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Show Results For
- All HBS Web
(1,760)
- People (1)
- News (415)
- Research (1,174)
- Multimedia (14)
- Faculty Publications (626)
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
- Book Review
Negotiating with Iran: Cultural and Historical Insights
In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details
Sebenius, James K. "Negotiating with Iran: Cultural and Historical Insights." Negotiation Journal 27, no. 4 (October 2011): 493–497.
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for TNDA Corporation
In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role. Challenges include... View Details
Keywords: Negotiation
Sebenius, James K. "The Elcer Products Transaction: Confidential Information for TNDA Corporation." Harvard Business School Exercise 908-034, December 2007. (Revised April 2008.)
- 1995
- Chapter
Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate
Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
Sebenius, James K. "Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate." In Barriers to Conflict Resolution, edited by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky, and Robert Wilson, 150–182. New York: W.W. Norton & Company, 1995.
- February 2006
- Supplement
Smartix (C): Rethinking the Negotiations
Keywords: Negotiation
Sebenius, James K. "Smartix (C): Rethinking the Negotiations." Harvard Business School Supplement 906-030, February 2006.
- May 2001 (Revised December 2002)
- Exercise
Alphexo Corporation: Confidential Negotiation Information
A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details
Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry
Sebenius, James K. "Alphexo Corporation: Confidential Negotiation Information." Harvard Business School Exercise 801-418, May 2001. (Revised December 2002.)
- winter 1998
- Article
Negotiating Cross-Border Acquisitions
Sebenius, James K. "Negotiating Cross-Border Acquisitions." MIT Sloan Management Review 39, no. 2 (winter 1998): 27–41. (Reprinted in Cross-Cultural Management, Gordon Redding and Bruce W. Stening, eds., Surrey: Edward Elgar Publishing, 2002.)
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division." Harvard Business School Exercise 897-058, January 1997.
- January 1997
- Exercise
Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems
This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information... View Details
Sebenius, James K. "Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems." Harvard Business School Exercise 897-057, January 1997.
- 2007
- Chapter
Negotiation Analysis: Between Decisions and Games
- 1981
- Article
Marine Resources Management under Uncertainty: The Case of Eastern Spinner Dolphin Depletion
Sebenius, James K. "Marine Resources Management under Uncertainty: The Case of Eastern Spinner Dolphin Depletion." Marine Fisheries Review 43 (1981): 1–4.
- 1982
- Appendix
Financial Aspects of Antarctic Mineral Regimes
- March 2002
- Article
The Hidden Challenge of Cross-Border Negotiations
Sebenius, James K. "The Hidden Challenge of Cross-Border Negotiations." Harvard Business Review 80, no. 3 (March 2002): 76–85.
- 1991
- Chapter
Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming
Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
- 08 Sep 2010
- First Look
First Look: September 8, 2010
adult decision maker. Finally, we list a set of open questions that could be profitably addressed by future research. Social Preferences and Strategic Uncertainty: An Experiment on Markets and Contracts Authors:Marco Piovesan, Antonio... View Details
Keywords: Sean Silverthorne
- 10 Mar 2015
- First Look
First Look: March 10
http://amr.aom.org.ezp-prod1.hul.harvard.edu/content/early/2015/02/10/amr.2015.0042.abstract February 2015 American Economic Review: Papers and Proceedings Liquidity in Retirement Savings Systems: An International Comparison By: Beshears, John, View Details
Keywords: Carmen Nobel
- Research Summary
Negotiating Campaigns
While most negotiation research focuses on specific transactions, many important negotiating situations can better be understood as elements of larger "campaigns." By this term, I mean a series of related negotiations and other away-from-the-table... View Details
- August 1991
- Article
The Art of Business Negotiation
Keywords: Negotiation
Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
- 2002
- Chapter
International Negotiation Analysis
- 10 Sep 2020
- Other Presentation