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All HBS Web
(1,736)
- People (1)
- News (398)
- Research (1,161)
- Multimedia (9)
- Faculty Publications (609)
- November 2021
- Supplement
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation.
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- May 2021
- Supplement
Career at a Crossroads? (B)
By: James K. Sebenius and Alex Green
A career professional at a major consumer goods company, Kym Lew Nelson is hoping to negotiate a promotion to vice president, which would make her one of the senior-most African American women in the organization. But when Nelson’s white German boss arrives in the...
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Sebenius, James K., and Alex Green. "Career at a Crossroads? (B)." Harvard Business School Supplement 921-019, May 2021.
- Article
Three Ethical Issues in Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
- April 2010
- Case
Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)
By: James K. Sebenius and Ellen Knebel
CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of...
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Keywords:
Customer Relationship Management;
Crisis Management;
Negotiation Tactics;
Conflict Management;
Apparel and Accessories Industry;
North America
Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)." Harvard Business School Case 910-043, April 2010.
- October 2009
- Case
Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (A)
By: James K. Sebenius and Ellen Knebel
This case describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success along with several of...
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- July 2009
- Supplement
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart - Video
By: James K. Sebenius and Ellen Knebel
Keywords:
Negotiation
Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart - Video." Harvard Business School Video Supplement 910-703, July 2009.
- winter 1980
- Article
Evolving Terms of Mineral Agreements: Risk, Reward, and Participation in Deep Seabed Mining
By: James K. Sebenius and Mati Pal
Sebenius, James K., and Mati Pal. "Evolving Terms of Mineral Agreements: Risk, Reward, and Participation in Deep Seabed Mining." Columbia Journal of World Business 15, no. 4 (winter 1980): 75–83.
- April 2007 (Revised January 2010)
- Supplement
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)
By: James K. Sebenius and Ellen Knebel
Supplements the (A) case.
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Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (B)." Harvard Business School Supplement 907-014, April 2007. (Revised January 2010.)
- March 1997
- Case
Stone Container in Honduras (B)
By: Hannah Bowles and James K. Sebenius
Supplements the (A) case.
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Keywords:
Negotiation Preparation;
Negotiation Types;
Environmental Sustainability;
Conflict of Interests;
Globalized Firms and Management;
Developing Countries and Economies;
Government and Politics;
Manufacturing Industry;
Pulp and Paper Industry;
Honduras;
Chicago
Bowles, Hannah, and James K. Sebenius. "Stone Container in Honduras (B)." Harvard Business School Case 897-173, March 1997.
- 1989
- Chapter
Analytic Themes of the U.S. Program on the Processes of International Negotiation
By: James K. Sebenius and Howard Raiffa
- 1992
- Chapter
Multilateral Conference Mediation: Tommy Koh and the Law of the Sea
By: James K. Sebenius and Lance Antrim
Sebenius, James K., and Lance Antrim. "Multilateral Conference Mediation: Tommy Koh and the Law of the Sea." In Mediation in International Relations: Multiple Approaches to Conflict Management, edited by Jacob Bercovitch and Jeffrey Z. Rubin, 97–130. London: Macmillan Publishing, 1992.
- May 2021
- Supplement
Paul Levy: Confronting a 'Corporate Campaign' (B)
By: James K. Sebenius and Isaac Silberberg
Paul Levy, CEO of the Beth Israel Deaconess Medical Center hospital is faced with a formidable negotiation campaign to unionize staff at BIDMC. Armed only with his personal blog, does Paul stand a chance against the union's multi-million dollar organizing budget?
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- January 2020
- Supplement
John Branca: Negotiating Michael Jackson’s Thriller (B)
By: James K. Sebenius and Alex Green
Supplements the (A) case.
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Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson’s Thriller (B)." Harvard Business School Supplement 920-036, January 2020.
- 2017
- Chapter
High Stakes Negotiation: Indian Gaming and Tribal/State Compacts
By: Gavin Clarkson and James K. Sebenius
Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such...
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Keywords:
Indian Gaming;
Negotiation;
Regulation;
Tribal Sovereignty;
Sovereign Finance;
Negotiation Participants;
Relationships;
Cooperation;
Connecticut
Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
- April 1985
- Article
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in:
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)
- December 2011
- Case
Negotiating the Path of Abraham
By: James K. Sebenius and Kimberlyn Leary
The Abraham Path Initiative board faces strategic and negotiating challenges in revitalizing a route of Middle East cultural tourism following Abraham's path 4000 years ago. The Path begins in the ancient ruins of Harran, in modern-day Turkey, where Abraham first heard...
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Keywords:
Nonprofit Organizations;
Governing and Advisory Boards;
Partners and Partnerships;
Negotiation;
Social Entrepreneurship;
Religion;
Culture;
Tourism Industry;
Israel;
Syria;
Middle East;
Turkey;
Jordan
Sebenius, James K., and Kimberlyn Leary. "Negotiating the Path of Abraham." Harvard Business School Case 912-017, December 2011.
- October 2009
- Supplement
Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)
By: James K. Sebenius and Ellen Knebel
This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success...
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- September 2008
- Case
Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart
By: James K. Sebenius and Ellen Knebel
In April 2001, Newell Rubbermaid's incoming CEO Joe Galli tapped Steve Scheyer to become President of Newell Rubbermaid's soon-to-be-created Wal-Mart Division. Scheyer had to renegotiate a partnership with Wal-Mart--Rubbermaid's largest customer--that had grown...
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- January 1997
- Article
The Effect of Multiple Anchors on Anchoring Individual and Group Judgment
By: James K. Sebenius and Glen Whyte
Sebenius, James K., and Glen Whyte. "The Effect of Multiple Anchors on Anchoring Individual and Group Judgment." Organizational Behavior and Human Decision Processes 69, no. 1 (January 1997): 75–85.
- September 2007
- Case
Peter Welz: When a Marquee Prospect Plays Hardball (B)
By: James K. Sebenius and Ellen Knebel
Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (B)." Harvard Business School Case 908-011, September 2007.