Publications

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

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

Read Now

January 2006 (Revised October 2009)
Supplement

Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent

By: Ian Larkin, James K. Sebenius and Guhan Subramanian

March 1999 (Revised November 2001)
Case

Honda-Rover (B): Honda Draws the Line

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Supplements the (A) case. View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

2009
Working Paper

Negotiating the Path of Abraham

By: Kimberlyn Leary, James K. Sebenius and Joshua Weiss

In the face of daunting barriers, the Abraham Path Initiative envisions uncovering and revitalizing a route of cultural tourism that follows the path of Abraham and his family some 4,000 years ago across the Middle East. It begins in the ancient ruins of Harran, in... View Details

Keywords: Development Economics; Social Entrepreneurship; Negotiation; Business and Community Relations; Business and Government Relations; Religion; Environmental Sustainability; Tourism Industry; Middle East

Read Now

January 2006 (Revised October 2009)
Supplement

Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager

By: Ian Larkin, James K. Sebenius and Guhan Subramanian

Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry; Boston

March 1999 (Revised November 2001)
Case

Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Supplements the (A) case. View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

March 1999 (Revised November 2001)
Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang

Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details

Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom

31 Mar 2011
News

Building an Online Swap Shop

Reinhart: Deriving success in derivative markets. thredUP, a children’s clothing swap Web site cofounded by HBS classmates James Reinhart and Chris Homer (MBA ’09), expanded into toys last fall, just in time... View Details

Keywords: Clothing and Clothing Accessories Stores; Retail Trade

21 May 2016
News

The Age of Consignment

article highlights the efforts of online fashion resellers Material Wrld, founded by Rie Yano and Jie Zheng (both MBA 2010), and thredUP, founded by Christopher Homer and James... View Details

December 2011
Case

Peace, Non-Aligned: The Pragmatic Optimism of Lakhdar Brahimi

By: James K. Sebenius and Laurence A. Green

Describes the background and career of Lakhdar Brahimi in numerous roles ranging from Algeria's ambassador to Indonesia and the Arab League, to serving as that country's foreign minister, and to his many years at the United Nations, with special emphasis on his actions... View Details

Keywords: Leadership; Conflict Management; Personal Development and Career; Government and Politics; Algeria

November 2010
Supplement

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)

By: James K. Sebenius and Jason Cheng Qian

Details and evaluates results in Esquel's 2002 initiative to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. View Details

Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Outcome or Result; 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

September 2004
Article

Anchoring Expectations

By: David A Lax and James K. Sebenius

2003
Article

The Mediator as Coalition-Builder: George Mitchell in Northern Ireland

By: Daniel F. Curran and James K. Sebenius

Keywords: Alliances

January 2002
Article

Dealcrafting: The Substance of Three Dimensional Negotiation

By: David A. Lax and James K. Sebenius

Keywords: Negotiation

25 Feb 2020
News

@Soldiers Field

videos, webinars, and podcasts. (photo by Susan Young) LEAD INVESTORS Hamilton James (MBA 1975), Tricia Glynn (MBA 2008), Jim Breyer (MBA 1987), and Dayna Grayson (MBA 2006) delivered keynote addresses at... View Details

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