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  • 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
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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.
  • 2022
  • Article

Social Interactivity in Live Video Experiences Reduces Loneliness

By: Benjamin T. Kaveladze, Robert R. Morris, Rosa Victoria Dimitrova-Gammeltoft, Amit Goldenberg, James J. Gross, Judd Antin, Melissa Sandgren and Melissa C. Thomas-Hunt
Background: Loneliness, especially when chronic, can substantially reduce one's quality of life. However, positive social experiences might help to break cycles of loneliness by promoting more prosocial cognitions and behaviors. Internet-mediated live video... View Details
Keywords: Lonelines; Social Connection; Internet-mediated Communication; Experiment; Emotions; Well-being; Interpersonal Communication; Internet
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Kaveladze, Benjamin T., Robert R. Morris, Rosa Victoria Dimitrova-Gammeltoft, Amit Goldenberg, James J. Gross, Judd Antin, Melissa Sandgren, and Melissa C. Thomas-Hunt. "Social Interactivity in Live Video Experiences Reduces Loneliness." Frontiers in Digital Health 4:859849 (2022).
  • 12 Aug 2008
  • First Look

First Look: August 12, 2008

Experiment 2 demonstrates that effects of indirect agency cannot be explained by perceived lack of foreknowledge or control on the part of the primary agent. Experiment 3 indicates that reflective moral judgment is sensitive to indirect... View Details
Keywords: Sean Silverthorne
  • December 2011
  • Case

Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi

By: James K. Sebenius and Laurence A. Green
Describes the background and career of Lakhdar Brahimi in numerous roles ranging from Algeria's ambassador to Indonesia and the Arab League, to serving as that country's foreign minister, and to his many years at the United Nations, with special emphasis on his actions... View Details
Keywords: Leadership; Conflict Management; Personal Development and Career; Government and Politics; Algeria
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Sebenius, James K., and Laurence A. Green. "Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi." Harvard Business School Case 912-028, December 2011.
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