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  • fall 1995
  • Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley
Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation
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Sebenius, James K., and Hannah Riley. "Stakeholder Negotiations over Third World Natural Resource Projects." Cultural Survival Quarterly 19, no. 3 (fall 1995): 39–43.
  • 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
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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.
  • March 2001 (Revised March 2016)
  • Case

Charlene Barshefsky (A)

By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... 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 (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
  • April 1999
  • Case

Steve Perlman and WebTV (B)

By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
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Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.
  • June 1997
  • Case

Stone Container in Costa Rica (B)

By: James K. Sebenius and Hannah Bowles
Keywords: Costa Rica
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Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (B)." Harvard Business School Case 897-141, June 1997.
  • novembre–décembre 2004
  • Article

Les théories de la négociation au service des pratiques du manager

By: Alain Pekar Lempereur and James Sebenius
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Lempereur, Alain Pekar, and James Sebenius. "Les théories de la négociation au service des pratiques du manager." Revue française de gestion 30, no. 153 (novembre–décembre 2004): 9–11.
  • 01 Jan 1977
  • Conference Presentation

Short Term Natural Gas Consumption Forecasts: Optimal Use of National Weather Service Data

By: James K. Sebenius and Richard Lehman
Keywords: Forecasting and Prediction; Research; Business and Government Relations; Energy Industry
Citation
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Sebenius, James K., and Richard Lehman. "Short Term Natural Gas Consumption Forecasts: Optimal Use of National Weather Service Data." Paper presented at the American Geophysical Union Annual Meeting, American Geophysical Union, January 01, 1977.
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