Publications

Web

Human Behavior & Decision-Making - Faculty & Research

their origins about three decades ago, the Behavioral Science areas of economics, ethics and managerial psychology have been rapidly evolving. In the 1980's and 1990's, early work by Max Bazerman in judgment and negotiation , Matthew... View Details

August 1999 (Revised September 1999)
Case

Double Dealmaking in the Browser Wars (A)

By: James K. Sebenius

Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Deal; Web; Web Services Industry

Article

Ignore June 30: Time is on the Side of a Better Iran Deal

By: James K. Sebenius

Prior to the "interim deal" reached in November 2013, Iranian nuclear negotiators could—and did—play for time while the regime rapidly added more centrifuges and increased production of enriched uranium. That is no longer the case. For the first time in years, the... View Details

Keywords: International Relations; Negotiation Tactics; Negotiation Deal; Iran; United States; Iran; United States

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Web

Business & Environment - Faculty & Research

L. Reinhardt Richard H.K. Vietor Joseph B. Lassiter Robert S. Kaplan Geoffrey G. Jones James K. Sebenius Lynn S. Paine Rosabeth M. Kanter David E. Bell Max H. Bazerman See All... View Details

Web

Agents of Change: The Founding of the AASU - The Golden Age of Black Business

Building on the Legacy Thought Leadership Andrew F. Brimmer James I. Cash Jr. Linda A. Hill David A. Thomas HBS Faculty Members HBS Doctoral Students Alumni Profiles Research Links Essay on HBS Thought Leadership Early AASU documents... View Details

01 Mar 2019
News

The Burden Legacy

incoming MBA Class of 2004 to restore confidence in America’s free enterprise system after public trust in business had been shaken by the Enron and WorldCom scandals. And in the wake of the global financial crisis, former Treasury... View Details

Keywords: Linda Kush

September 2017 (Revised March 2019)
Case

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)

By: James K. Sebenius and Laurence A. Green

In 1976, a growing crisis in Southern Africa drew the attention of United States Secretary of State Henry A. Kissinger. White Rhodesian leader Ian Smith's refusal to accede to black majority rule threatened to widen into a regional conflict involving apartheid South... View Details

Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Government and Politics; Africa; United States

Web

2023 Reunion Presentations - Alumni

James Sebenius (PhDBE 1980) + More Info – Less Info Since 2001, the Program on Negotiation—an interuniversity consortium involving Harvard, MIT, and Tufts—has annually bestowed the Great Negotiator Award on... View Details

May 2001 (Revised March 2008)
Case

"To hell with the future, let's get on with the past." George Mitchell in North Ireland

By: James K. Sebenius and Daniel F. Curran

Examines the strategies and tactics used by U.S. negotiator George Mitchell 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. View Details

Keywords: Policy; International Relations; Managerial Roles; Negotiation Tactics; Strategy; Northern Ireland

19 Jun 2012
First Look

First Look: June 19

case:http://cb.hbsp.harvard.edu/cb/product/912003-PDF-ENG Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi James K. Sebenius and Laurence A. GreenHarvard Business... View Details

Keywords: Sean Silverthorne

February 2013
Article

Learning from Roger Fisher

By: James K. Sebenius

Roger Fisher's career and writings not only offer lessons about negotiation but also about how an academic, especially in a professional school such as law or business, can make an important, positive difference in the world. By his relentless engagement in vexing... View Details

Keywords: Roger Fisher; Dispute Resolution; Bargaining; Negotiation

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2006
Book

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

By: David Lax and James K. Sebenius

Keywords: Negotiation; Change; Games, Gaming, and Gambling

December 2010
Case

Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)

By: James K. Sebenius and Alex Green

In early 2005, Martti Ahtisaari planned negotiations to end the decades-long conflict between Acehnese insurgents and the Indonesian government that had claimed thousands of lives. The "modern" phase of the insurgency by the fighters from the Free Aceh Movement that... View Details

Keywords: Government and Politics; Negotiation; Conflict and Resolution; Conflict Management; Indonesia

1986
Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius

Keywords: Negotiation Tactics; Competitive Advantage

Web

Negotiation, Organizations & Markets Awards & Honors - Faculty & Research

(without Money or Muscle) (Berrett-Koehler Publishers, 2016). Ashley V. Whillans : Winner of the 2018 CAGS-ProQuest Distinguished Dissertation Award presented by the Canadian Association for Graduate Studies. 2017 Leslie View Details

Web

Publications - Institute For Strategy And Competitiveness

Utilizing time-driven activity-based costing to determine open radical cystectomy and ileal conduit surgical episode cost drivers by Janet Baack Kukreja, M.D., M.P.H.a,b, Mohamed A. Seif, M.D.a, Marissa W. Mery, M.D.c, View Details

December 2013
Supplement

Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (B)

By: James K. Sebenius and Laurence A. Green

This case carefully traces the process by which Stuart Eizenstat handled the negotiation challenges outlined in "Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (A)". It describes the outcome of the Swiss negotiations and briefly sketches... View Details

Keywords: Bargaining; Conflict Resolution; Disputes; Mediation; Dispute Resolution; Governance; History; Negotiation; Business and Government Relations; Banking Industry; Insurance Industry; Switzerland; Germany; Austria; France; Israel

January 2025
Supplement

Colbún’s Angostura Dam Project (B)

By: James K. Sebenius and Nicolas Andrade

The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... View Details

Keywords: Bargaining; Dam; Stakeholder Analysis; Environmental Negotiation; Negotiation; Conflict and Resolution; Alternative Energy; Natural Environment; Environmental Sustainability; Business and Stakeholder Relations; Energy Industry; Chile

January 2025 (Revised January 2025)
Case

Colbún’s Angostura Dam Project (A)

By: James K. Sebenius and Nicolas Andrade

The A case describes Colbún Chile’s plans for the Angostura dam in the Bío Bío River, a hydroelectric construction venture with major challenges given the region’s history of indigenous resistance. This context was especially unfavorable given the highly contentious... View Details

Keywords: Bargaining; Conflict Resolution; Dam; Stakeholder Analysis; Environmental Negotiation; Negotiation; Energy Generation; Construction; Business and Stakeholder Relations; Conflict and Resolution; Energy Industry; Chile