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- All HBS Web
(1,800)
- People (1)
- News (407)
- Research (1,165)
- Multimedia (14)
- Faculty Publications (628)
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- October 2009
- Supplement
Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)
By: James K. Sebenius and Ellen Knebel
This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success... View Details
- September 2008
- Case
Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown... View Details
- January 1997
- Article
The Effect of Multiple Anchors on Anchoring Individual and Group Judgment
By: James K. Sebenius and Glen Whyte
Sebenius, James K., and Glen Whyte. "The Effect of Multiple Anchors on Anchoring Individual and Group Judgment." Organizational Behavior and Human Decision Processes 69, no. 1 (January 1997): 75–85.
- September 2007
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (B)
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (B)." Harvard Business School Case 908-011, September 2007.
- January 2007
- Case
Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
- May 2006
- Supplement
The Brent Spar Campaign (B): Rescuing Greenpeace?
By: James K. Sebenius and Natasha Affolder
Keywords: Green Technology Industry
- fall 1995
- Article
Stakeholder Negotiations over Third World Natural Resource Projects
By: James K. Sebenius and Hannah Riley
Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
- January 2006 (Revised October 2009)
- Case
Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.
By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
- March 1999 (Revised November 2001)
- Case
Honda-Rover (C): "The Sting"
By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
Nanda, Ashish, James K. Sebenius, and Ron Fortgang. Honda-Rover (C): "The Sting". Harvard Business School Case 899-225, March 1999. (Revised November 2001.)
- 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
- February 2013 (Revised September 2013)
- Case
Elasto Therm: The Next Step
By: Jim Sharpe and James Weber
Julia and Nate Burstein were living their dream running their own business and balancing the demands between their work and family obligations while creating a company that was responsive to their employees' and their customers' needs. The Bursteins had joined a large... View Details
Keywords: Entrepreneurial Management; Entrepreneurs; Pricing; Pricing Policies; Pricing Strategy; Pricing Structure; Sales Force Management; Acquisitions; Work/family Balance; Family-owned Business; Entrepreneurship; Growth and Development Strategy; Expansion; Work-Life Balance; Manufacturing Industry; Rubber Industry; United States
Sharpe, Jim, and James Weber. "Elasto Therm: The Next Step." Harvard Business School Case 813-030, February 2013. (Revised September 2013.)
- 1995
- Chapter
Towards a Winning Climate Coalition
Sebenius, James K. "Towards a Winning Climate Coalition." In Negotiating Climate Change: The Inside Story of the Rio Convention, edited by Irving Mintzer, 277–320. Cambridge: Cambridge University Press, 1995.
- February 2016
- Exercise
Three-Way Organization
Sebenius, James K. "Three-Way Organization." Harvard Business School Exercise 916-037, February 2016.
- July 3, 2014
- Comment
Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)
As six months of talks soon end with wide gaps likely remaining on key issues, P5+1 and Iranian diplomats will undoubtedly cite some tangible progress, then argue for a six-month extension. This will likely become a pattern, with some version of the interim deal... View Details
Sebenius, James K. "Comment on the Final Round of Iranian Nuclear Talks Before the Joint Plan of Action Expires (on July 20, 2014)." Iran Matters (July 3, 2014). (Belfer Center for Science and International Affairs, Harvard Kennedy School.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the RubyFibre Enterprises management role. Challenges... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for RubyFibre Enterprises." Harvard Business School Exercise 908-035, December 2007. (Revised April 2008.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)
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 US Industrial ElectroCeramics (US-IND) management... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for US Industrial ElectroCeramics (US-IND)." Harvard Business School Exercise 908-032, December 2007. (Revised April 2008.)
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Pearl Equity Partners
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 Pearl Equity Partners management role. Challenges... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for Pearl Equity Partners." Harvard Business School Exercise 908-031, December 2007. (Revised April 2008.)
- October 2000 (Revised September 2002)
- Case
Doyle's Dealmaking Dilemma (B): Final Negotiations
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
- November 1990
- Article
The Greenhouse Effect: Negotiating Targets
Sebenius, James K. "The Greenhouse Effect: Negotiating Targets." Environment: Science and Policy for Sustainable Development 32, no. 9 (November 1990): 25–30.