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- All HBS Web
(1,743)
- People (1)
- News (408)
- Research (1,178)
- Multimedia (14)
- Faculty Publications (627)
- 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
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
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
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
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
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
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
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
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
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
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
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
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
- 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
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
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