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Show Results For
- All HBS Web
(1,800)
- People (1)
- News (407)
- Research (1,166)
- Multimedia (14)
- Faculty Publications (629)
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- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- October 2009
- Supplement
ADR Choices Video (Alternative Dispute Resolution Vignettes)
By: James K. Sebenius and Michael A. Wheeler
Keywords: Media
Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-701, October 2009.
- October 30, 1994
- Article
Sports Strikes: Let the Games Continue
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Sports Strikes: Let the Games Continue." New York Times (October 30, 1994), Sect. 3, p. 9.
- September 9, 1994
- Article
Virtual Strike
By: James K. Sebenius and Michael A. Wheeler
Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal (September 9, 1994), A16.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- January 2005 (Revised February 2005)
- Case
Ray Rogers and the Corporate Campaign (A)
By: James K. Sebenius and Michael A. Wheeler
Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details
Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)
- December 2003
- Case
George Mitchell in Northern Ireland (B)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details
Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (C), A." Harvard Business School Case 898-201, March 1998. (Revised August 2000.)
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- November 2003
- Article
3-D Negotiation: Playing the Whole Game
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
Sebenius, James K., and David A. Lax. "3-D Negotiation: Playing the Whole Game." Harvard Business Review 81, no. 11 (November 2003): 65–74.
- 2014
- Case
Tommy Koh and the United States–Singapore Free Trade Agreement (A)
By: James K. Sebenius and Laurence A. Green
The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United States-Singapore Free Trade agreement are explored with an in-depth focus on Koh's management of various fronts of a multiparty negotiation over a sustained period. After briefly describing... View Details
Sebenius, James K., and Laurence A. Green. "Tommy Koh and the United States–Singapore Free Trade Agreement (A)." Program on Negotiation at Harvard Law School Case, 2014.
- January 2005
- Case
Ray Rogers and the Corporate Campaign (B)
By: James K. Sebenius and Michael A. Wheeler
Supplements the (A) case. A rewritten version of an earlier case. View Details
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.
- December 2003
- Case
George Mitchell in Northern Ireland (A)
By: James K. Sebenius and Daniel F. Curran
Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details
- December 1985 (Revised September 1987)
- Case
Salty Dog: Snowytown (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Snowytown (A): Confidential Instructions." Harvard Business School Case 186-156, December 1985. (Revised September 1987.)
- December 1985
- Case
Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters." Harvard Business School Case 186-155, December 1985.
- 2003
- Article
Sequencing, Acoustic Separation, and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and I.P. Rights in China
By: Rebecca G. Hulse and James K. Sebenius
Hulse, Rebecca G., and James K. Sebenius. "Sequencing, Acoustic Separation, and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and I.P. Rights in China." International Negotiation 8, no. 2 (2003): 311–338.
- 1992
- Chapter
Rethinking America's Security: The Primacy of the Domestic Agenda
By: James K. Sebenius and Peter G. Peterson
- 20 Dec 2016
- First Look
December 20, 2016
years, this paper presents a significant revision of the model of creativity and innovation in organizations published in Research in Organizational Behavior in 1988. This update focuses primarily on the individual-level psychological processes implicated in creativity... View Details
Keywords: Carmen Nobel
- 2014
- Working Paper
Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'
By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
Green, Laurence A., and James K. Sebenius. "Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'." Harvard Business School Working Paper, No. 15-053, December 2014.