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Show Results For
- All HBS Web
(1,754)
- People (1)
- News (407)
- Research (1,184)
- Multimedia (14)
- Faculty Publications (638)
- January 2012
- Supplement
Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)
Sebenius, James K. "Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)." Harvard Business School Video Supplement 912-701, January 2012.
- November 2010
- Article
Beyond the Deal: Wage a 'Negotiation Campaign'
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital
Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).
- September 2009
- Article
Hidden Roadblocks in Cross-Border Talks
While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making
Sebenius, James K. "Hidden Roadblocks in Cross-Border Talks." Negotiation 12, no. 9 (September 2009): 8.
- Article
The Computer as Mediator: Law of the Sea and Beyond
Sebenius, James K. "The Computer as Mediator: Law of the Sea and Beyond." Journal of Policy Analysis and Management 1, no. 1 (Fall 1981): 77–95.
- October 2000 (Revised December 2008)
- Case
Doyle's Dealmaking Dilemma (A): Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
- August 1999
- Case
Double Dealmaking in the Browser Wars (B)
Supplements the (A) case. View Details
Sebenius, James K. "Double Dealmaking in the Browser Wars (B)." Harvard Business School Case 800-051, August 1999.
- September 2006
- Article
Facing a Protracted Dispute? Consider a 'Virtual Strike'
Keywords: Conflict and Resolution
Sebenius, James K. "Facing a Protracted Dispute? Consider a 'Virtual Strike'." Negotiation 9, no. 9 (September 2006): 7–9.
- September 12, 1990
- Editorial
Of Red Ink and the Greenhouse
Sebenius, James K. "Of Red Ink and the Greenhouse." Christian Science Monitor (September 12, 1990), 19. (Editorial.)
- 01 Jun 2004
- News
Who, Me?
online, specifically to Tickle.com, a social interaction Web site founded and run by James Currier (MBA ’99). “Tickle is an interpersonal media company about everyone’s favorite subject: themselves,” Currier... View Details
- 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
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
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.
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
a family business? What's the strategic way to make concessions? How Can I Negotiate More Skillfully And Confidently? Negotiating in Three Dimensions "Negotiation is increasingly a way of life for effective managers," say HBS professor View Details
- 24 Jan 2012
- First Look
First Look: Jan. 24
(Study 1). Product priming also increases the speed with which product-relevant individuals come to mind (Study 2). In Study 3, consumers felt subjectively closer to networks primed by specific products, and this felt closeness predicted... View Details
Keywords: Sean Silverthorne
- 01 Apr 2024
- News
Generosity Multiplied
There’s little doubt that James Reed (MBA 1990) loves his job. After all, he’s the chairman and CEO of Reed, the United Kingdom’s first and largest jobs website, and he takes the company’s slogan—“Love Mondays”—to heart. Even so, he... View Details
- Research Summary
3D Negotiaton
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
- April 2001
- Article
Six Habits of Merely Effective Negotiators
Keywords: Negotiation
Sebenius, James K. "Six Habits of Merely Effective Negotiators." Harvard Business Review 79, no. 4 (April 2001): 87–95.
- 21 Jan 2021
- Talk
Great Negotiators: Learning from Critical Moments
- April 10, 2019
- Article
Rupert Murdoch, the NFL, and the Negotiation That Remade TV
Sebenius, James K. "Rupert Murdoch, the NFL, and the Negotiation That Remade TV." Harvard Business Review (website) (April 10, 2019).
- 2017
- Working Paper
BATNAs in Negotiation: Common Errors and Three Kinds of 'No'
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
Keywords: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics
Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Harvard Business School Working Paper, No. 17-055, December 2016. (Revised March 2017, a version of this article is forthcoming in the Negotiation Journal, April 2017.)