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  • January 1998
  • Case

Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)

By: James K. Sebenius and David T. Kotchen
Supplements the (A) case. View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
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Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)." Harvard Business School Case 898-141, January 1998.
  • July/August 2004
  • Article

How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation

By: David A. Lax and James K. Sebenius
Keywords: Negotiation
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Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.
  • 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
  • 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
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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
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Nanda, Ashish, James K. Sebenius, and Ron Fortgang. Honda-Rover (C): "The Sting". Harvard Business School Case 899-225, March 1999. (Revised November 2001.)
  • August 3, 2004
  • Article

Negotiation: The Right Set-up Makes a Deal

By: James Sebenius and David Lax
Keywords: Negotiation
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Sebenius, James, and David Lax. "Negotiation: The Right Set-up Makes a Deal." Financial Times (August 3, 2004), 9.
  • 1983
  • Chapter

Incentives for Ocean Mining Under the Convention

By: James K. Sebenius and Lance Antrim
Keywords: Mining; Natural Environment; Motivation and Incentives; International Relations; Trade; Mining Industry
Citation
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Sebenius, James K., and Lance Antrim. "Incentives for Ocean Mining Under the Convention." In Law of the Sea: U.S. Policy Dilemma, edited by Bernard Oxman, David Caron, and Charles Buderi, 79–100. San Francisco: Institute for Contemporary Studies, 1983.
  • November 2021
  • Supplement

Steve Schwarzman on Dealmaking II: When They Hold All the Cards (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 (922-007); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship
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Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)." Harvard Business School Supplement 922-008, November 2021.
  • July 2021
  • Case

Amazon HQ2

By: James K. Sebenius and Ben Cook
Amazon’s failed bid for a second headquarters location (“HQ2”) in Long Island City, New York offers many lessons for negotiators looking to avoid similar high-profile defeats in strategically important deals. The company’s project – which promised to bring billions of... View Details
Keywords: Buildings and Facilities; Negotiation; Public Opinion; Governing Rules, Regulations, and Reforms; Problems and Challenges
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Sebenius, James K., and Ben Cook. "Amazon HQ2." Harvard Business School Case 922-009, July 2021.
  • May 2021
  • Case

Career at a Crossroads? (A)

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
Keywords: Culture; Negotiation; Race; Gender; Organizational Culture; Prejudice and Bias; United States
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Sebenius, James K., and Alex Green. "Career at a Crossroads? (A)." Harvard Business School Case 921-018, May 2021.
  • January 2020
  • Case

High Drama in Milford (A)

By: James K. Sebenius and Farzana Mohamed
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Sebenius, James K., and Farzana Mohamed. "High Drama in Milford (A)." Harvard Business School Case 920-032, January 2020.
  • January 1986
  • Article

Interests: The Measure of Negotiation

By: James K. Sebenius and David Lax
Keywords: Negotiation
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Sebenius, James K., and David Lax. "Interests: The Measure of Negotiation." Negotiation Journal 2, no. 1 (January 1986): 73–92. (Reprinted in:
  Negotiation Theory and Practice, 1991.
  Negotiation and Settlement Advocacy, 1997.
  Managing for the Future: Organizational Behavior and Processes, 1999.)
  • November 2009
  • Supplement

Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel
Keywords: Negotiation; Relationships; Retail Industry; Consumer Products Industry
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Sebenius, James K., and Ellen Knebel. "Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart." Harvard Business School Video Supplement 910-705, November 2009.
  • February 24, 1997
  • Article

A Better Way to Go on Strike

By: James K. Sebenius and David Lax
Keywords: Labor; Disruption
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Sebenius, James K., and David Lax. "A Better Way to Go on Strike." Wall Street Journal (February 24, 1997), A22.
  • 2008
  • Other Teaching and Training Material

Great Negotiator 2004: Ambassador Richard Holbrooke

By: James K. Sebenius and Ellen Knebel
The Program on Negotiation honored Ambassador Holbrooke in events in October 2004. These began with an in-depth faculty-moderated discussion with an invited group of students, faculty and guests at Harvard Business School and concluded with Ambassador Holbrooke... View Details
Keywords: Leadership; Negotiation
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Sebenius, James K., and Ellen Knebel. "Great Negotiator 2004: Ambassador Richard Holbrooke." Program on Negotiation at Harvard Law School, 2008. Video. (DVD.)
  • November 2006
  • Supplement

The Bollingers: Negotiating with Wal-Mart (B)

By: James K. Sebenius and Ellen Knebel
Keywords: Negotiation; Family Ownership
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Sebenius, James K., and Ellen Knebel. "The Bollingers: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-010, November 2006.
  • fall 1982
  • Article

Risk-Spreading Properties of Common Tax and Contract Instruments

By: James K. Sebenius and Peter Stan
Keywords: Risk and Uncertainty; Taxation; Contracts
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Sebenius, James K., and Peter Stan. "Risk-Spreading Properties of Common Tax and Contract Instruments." Bell Journal of Economics and Management Science 13, no. 2 (fall 1982): 555–560.
  • February 2006
  • Supplement

Smartix (D): Reflections from the Other Side of the Table

By: James K. Sebenius and Andrew Wasynczuk
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Sebenius, James K., and Andrew Wasynczuk. "Smartix (D): Reflections from the Other Side of the Table." Harvard Business School Supplement 906-031, February 2006.
  • 1981
  • Article

Insecure Contracts and Resource Development

By: James K. Sebenius and David Lax
Keywords: Contracts; Growth and Development
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Sebenius, James K., and David Lax. "Insecure Contracts and Resource Development." Public Policy 29 (1981): 419–436.
  • March 2001
  • Case

Charlene Barshefsky (B)

By: James K. Sebenius and Rebecca Hulse
Details former U.S. Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case. View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (B)." Harvard Business School Case 801-422, March 2001.
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