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Show Results For
- All HBS Web
(1,742)
- People (1)
- News (406)
- Research (1,165)
- Multimedia (11)
- Faculty Publications (613)
- March 2001 (Revised March 2016)
- Case
Charlene Barshefsky (A)
By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
Sebenius, James K., and Rebecca Hulse. "Charlene Barshefsky (A)." Harvard Business School Case 801-421, March 2001. (Revised March 2016.)
- April 1999
- Case
Steve Perlman and WebTV (B)
By: James K. Sebenius and Ron Fortgang
The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details
Keywords: Entrepreneurship; Business Startups; Agreements and Arrangements; Negotiation Process; Value Creation; Alliances; Technological Innovation; Business Exit or Shutdown; Television Entertainment; Media and Broadcasting Industry
Sebenius, James K., and Ron Fortgang. "Steve Perlman and WebTV (B)." Harvard Business School Case 899-271, April 1999.
- June 1997
- Case
Stone Container in Costa Rica (B)
By: James K. Sebenius and Hannah Bowles
Keywords: Costa Rica
Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (B)." Harvard Business School Case 897-141, June 1997.
- novembre–décembre 2004
- Article
Les théories de la négociation au service des pratiques du manager
By: Alain Pekar Lempereur and James Sebenius
Lempereur, Alain Pekar, and James Sebenius. "Les théories de la négociation au service des pratiques du manager." Revue française de gestion 30, no. 153 (novembre–décembre 2004): 9–11.
- 01 Jan 1977
- Conference Presentation
Short Term Natural Gas Consumption Forecasts: Optimal Use of National Weather Service Data
By: James K. Sebenius and Richard Lehman
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- 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
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
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
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
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
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
Sebenius, James K., and Hannah Bowles. "Stone Container in Costa Rica (A)." Harvard Business School Case 897-140, June 1997.
- 1992
- Chapter
Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions
By: James K. Sebenius and Michael Grubb
Keywords: Corporate Social Responsibility and Impact; Climate Change; Pollutants; Science-Based Business
Sebenius, James K., and Michael Grubb. "Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions." In Tradeable Permits to Reduce Greenhouse Gases, edited by Jan Corfee, 181–222. Paris: Organisation for Economic Co-operation and Development (OECD), 1992.
- 2014
- Working Paper
Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'
By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
Green, Laurence A., and James K. Sebenius. "Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'." Harvard Business School Working Paper, No. 15-053, December 2014.
- March 2013 (Revised March 2013)
- Case
Rough Justice: Stuart Eizenstat and Holocaust-era Asset Restitution (A)
By: James K. Sebenius and Laurence A. Green
Beginning in 1994, a series of articles and public disclosures indicated that Swiss banks may have retained assets belonging to victims of the Holocaust, and also may have engaged in long term attempts to block survivors' ability to recover those assets after World War... View Details
Keywords: Banking; Banking And Insurance; U.s. History; Germany; Europe; Governance; History; Negotiation; Business and Government Relations; Banking Industry; Insurance Industry; Germany; United States; Switzerland
Sebenius, James K., and Laurence A. Green. "Rough Justice: Stuart Eizenstat and Holocaust-era Asset Restitution (A)." Harvard Business School Case 913-037, March 2013. (Revised March 2013.)
- November 2010
- Case
Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)
By: James K. Sebenius and Jason Cheng Qian
Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details
Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu
Sebenius, James K., and Jason Cheng Qian. "Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)." Harvard Business School Case 911-031, November 2010.
- January 1999 (Revised August 1999)
- Background Note
Doing Business in Russia: Note on Negotiating in the "Wild East"
By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
- January 1998
- Case
From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co.
By: James K. Sebenius and David T. Kotchen
Designed as a follow-up to Morgan Stanley and S.G. Warburg: Investment Bank of the Future (A). View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Banking Industry; Financial Services Industry
Sebenius, James K., and David T. Kotchen. "From Wall Street to Main Street: Morgan Stanley, Dean Witter, Discover & Co." Harvard Business School Case 898-143, January 1998.
- January 1998
- Case
Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)
By: James K. Sebenius and David T. Kotchen
Supplements the (A) case. View Details
Keywords: Negotiation; Valuation; Investment Banking; Mergers and Acquisitions; Consolidation; Banking Industry; Financial Services Industry
Sebenius, James K., and David T. Kotchen. "Morgan Stanley and S.G. Warburg: Investment Bank of the Future (B)." Harvard Business School Case 898-141, January 1998.
- July/August 2004
- Article
How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation
By: David A. Lax and James K. Sebenius
Keywords: Negotiation
Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.