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- All HBS Web
(1,815)
- People (1)
- News (415)
- Research (1,161)
- Multimedia (14)
- Faculty Publications (626)
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- Research Summary
Negotiating Campaigns
While most negotiation research focuses on specific transactions, many important negotiating situations can better be understood as elements of larger "campaigns." By this term, I mean a series of related negotiations and other away-from-the-table... View Details
- August 1991
- Article
The Art of Business Negotiation
Keywords: Negotiation
Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
- 2002
- Chapter
International Negotiation Analysis
- 10 Sep 2020
- Other Presentation
Negotiation in the Era of Social Media
- Article
A Negotiated Solution to the Shutdown
Sebenius, James K. "A Negotiated Solution to the Shutdown." The Hill (January 10, 2019).
- Article
Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
- February 2006
- Supplement
Smartix (B): The Last Dance
Sebenius, James K. "Smartix (B): The Last Dance." Harvard Business School Supplement 906-029, February 2006.
- winter 1992
- Article
Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities
Sebenius, James K. "Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities." International Organization 46, no. 1 (winter 1992): 323–365. (Reprinted in:
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
- February 1999 (Revised November 2009)
- Case
Michael Brown: Negotiating Slots at Foxwoods (A)
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut
Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (A)." Harvard Business School Case 899-234, February 1999. (Revised November 2009.)
- January 1997
- Case
Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
- spring 1991
- Article
Designing Negotiations toward a New Regime: The Case of Global Warming
Sebenius, James K. "Designing Negotiations toward a New Regime: The Case of Global Warming." International Security 15, no. 4 (spring 1991): 110–148.
- February 2004
- Article
Negotiating in Three Dimensions
Keywords: Negotiation
Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
- 2001
- Chapter
Dealmaking Essentials
Keywords: Negotiation
Sebenius, James K. "Dealmaking Essentials." In Negotiation, edited by Herminia Ibarra, Deborah M Kolb, Robert J. Robinson, James K. Sebenius, Lyle Sussman, Michael D. Watkins, Michael A. Wheeler, Judith Williams, and George Wu, 37–54. Business Fundamentals . Boston: Harvard Business School Publishing, 2001.
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
a family business? What's the strategic way to make concessions? How Can I Negotiate More Skillfully And Confidently? Negotiating in Three Dimensions "Negotiation is increasingly a way of life for effective managers," say HBS professor View Details
- 24 Apr 2012
- First Look
First Look: April 24
PublicationsBarriers to Household Risk Management: Evidence from India Authors:Shawn A. Cole, Xavier Giné, Jeremy Tobacman, Petia Topalova, Robert M. Townsend, and James Vickery Publication:American Economic Journal: Applied Economics... View Details
Keywords: Carmen Nobel
- 17 Jul 2012
- First Look
First Look: July 17
identified and classified in terms of specifying, allocating, and utilizing capacity. The first two categories reflect challenges faced by infrastructure providers; the last category, challenges faced by... View Details
Keywords: Sean Silverthorne
- November 2021
- Supplement
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
- May 2021
- Supplement
Career at a Crossroads? (B)
By: James K. Sebenius and Alex Green
A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the... View Details
Sebenius, James K., and Alex Green. "Career at a Crossroads? (B)." Harvard Business School Supplement 921-019, May 2021.
- Article
Three Ethical Issues in Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
- April 2010
- Case
Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)
By: James K. Sebenius and Ellen Knebel
CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details
Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America
Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)." Harvard Business School Case 910-043, April 2010.