Publications

March 1999 (Revised November 2001)
Case

Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance

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

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

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

Keywords: Negotiation; Trade; United States; Singapore

SSRN

Read Now

March 2013 (Revised March 2013)
Case

Rough Justice: Stuart Eizenstat and Holocaust-era Asset Restitution (A)

By: James K. Sebenius and Laurence A. Green

Beginning in 1994, a series of articles and public disclosures indicated that Swiss banks may have retained assets belonging to victims of the Holocaust, and also may have engaged in long term attempts to block survivors' ability to recover those assets after World War... View Details

Keywords: Banking; Banking And Insurance; U.s. History; Germany; Europe; Governance; History; Negotiation; Business and Government Relations; Banking Industry; Insurance Industry; Germany; United States; Switzerland

November 2010
Case

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

By: James K. Sebenius and Jason Cheng Qian

Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details

Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu

January 1999 (Revised August 1999)
Background Note

Doing Business in Russia: Note on Negotiating in the "Wild East"

By: James K. Sebenius and Randall A Fine

Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details

Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States

January 1998
Case

From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.

By: James K. Sebenius and David T. Kotchen

Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details

Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry

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

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

May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (C)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

Supplements the (A) case. View Details

Keywords: Telecommunications Industry; Manufacturing Industry; Italy

July 2000 (Revised August 2001)
Case

Telecom Italia Takeover (D): Bernabe's Revenge

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

Supplements the (A) case. View Details

Keywords: Telecommunications Industry; Manufacturing Industry; Italy

October 2004
Article

Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina

By: Daniel F. Curran, James K. Sebenius and Michael Watkins

Keywords: Bosnia and Hercegovina

January 2006 (Revised October 2009)
Supplement

Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent

By: Ian Larkin, James K. Sebenius and Guhan Subramanian

March 1999 (Revised November 2001)
Case

Honda-Rover (B): Honda Draws the Line

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; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

March 2023 (Revised July 2024)
Case

Aleksander Čeferin and the European Super League

By: Thomas Graeber, Nour Kteily, James K. Sebenius and Matthew Higgins

February 2003
Article

Negotiating the Spirit of the Deal

By: Ron S. Fortgang, David A. Lax and James K. Sebenius

Keywords: Negotiation

November 2001 (Revised October 2006)
Case

Smartix (A): Dancing with Elephants

By: Donald N. Sull, James K. Sebenius and Noam Wasserman

This case describes issues facing the founder-CEO of a high-tech start-up in Boston, as he negotiates with multiple large potential partners and investors. The negotiations include a potential business partnership with FleetCenter and Madison Square Garden, and a... View Details

Keywords: Information Technology; Venture Capital; Negotiation; Entrepreneurship; Business Startups; Power and Influence; Technology Industry; Boston