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Publications

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  • All HBS Web  (470)
    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)

Show Results For

  • All HBS Web  (470)
    • News  (38)
    • Research  (402)
    • Multimedia  (1)
  • Faculty Publications  (317)
← Page 6 of 470 Results →
  • 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
  • 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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Sebenius, James K. "Ignore June 30: Time is on the Side of a Better Iran Deal." Iran Matters (June 28, 2015).
  • 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
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Sebenius, James K. "Double Dealmaking in the Browser Wars (A)." Harvard Business School Case 800-050, August 1999. (Revised September 1999.)
  • 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
  • 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
  • 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
  • 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
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Sebenius, James K., and Alex Green. "Everything or Nothing: Martti Ahtisaari and the Aceh Negotiations (A)." Harvard Business School Case 911-040, December 2010.
  • 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
  • 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
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Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (A)." Harvard Business School Case 918-003, September 2017. (Revised March 2019.)
  • 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
  • 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
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Lax, David, and James K. Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston: Harvard Business School Press, 2006.
  • 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
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Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
  • 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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Sebenius, James K. "Learning from Roger Fisher." Harvard Law Review 126, no. 4 (February 2013): 893–898.
  • 15 Dec 2020
  • Panel Discussion

Politics and Peace? Evangelicals and U.S.-Israeli-Palestinian Prospects

By: Maya Zinshstein, Abraham Troen, Gregory Khalil and James K. Sebenius
Sponsored by Harvard's Program on Negotiation, I moderated and contributed to a discussion of the film "Til Kingdom Come" among the film's director, producer, and a renowned scholar. View Details
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Zinshstein, Maya, Abraham Troen, Gregory Khalil, and James K. Sebenius. "Politics and Peace? Evangelicals and U.S.-Israeli-Palestinian Prospects." Program on Negotiation at Harvard Law School, Cambridge, MA, December 15, 2020.
  • 2010
  • Working Paper

Developing Negotiation Case Studies

By: James K. Sebenius
While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general, negotiation cases have distinctive aspects that merit explicit treatment. This article offers three types of tailored advice for producing cases on... View Details
Keywords: Debates; Cases; Goals and Objectives; Negotiation; Perspective
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Sebenius, James K. "Developing Negotiation Case Studies." Harvard Business School Working Paper, No. 11-008, July 2010. (Revised October 2010.)
  • 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
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Sebenius, James K., and Daniel F. Curran. "To hell with the future, let's get on with the past." George Mitchell in North Ireland. Harvard Business School Case 801-393, May 2001. (Revised March 2008.)
  • 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
  • 2016
  • Working Paper

Henry Kissinger's Negotiation Campaign to End the Vietnam War

By: James K. Sebenius and Eugene B. Kogan
President Richard M. Nixon was elected in 1968 with the widespread expectation that he would bring about an end to the costly and unpopular war in Vietnam. The task largely fell to National Security Adviser Henry Kissinger. When the negotiations began, North Vietnam... View Details
Keywords: Kissinger; Negotiation; Negotiation Campaign; Bargaining; Diplomacy; Coercive Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Negotiation Process; War; Negotiation Types; International Relations; Negotiation Deal; Viet Nam; United States
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Sebenius, James K., and Eugene B. Kogan. "Henry Kissinger's Negotiation Campaign to End the Vietnam War." Harvard Business School Working Paper, No. 17-053, December 2016.
  • 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
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Sebenius, James K., and Nicolas Andrade. "Colbún's Angostura Dam Project (A)." Harvard Business School Case 925-016, January 2025. (Revised January 2025.)
  • 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
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Sebenius, James K., and Nicolas Andrade. "Colbún’s Angostura Dam Project (B)." Harvard Business School Supplement 925-017, January 2025.
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