Publications

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

May 2006
Supplement

The Brent Spar Campaign (B): Rescuing Greenpeace?

By: James K. Sebenius and Natasha Affolder

Keywords: Green Technology Industry

fall 1995
Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley

Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation

20 Dec 2016
First Look

December 20, 2016

years, this paper presents a significant revision of the model of creativity and innovation in organizations published in Research in Organizational Behavior in 1988. This update focuses primarily on the individual-level psychological processes implicated in creativity... View Details

Keywords: Carmen Nobel

October 2, 2000
Article

Interests, Value and the Art of the Best Deal

By: James K. Sebenius and David A. Lax

Keywords: Value; Interests

September 2017 (Revised March 2019)
Supplement

Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)

By: James K. Sebenius and Laurence A. Green

In 1976, United States Secretary of State Henry A. Kissinger conducted a series of intricate, multiparty negotiations in Southern Africa to persuade white Rhodesian leader Ian Smith to accede to black majority rule. Conducted near the end of President Gerald Ford’s... View Details

Keywords: Equality and Inequality; Race; Negotiation Process; Negotiation Participants; Negotiation Deal; Government and Politics; Africa; United States

2011
Working Paper

From Single Deals to Negotiation Campaigns

By: David A Lax and James K. Sebenius

Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details

Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues

Read Now

March 2008 (Revised June 2012)
Background Note

ADR Choices

By: Michael Wheeler, James Sebenius and Marjorie Aaron

Six different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to... View Details

Keywords: Lawsuits and Litigation; Managerial Roles; Negotiation; Agreements and Arrangements; Conflict Management

March 1998
Case

Bumper Acquisition (B), A

By: James K. Sebenius and David T. Kotchen

Picks up the negotiation between Thermo-Impact and Medallion Capital where the (A1) and A2) cases leave off. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. This case brings the negotiation through May 1996. Students view developments... View Details

Keywords: Negotiation Process; Negotiation Tactics; Negotiation Participants; Decision Making; Entrepreneurship; Manufacturing Industry; Auto Industry; Illinois

December 1985
Case

Salty Dog: Snowytown (B): Confidential Instructions for Snowytown

By: David A. Lax and James K. Sebenius

November 2004
Article

Anchoring the Big Picture

By: David A. Lax and James K. Sebenius

2022
Article

Social Interactivity in Live Video Experiences Reduces Loneliness

By: Benjamin T. Kaveladze, Robert R. Morris, Rosa Victoria Dimitrova-Gammeltoft, Amit Goldenberg, James J. Gross, Judd Antin, Melissa Sandgren and Melissa C. Thomas-Hunt

Background: Loneliness, especially when chronic, can substantially reduce one's quality of life. However, positive social experiences might help to break cycles of loneliness by promoting more prosocial cognitions and behaviors. Internet-mediated live video... View Details

Keywords: Lonelines; Social Connection; Internet-mediated Communication; Experiment; Emotions; Well-being; Interpersonal Communication; Internet

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10 Aug 2022
News

Generosity Multiplied

Photo courtesy James Reed 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... View Details

Keywords: Margie Kelley

Web

Rock 100: The Summit - Entrepreneurship

Compilation of posts on business development , Tom Eisenmann Don't be Shark Bait - Protecting your Financial Upside as an Entrepreneur 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals , David Lax & James... View Details

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

Keywords: Negotiation; Trade; United States; Singapore

SSRN

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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

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

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