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  • 10 Mar 2015
  • First Look

First Look: March 10

http://amr.aom.org.ezp-prod1.hul.harvard.edu/content/early/2015/02/10/amr.2015.0042.abstract February 2015 American Economic Review: Papers and Proceedings Liquidity in Retirement Savings Systems: An International Comparison By: Beshears, John, View Details
Keywords: Carmen Nobel
  • 2006
  • Book

Design-Inspired Innovation

By: James Utterback, Bengt–Arne Vedin, Eduardo Alvarez, Sten Ekman, Susan Walsh Sanderson, Bruce Tether and Roberto Verganti
When an innovation is inspired by design, it transcends technology and utility. The design delights the user, seamlessly integrating the physical object, a service, and its use into something whole. A design-inspired innovation is so simple that it becomes an extension... View Details
Keywords: Innovation and Invention; Product Design; Product Development
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Utterback, James, Bengt–Arne Vedin, Eduardo Alvarez, Sten Ekman, Susan Walsh Sanderson, Bruce Tether, and Roberto Verganti. Design-Inspired Innovation. World Scientific Publishing, 2006.
  • September 2008 (Revised October 2008)
  • Case

Shareholder Activists at Friendly Ice Cream (A1)

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 (A1)." Harvard Business School Case 109-013, September 2008. (Revised October 2008.)
  • Research Summary

Dealing with Hard Bargainers

By: James K. Sebenius
In this line of research, I have been developing effective approaches to negotiating 1) with hard bargainers, 2) in difficult situations, and 3) from positions of perceived weakness. Through field study and theoretical inquiry, I have been developing classes of moves,... View Details
  • 2001
  • Chapter

Negotiation: Statistical Aspects

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiation: Statistical Aspects." In International Encyclopedia of Social and Behavioral Sciences, edited by N. J. Smelser and P. B. Baltes, 10483–10490. Elsevier Science, 2001.
  • 1991
  • Chapter

Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming

By: James K. Sebenius
Keywords: Alliances; Negotiation; Climate Change; Success; Environmental Sustainability
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Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
  • 2019
  • Working Paper

How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

By: James K. Sebenius
A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
Keywords: Bargaining; Football; Negotiation; Sports; Media; Negotiation Tactics
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Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
  • Article

Dualities in Negotiation: Introduction

By: James K. Sebenius
Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details
Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions
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Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.
  • December 2013
  • Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
  • 2010
  • Case

Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers

By: James K. Sebenius
Keywords: Negotiation; Negotiation Process
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Sebenius, James K. "Great Negotiator 2010: Martti Ahtisaari and the Helsinki Accords--Overcoming the Barriers." Cambridge: Program on Negotiation at Harvard Law School Case, 2010.
  • May 2010 (Revised May 2013)
  • Case

C.K. Claridge, Inc.

By: James K. Sebenius
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details
Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry
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Sebenius, James K. "C.K. Claridge, Inc." Harvard Business School Case 910-045, May 2010. (Revised May 2013.)
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH

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 Euro Elektrische Keramische Vorrichtungen, GmbH... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
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Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Euro Elektrische Keramische Vorrichtungen (Euro EKV), GmbH." Harvard Business School Exercise 908-033, December 2007. (Revised April 2008.)
  • January 1992
  • Article

On 'Offers That Cannot Be Refused'

By: James K. Sebenius
Keywords: Assets
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Sebenius, James K. "On 'Offers That Cannot Be Refused'." Negotiation Journal 8, no. 1 (January 1992): 49–57.
  • May 2001 (Revised April 2005)
  • Exercise

Betonn Corporation: Confidential Negotiation Information

By: James K. Sebenius
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
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Sebenius, James K. "Betonn Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-419, May 2001. (Revised April 2005.)
  • spring 1983
  • Article

Negotiation Arithmetic: Adding and Subtracting Issues and Parties

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Negotiation Arithmetic: Adding and Subtracting Issues and Parties." International Organization 37, no. 2 (spring 1983): 281–316.
  • November 1999
  • Case

Doyle's Dealmaking Dilemma: Negotiating the Job Search

By: James K. Sebenius
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
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Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
  • January 1997
  • Exercise

Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids 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 Paul Stokes as he attempts to negotiate a new uniform corporate information... View Details
Keywords: Business Units; Transformation; Information Management; Negotiation Deal; System; Beauty and Cosmetics Industry; Health Industry
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Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Paul Stokes, VP, Health and Beauty Aids Division." Harvard Business School Exercise 897-060, January 1997.
  • January 1994 (Revised December 1994)
  • Exercise

Four-Way Organization

By: James K. Sebenius
Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details
Keywords: Decision Making; Negotiation; Business Conglomerates; Alliances
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Sebenius, James K. "Four-Way Organization." Harvard Business School Exercise 894-015, January 1994. (Revised December 1994.)
  • June 2004
  • Article

Mapping Backward: Negotiating in the Right Sequence

By: James K. Sebenius
Keywords: Negotiation
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Sebenius, James K. "Mapping Backward: Negotiating in the Right Sequence." Negotiation 7, no. 6 (June 2004). (Reprinted as "A Better Way to Negotiate: Backward" in Working Knowledge, July 26, 2004.)
  • summer 2002
  • Article

Negotiating Lessons from the Browser Wars

By: James K. Sebenius
Keywords: Negotiation; Learning; Web
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Sebenius, James K. "Negotiating Lessons from the Browser Wars." MIT Sloan Management Review 43, no. 4 (summer 2002): 43–50.
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