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← Page 63 of 1,746 Results →
  • January 11, 2023
  • Article

Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning

By: James K. Sebenius and Michael Singh
While there are many calls for negotiation between Ukraine and Russia to end their war, there does now (early 2023) not appear to be a zone of possible agreement (ZOPA), since each side's best no-agreement option ("BATNA") likely appears superior to any mutually... View Details
Keywords: Diplomacy; Agreements; Ukraine; International Relations; War; Negotiation; Ukraine; Russia
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Sebenius, James K., and Michael Singh. "Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning." ForeignAffairs.com (January 11, 2023).
  • October 2020
  • Supplement

John Branca: Negotiating the Beatles' Northern Songs Catalog (B)

By: James K. Sebenius and Alex Green
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Sebenius, James K., and Alex Green. "John Branca: Negotiating the Beatles' Northern Songs Catalog (B)." Harvard Business School Supplement 921-010, October 2020.
  • December 2007 (Revised April 2008)
  • Exercise

The Elcer Products Transaction: Confidential Information for Elcer Products Division President

By: James K. Sebenius and Guhan Subramanian
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
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Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
  • November 2006
  • Supplement

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)

By: James K. Sebenius and Ellen Knebel
Keywords: Plant-Based Agribusiness; Retail Industry; Consumer Products Industry; Agriculture and Agribusiness Industry
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Sebenius, James K., and Ellen Knebel. "Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B)." Harvard Business School Supplement 907-004, November 2006.
  • October 1999 (Revised June 2002)
  • Case

Case Brief: Stone Container in Honduras and Costa Rica

By: James K. Sebenius and Hannah Bowles
Summarizes contents of two full-length cases. The cases provide examples of two different approaches to managing complex multi-party negotiations with stakeholders. A rewritten version of an earlier case. View Details
Keywords: Negotiation Participants; Costa Rica; Honduras
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Sebenius, James K., and Hannah Bowles. "Case Brief: Stone Container in Honduras and Costa Rica." Harvard Business School Case 800-137, October 1999. (Revised June 2002.)
  • June 1997
  • Case

Stone Container in Costa Rica (A)

By: James K. Sebenius and Hannah Bowles
Keywords: Costa Rica
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Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
  • 01 Sep 2013
  • News

Passion & Purpose

photography by Susan Young See full profiles and more photographs here. In August, five HBS alumni returned to campus to accept the School's highest honor. This year's award recipients have contributed significantly to their companies and... View Details
Keywords: awards; Finance; Computer Systems Design and Related Services; Professional Services; Management, Scientific, and Technical Consulting Services; Professional Services
  • July 31, 2017
  • Article

A Commitment Contract to Achieve Virologic Suppression in Poorly Adherent Patients with HIV/AIDS

By: Marcella Alsan, John Beshears, Wendy S. Armstrong, James J. Choi, Brigitte C. Madrian, Minh Ly T. Nguyen, Carlos Del Rio, David Laibson and Vincent C. Marconi
Objective: Assess whether a commitment contract informed by behavioral economics leads to persistent virologic suppression among HIV-positive patients with poor antiretroviral therapy (ART) adherence. Design: Single-center pilot randomized clinical trial and a... View Details
Keywords: Adherence; Antiretroviral Therapy; Behavioral Economics; Commitment Contract; Financial Incentives; HIV-1 Virologic Suppression; Health Disorders; Motivation and Incentives
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Alsan, Marcella, John Beshears, Wendy S. Armstrong, James J. Choi, Brigitte C. Madrian, Minh Ly T. Nguyen, Carlos Del Rio, David Laibson, and Vincent C. Marconi. "A Commitment Contract to Achieve Virologic Suppression in Poorly Adherent Patients with HIV/AIDS." AIDS 31, no. 12 (July 31, 2017): 1765–1769.
  • 1989
  • Chapter

Analytic Themes of the U.S. Program on the Processes of International Negotiation

By: James K. Sebenius and Howard Raiffa
Keywords: Negotiation Process; International Relations; United States
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Sebenius, James K., and Howard Raiffa. "Analytic Themes of the U.S. Program on the Processes of International Negotiation." In Processes of International Negotiation, edited by Frances Mautner-Markhof, 293–303. Boulder, CO: Westview Press, 1989.
  • 1992
  • Chapter

Multilateral Conference Mediation: Tommy Koh and the Law of the Sea

By: James K. Sebenius and Lance Antrim
Keywords: Negotiation; International Relations; Laws and Statutes
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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? View Details
Keywords: Healthcare; Healthcare Industry; Hospital Management; Unions; Negotiation Campaign; Blog; Health Care and Treatment; Labor; Labor Unions; Labor and Management Relations; Negotiation; Strategy; Social Media; Health Industry; Massachusetts; United States
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Sebenius, James K., and Isaac Silberberg. "Paul Levy: Confronting a 'Corporate Campaign' (B)." Harvard Business School Supplement 921-011, May 2021.
  • January 2020
  • Supplement

John Branca: Negotiating Michael Jackson’s Thriller (B)

By: James K. Sebenius and Alex Green
Supplements the (A) case. View Details
Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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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... View Details
Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
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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
Keywords: Negotiation; Power and Influence
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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.)
  • 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... View Details
Keywords: Nonprofit Organizations; Governing and Advisory Boards; Partners and Partnerships; Negotiation; Social Entrepreneurship; Religion; Culture; Tourism Industry; Israel; Syria; Middle East; Turkey; Jordan
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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... View Details
Keywords: Negotiation Style; Partners and Partnerships; Leadership; Value Creation; Problems and Challenges; Distribution Channels; Distribution Industry
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Sebenius, James K., and Ellen Knebel. "Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)." Harvard Business School Supplement 910-005, October 2009.
  • 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... View Details
Keywords: Customer Focus and Relationships; Distribution Channels; Partners and Partnerships; Negotiation Process
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Sebenius, James K., and Ellen Knebel. "Steven Scheyer: Renegotiating the Newell Rubbermaid Relationship with Wal-Mart." Harvard Business School Case 909-013, September 2008.
  • January 1997
  • Article

The Effect of Multiple Anchors on Anchoring Individual and Group Judgment

By: James K. Sebenius and Glen Whyte
Keywords: Groups and Teams; Judgments; Agreements and Arrangements
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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
Keywords: Negotiation; Negotiation Style; Conflict and Resolution
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Sebenius, James K., and Ellen Knebel. "Peter Welz: When a Marquee Prospect Plays Hardball (B)." Harvard Business School Case 908-011, September 2007.
  • January 2007
  • Case

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel
Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding... View Details
Keywords: Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales
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Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
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