whom I Should I Talk First?

By: James K. Sebenius
Keywords: Negotiation; Alliances; Decision Choices and Conditions
Citation
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Sebenius, James K. "Sequencing to Build Coalitions: With Whom I Should I Talk First?" In Wise Choices: Decisions, Games, and Negotiations, edited by Richard Zeckhauser, Ralph Keeney, and James Sebenius, 324–348. Boston, MA: Harvard Business School Press, 1996.
  • April 2006
  • Article

Negotiation Design for Large, Multistakeholder Projects

By: James K. Sebenius
Keywords: Negotiation; Design; Projects
Citation
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Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
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