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  • 1995
  • Chapter

Overcoming Obstacles to a Successful Climate Convention

By: James K. Sebenius
Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations
Citation
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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.
  • 1995
  • Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius
Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
Citation
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Sebenius, James K. "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson, 150–182. New York: W.W. Norton & Company, 1995.
  • 26 Jun 2007
  • First Look

First Look: June 26, 2007

  Working PapersTaxes, Institutions and Foreign Diversification Opportunities Authors:Mihir A. Desai and Dhammika Dharmapala Abstract Investors can access foreign diversification opportunities through either foreign portfolio investment (FPI) or foreign direct... View Details
Keywords: Martha Lagace
  • February 2018
  • Teaching Note

Still Leading Series—Issues in Transitioning to New Forms of Service Later in Life

By: Rosabeth Moss Kanter, Rakesh Khurana, James Honan and Ai-Ling Jamila Malone
The Still Leading case series includes an introductory note, “Still Leading (A): Issues in Transitioning to New Forms of Service Later in Life” and 10 supplementary cases that cover the transition of highly accomplished and prolific leaders (Hon. Robert McDonald, Hon.... View Details
Keywords: Leadership; Personal Development and Career; Transition
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Kanter, Rosabeth Moss, Rakesh Khurana, James Honan, and Ai-Ling Jamila Malone. "Still Leading Series—Issues in Transitioning to New Forms of Service Later in Life." Harvard Business School Teaching Note 318-101, February 2018.
  • February 2018
  • Supplement

Qualtrics (B)

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 (B)." Harvard Business School Supplement 518-083, February 2018.
  • 2005
  • Working Paper

Silent Saboteurs: How Implicit Theories of Voice Inhibit the Upward Flow of Knowledge in Organizations

By: James R. Detert and Amy C. Edmondson
This article examines, in a series of three studies, how people working in organizational hierarchies wrestle with the challenge of upward voice. We first undertook in-depth exploratory research in a knowledge-intensive multinational corporation in which employee input... View Details
Keywords: Prejudice and Bias; Working Conditions; Knowledge Management; Attitudes; Organizational Culture
Citation
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Detert, James R., and Amy C. Edmondson. "Silent Saboteurs: How Implicit Theories of Voice Inhibit the Upward Flow of Knowledge in Organizations." Harvard Business School Working Paper, No. 06-024, December 2005. (Revised October 2006, December 2008.)
  • 15 Jul 2008
  • First Look

First Look: July 15, 2008

the technology bubble to examine the hypothesis that inexperienced investors play a role in the formation of asset price bubbles. Using age as a proxy for managers' investment experience, we find that around the peak of the technology bubble, mutual funds run View Details
Keywords: Martha Lagace
  • 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
Citation
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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
Citation
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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
Citation
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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
Citation
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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
Citation
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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
Citation
Related
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
Citation
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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
Citation
Related
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
Citation
Find at Harvard
Read Now
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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
Citation
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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.)
  • February 2006
  • Supplement

Smartix (C): Rethinking the Negotiations

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
  • May 2001 (Revised December 2002)
  • Exercise

Alphexo 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
Citation
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Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)
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