Publications

July 2021
Teaching Note

The Carlyle Group: Carving Out Atotech

By: Rosabeth Moss Kanter

Teaching Note for HBS Case No. 321-153. On January 31, 2017, The Carlyle Group ("Carlyle") closed its $3.2 billion acquisition of Atotech, an international Specialty Chemicals and Equipment company. In Carlyle's Washington, DC headquarters, the US-based deal... View Details

Keywords: Oil ＆ Gas; Deal; International Acquisition; International; Acquisition; Negotiation; Negotiation Deal; Transformation; Chemicals; Markets; Bids and Bidding; Globalized Markets and Industries; Standards; Chemical Industry; United States; Europe; Asia; Germany

December 2014
Case

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

By: James K. Sebenius and Laurence A. Green

Following a brief summary of Henry A. Kissinger's career, this case describes three of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People's Republic of China, the easing of geopolitical tension with the Soviet Union,... View Details

Teaching Interest

Overview

Sujin has developed and led courses on Leadership and Organizational Behavior as an invited lecturer in the International Spark Program (Republic of Georgia) and Dubrovnik International University (Croatia). She has also served as a Teaching Fellow for the Social... View Details

Keywords: Organizational Behavior; Leadership; Teams; Decision Making; Negotiation

25 Apr 2014
Research & Ideas

To Pay or Not to Pay: Argentina and the International Debt Market

federal court in New York City. Argentina categorically refused to negotiate with investors and halted payments to any creditor that rejected its offer. Investors who agreed to the exchange offer received new bonds worth 73 percent less... View Details

Keywords: by Laura Alfaro

2016
Working Paper

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

By: James K. Sebenius, Laurence A. Green and Eugene B. Kogan

Following a brief summary of Henry A. Kissinger’s career, this paper describes six of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People’s Republic of China, the easing of geopolitical tension with the Soviet Union,... View Details

Keywords: Kissinger; Bargaining; Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Coercive Diplomacy; Negotiation; International Relations; Personal Development and Career; United States

SSRN

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fall 1981
Book Review

Book Review of Renegotiations in International Business Transactions, edited by William S. Stoever

By: Louis T Wells Jr

Keywords: Negotiation; Business Ventures

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September 2015 (Revised July 2017)
Case

The TTIP: Bridging the Transatlantic Economy

By: Dante Roscini and Christina Marin

In 2016, the United States and the European Union struggled to reach an agreement over the Transatlantic Trade and Investment Partnership (TTIP). Started in June 2013, TTIP negotiations had gone on much longer than anyone had expected. With elections coming on both... View Details

Keywords: International Trade; European Union; United States; Agreements and Arrangements; Trade; United States; European Union

February 2014
Case

Tommy Koh: Background and Major Accomplishments of the 'Great Negotiator, 2014'

By: James K. Sebenius and Laurence A. Green

Significant negotiation-related achievements from the career of Ambassador Tommy Koh of Singapore are highlighted in brief form along with elements of his background and career. In light of these accomplishments, Koh was selected as the recipient of the 2014 Great... View Details

Keywords: Multiparty Negotiations; Dispute Resolution; Conference Diplomacy; Free Trade Agreements Environment; Environment; Singapore; ASEAN; United Nations; Negotiation; International Relations; Personal Development and Career; Trade; Conflict and Resolution; Singapore

December 2013 (Revised May 2021)
Case

Paul Levy: Confronting a 'Corporate Campaign' (A)

By: James K. Sebenius

Hospital CEO Paul Levy confronts an SEIU unionization drive via a "corporate campaign" aimed at undercutting the hospital's relationships with key internal and external constituencies. Having shepherded one of Boston's top teaching hospitals much of the way through a... View Details

Keywords: Dispute Resolution; Corporate Campaign; Negotiating Campaign; Bargaining; Health Care; Hospitals; Unions; Health Care and Treatment; Negotiation; Strategy; Negotiation Process; Labor Unions; Health Industry; Boston

March 1996 (Revised June 1996)
Case

Choices in U.S. Trade Policy

By: Louis T. Wells Jr. and Courtenay Sprague

Describes the moments leading to the conclusion of the Uruguay Round of international trade negotiations and the outcome of those negotiations. Discusses some of the options facing the Clinton Administration with respect to its international trade policy. View Details

Keywords: Trade; Governing Rules, Regulations, and Reforms; Policy; Negotiation; Outcome or Result; United States

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09 Nov 2020
Video

Muhammad Musa

Muhammad Musa, the Executive Director of BRAC International since 2015, recalls how the founder Sir Abed Hazan Fazle led the NGO’s first international foray in Afghanistan in 2002, negotiating with conflicting parties to establish schools for girls. View Details

Louis T. Wells

Professor Louis T. Wells is the Herbert F. Johnson Professor of International Management at the Harvard Business School. He has served as consultant to governments of a number of developing countries, as well as to international organizations and private firms. His... View Details

Keywords: mining; telecommunications; utilities

10 Jan 2019
News

Brexit: The art of no deal

11 Feb 2015
Working Paper Summaries

Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’

Keywords: by Laurence A. Green & James K. Sebenius

2012
Working Paper

Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges

By: James K. Sebenius

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details

Keywords: Negotiation; Conflict Management; Agreements and Arrangements; Government and Politics; Mathematical Methods; United States; Germany

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July 9, 2014
Article

A Great Negotiator's Essential Advice

By: James K. Sebenius

The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details

Keywords: Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; Singapore

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04 Sep 2012
Working Paper Summaries

Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges

Keywords: by James Sebenius

2009
Simulation

Finance Simulation: M&A in Wine Country: No. 3289.

By: Timothy A. Luehrman and W. Carl Kester

In this simulation, students play the role of CEO at one of three publicly-traded wine producers: Starshine, Bel Vino, or International Beverage. Each player evaluates merger and/or acquisition opportunities among the three companies and then determines reservation... View Details

Keywords: Mergers and Acquisitions; Negotiation; Valuation; Value Creation; Food and Beverage Industry; Agriculture and Agribusiness Industry