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  • All HBS Web  (1,743)
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← Page 59 of 1,743 Results →
  • April 2002
  • Article

Caveats for Cross-Border Negotiators

By: James K. Sebenius
Keywords: Negotiation; Global Range
Citation
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Sebenius, James K. "Caveats for Cross-Border Negotiators." Negotiation Journal 18, no. 2 (April 2002): 121–133.
  • 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
  • 2021
  • Article

Masked and Distanced: A Qualitative Study of How Personal Protective Equipment and Distancing Affect Teamwork in Emergency Care

By: Tuna Cem Hayirli, Nicholas Stark, Aditi Bhanja, James Hardy, Christopher Peabody and Michaela J. Kerrissey
Background: Newly intensified use of personal protective equipment (PPE) in emergency departments presents teamwork challenges affecting the quality and safety of care at the frontlines.
Objective: We conducted a qualitative study to categorize and... View Details
Keywords: COVID-19; Teamwork; Emergency Service; Hospital; Quality Of Health Care; Health Pandemics; Health Care and Treatment; Quality; Groups and Teams; Communication
Citation
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Hayirli, Tuna Cem, Nicholas Stark, Aditi Bhanja, James Hardy, Christopher Peabody, and Michaela J. Kerrissey. "Masked and Distanced: A Qualitative Study of How Personal Protective Equipment and Distancing Affect Teamwork in Emergency Care." International Journal for Quality in Health Care 33, no. 2 (2021): mzab069.
  • Research Summary

Negotiating Campaigns

By: James K. Sebenius
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

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
  • 2002
  • Chapter

International Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation; International Relations
Citation
Related
Sebenius, James K. "International Negotiation Analysis." Chap. 14 in International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 229–252. San Francisco: Jossey-Bass, 2002.
  • 10 Sep 2020
  • Other Presentation

Negotiation in the Era of Social Media

By: James K. Sebenius
Citation
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Sebenius, James K. "Negotiation in the Era of Social Media." Part 2, New Rules for Negotiators, Lax Sebenius LLC, September 10, 2020.
  • Article

A Negotiated Solution to the Shutdown

By: James K. Sebenius
Citation
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Sebenius, James K. "A Negotiated Solution to the Shutdown." The Hill (January 10, 2019).
  • Article

Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

By: James K. Sebenius
Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details
Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career
Citation
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Sebenius, James K. "Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst." Negotiation Journal 33, no. 4 (October 2017): 283–307.
  • February 2006
  • Supplement

Smartix (B): The Last Dance

By: James K. Sebenius
Citation
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Sebenius, James K. "Smartix (B): The Last Dance." Harvard Business School Supplement 906-029, February 2006.
  • winter 1992
  • Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

By: James K. Sebenius
Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community
Citation
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Sebenius, James K. "Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities." International Organization 46, no. 1 (winter 1992): 323–365. (Reprinted in:
  Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
  edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
  • February 1999 (Revised November 2009)
  • Case

Michael Brown: Negotiating Slots at Foxwoods (A)

By: James K. Sebenius
The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details
Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut
Citation
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Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (A)." Harvard Business School Case 899-234, February 1999. (Revised November 2009.)
  • January 1997
  • Case

Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)

By: James K. Sebenius
Over several years, Societa Metallurgica Italiana SpA (SMI), a small Italian copper processing firm, successfully completed a number of challenging acquisitions. This case explores SMI's negotiation strategies and tactics, concentrating especially on its acquisition of... View Details
Keywords: Mergers and Acquisitions; Cross-Cultural and Cross-Border Issues; Negotiation; Strategy; Manufacturing Industry; France; Italy
Citation
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Sebenius, James K. "Dr. Sergio Ceccuzzi and SMI: Negotiating Cross-Border Acquisitions in Europe (A)." Harvard Business School Case 897-084, January 1997.
  • spring 1991
  • Article

Designing Negotiations toward a New Regime: The Case of Global Warming

By: James K. Sebenius
Keywords: Negotiation; Design; Global Range; Environmental Sustainability
Citation
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Sebenius, James K. "Designing Negotiations toward a New Regime: The Case of Global Warming." International Security 15, no. 4 (spring 1991): 110–148.
  • February 2004
  • Article

Negotiating in Three Dimensions

By: James K. Sebenius
Keywords: Negotiation
Citation
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Sebenius, James K. "Negotiating in Three Dimensions." Negotiation 7, no. 2 (February 2004): 4–6.
  • 2001
  • Chapter

Dealmaking Essentials

By: James K. Sebenius
Keywords: Negotiation
Citation
Related
Sebenius, James K. "Dealmaking Essentials." In Negotiation, edited by Herminia Ibarra, Deborah M Kolb, Robert J. Robinson, James K. Sebenius, Lyle Sussman, Michael D. Watkins, Michael A. Wheeler, Judith Williams, and George Wu, 37–54. Business Fundamentals . Boston: Harvard Business School Publishing, 2001.
  • 01 Mar 2008
  • News

Negotiating with Wal-Mart

Sebenius says, “but a lot of our students and executives face counterparts who aren’t interested in playing by those rules. So what happens when you encounter someone with a great deal of power, like... View Details
Keywords: Julia Hanna; General Merchandise Stores; Retail Trade
  • March 2004
  • Case

L.L. Bean: A Search for Growth

By: Rajiv Lal, Walter J. Salmon and James Weber
In mid-2003, CEO Chris McCormick felt L.L. Bean was in a good position to begin to grow again. For nearly 90 years, the company sold clothing and gear for outdoor enthusiasts through its catalogs and a single retail store in Freeport, Maine. In the three decades prior... View Details
Keywords: Business History; Restructuring; Growth and Development Strategy; Cost Management; Sales; Performance Improvement; Diversification; Distribution Channels; Resignation and Termination; Retail Industry; Web Services Industry
Citation
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Lal, Rajiv, Walter J. Salmon, and James Weber. "L.L. Bean: A Search for Growth." Harvard Business School Case 504-080, March 2004.
  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • 2000
  • Other Unpublished Work

Dealmaking Essentials: Creating and Claiming Value for the Long Term

By: James K. Sebenius
Keywords: Negotiation Deal; Value Creation
Citation
Related
Sebenius, James K. "Dealmaking Essentials: Creating and Claiming Value for the Long Term." HBS Dealmaking Course Note, September 2000.
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