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  • 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
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Sebenius, James K., and Laurence A. Green. "Henry Kissinger: Negotiating Black Majority Rule in Rhodesia (B)." Harvard Business School Supplement 918-004, September 2017. (Revised March 2019.)
  • 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
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Lax, David A., and James K. Sebenius. "From Single Deals to Negotiation Campaigns." Harvard Business School Working Paper, No. 12-046, December 2011.
  • 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
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Wheeler, Michael, James Sebenius, and Marjorie Aaron. "ADR Choices." Harvard Business School Background Note 908-040, March 2008. (Revised June 2012.)
  • 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
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Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (B), A." Harvard Business School Case 898-200, March 1998.
  • December 1985
  • Case

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

By: David A. Lax and James K. Sebenius
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Lax, David A., and James K. Sebenius. "Salty Dog: Snowytown (B): Confidential Instructions for Snowytown." Harvard Business School Case 186-157, December 1985.
  • November 2004
  • Article

Anchoring the Big Picture

By: David A. Lax and James K. Sebenius
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Lax, David A., and James K. Sebenius. "Anchoring the Big Picture." Negotiation 7, no. 11 (November 2004): 9–11.
  • 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
  • January 2006 (Revised October 2009)
  • Case

Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
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Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J." Harvard Business School Case 906-026, January 2006. (Revised October 2009.)
  • March 1999 (Revised November 2001)
  • Case

Honda-Rover (C): "The Sting"

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
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Nanda, Ashish, James K. Sebenius, and Ron Fortgang. Honda-Rover (C): "The Sting". Harvard Business School Case 899-225, March 1999. (Revised November 2001.)
  • 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
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Leary, Kimberlyn, James K. Sebenius, and Joshua Weiss. "Negotiating the Path of Abraham." Harvard Business School Working Paper, No. 10-049, December 2009.
  • 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
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Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-2): Confidential Instructions for the Boston Sharks General Manager." Harvard Business School Supplement 906-027, January 2006. (Revised October 2009.)
  • 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
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Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (D): The Changing Tide of the BMW-Rover Alliance." Harvard Business School Case 899-226, March 1999. (Revised November 2001.)
  • 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
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Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (A): Crafting an Alliance." Harvard Business School Case 899-223, March 1999. (Revised November 2001.)
  • Web

Search Fund Fellowship | MBA

Through Acquisition (ETA) search. It is renewable for one year for total support of $130,000. During the fellowship period, HBS faculty will meet regularly with recipients to provide ongoing mentorship and guidance. This program is funded View Details
  • 01 Dec 2005
  • News

Buy the Book

television, and sports.” Deighton examines three classic ages of marketing by contrasting the strategies of the publishing industry, James Patterson, and book clubs. In 19th-century agricultural marketing,... View Details
Keywords: Julia Hanna; Colleges, Universities, and Professional Schools; Educational Services; Market Research, Photo, Translation, Veterinary and Other Services; Professional Services
  • Web

Politics and War - Coin and Conscience – Baker Library | Bloomberg Center, Historical Collections

Threadneedle-Street in Danger! view image Hand-colored etching by James Gillray (1757–1815). [London], Published by H. Humphrey, May 22, 1797. 24.8 x 34 cm, image DA gb29a xx A... View Details
  • 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
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Larkin, Ian, James K. Sebenius, and Guhan Subramanian. "Negotiating Star Compensation at the USAWBL (A-3): Confidential Instructions for Jesse J's Agent." Harvard Business School Supplement 906-028, January 2006. (Revised October 2009.)
  • 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
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Nanda, Ashish, James K. Sebenius, and Ron Fortgang. "Honda-Rover (B): Honda Draws the Line." Harvard Business School Case 899-224, March 1999. (Revised November 2001.)
  • 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
  • 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
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