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All HBS Web
(1,782)
- People (1)
- News (398)
- Research (1,148)
- Multimedia (9)
- Faculty Publications (609)
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- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Jack Morris, VP, Food Division
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...
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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
One round of negotiation exercise to explore the dynamics of coalition formation.
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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?
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
Sebenius, James K. "Negotiation Design for Large, Multistakeholder Projects." Negotiation 9, no. 4 (April 2006): 4–6.
- February 2006
- Article
Do a 3-D Audit of Barriers to Agreement
Keywords:
Agreements and Arrangements
Sebenius, James K. "Do a 3-D Audit of Barriers to Agreement." Negotiation 9, no. 2 (February 2006): 7–9.
- January 1992
- Article
Negotiation Analysis: A Characterization and Review
Keywords:
Negotiation
Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
- July 2004
- Article
When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal
Keywords:
Contracts
Sebenius, James K. "When a Contract Isn't Enough: How to Be Sure Your Agent Gets You the Best Deal." Negotiation 7, no. 7 (July 2004).
- 1984
- Book
Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement
Sebenius, James K. Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement. Harvard Economic Studies. Harvard University Press, 1984. (Winner of Harold and Margaret Sprout Award For the best book in the study of international environmental problems presented by International Studies Association.)
- April 2002
- Article
Caveats for Cross-Border Negotiators
Sebenius, James K. "Caveats for Cross-Border Negotiators." Negotiation Journal 18, no. 2 (April 2002): 121–133.
- 1995
- Chapter
Overcoming Obstacles to a Successful Climate Convention
Sebenius, James K. "Overcoming Obstacles to a Successful Climate Convention." In Shaping National Responses to Global Climate Change: A Post-Rio Guide, edited by Henry Lee, 41–79. Washington, D.C.: Island Press, 1995.
- 2021
- Book
Global Goliaths: Multinational Corporations in the 21st Century Economy
By: C. Fritz Foley, James R. Hines Jr. and David Wessel
Globalization and multinational corporations have long seemed partners in the enterprise of economic growth: globalization-led prosperity was the goal, and giant corporations spanning the globe would help achieve it. In recent years, however, the notion that all...
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Keywords:
Multinational Firms and Management;
Globalization;
Economy;
Economic Growth;
Equality and Inequality;
Employment;
Policy
Foley, C. Fritz, James R. Hines Jr., and David Wessel, eds. Global Goliaths: Multinational Corporations in the 21st Century Economy. Brookings Institution Press, 2021.
- November/December 1997
- Article
La estructura del acuerdo
Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
- Article
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
Sebenius, James K. "Seven Negotiation Lessons from Amazon's HQ Disaster in Queens." Harvard Business School Working Knowledge (March 8, 2019).
- Article
Dealmaking Secrets from Henry Kissinger
Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.
- Article
Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"
Why, if an outcome is in the interests of both sides, should it not be negotiated rather than unilaterally imposed? This comment offers additional reasons to prefer negotiation (beyond those adduced in the original article) over unilateral action, even where such...
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Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
- November 2012
- Article
Are You Ready for the 'Hardest Question'?
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the...
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Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
- January 2012
- Supplement
Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)
Sebenius, James K. "Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)." Harvard Business School Video Supplement 912-701, January 2012.
- November 2010
- Article
Beyond the Deal: Wage a 'Negotiation Campaign'
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a...
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Keywords:
Negotiation Deal;
Management Practices and Processes;
Value;
Problems and Challenges;
Business Startups;
Sales;
Partners and Partnerships;
Venture Capital
Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).