Publications

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

November 2012
Article

Deal Making 2.0: A Guide to Complex Negotiations

By: David A. Lax and James K. Sebenius

October 2009
Supplement

ADR Choices Video (Alternative Dispute Resolution Vignettes)

Keywords: Media

October 30, 1994
Article

Sports Strikes: Let the Games Continue

Keywords: Labor; Disruption; Sports Industry

September 9, 1994
Article

Virtual Strike

September 1991
Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

January 2005 (Revised February 2005)
Case

Ray Rogers and the Corporate Campaign (A)

Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental... View Details

Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States

December 2003
Case

George Mitchell in Northern Ireland (B)

By: James K. Sebenius and Daniel F. Curran

Examines the strategies and tactics that U.S. negotiator George Mitchell used during his two-year tenure as chairman of the all-party talks in Northern Ireland. His efforts culminated in the signing of the historic Good Friday Accords. A revised version of an earlier... View Details

Keywords: Policy; International Relations; Agreements and Arrangements; Negotiation Tactics; Northern Ireland; United States

March 1998 (Revised August 2000)
Case

Bumper Acquisition (C), A

By: James K. Sebenius and David T. Kotchen

Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions... View Details

Keywords: Decisions; Negotiation Process; Negotiation Participants; Entrepreneurship; Acquisition; Manufacturing Industry; Auto Industry; Illinois

December 1985 (Revised September 1987)
Case

Salty Dog: Smith Brothers (A): Confidential Instructions

By: David A. Lax and James K. Sebenius

November 2003
Article

3-D Negotiation: Playing the Whole Game

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

July 2000 (Revised August 2001)
Case

Telecom Italia Takeover (D): Bernabe's Revenge

By: Michael D. Watkins, James K. Sebenius and Ann Leamon

Supplements the (A) case. View Details

Keywords: Telecommunications Industry; Manufacturing Industry; Italy

October 2004
Article

Two Paths to Peace: Contrasting George Mitchell in Northern Ireland with Richard Holbrooke in Bosnia-Herzegovina

By: Daniel F. Curran, James K. Sebenius and Michael Watkins

Keywords: Bosnia and Hercegovina

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

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