by James K. Sebenius - Publications - Faculty & Research

December 2013
Case

Bruce Allyn: Negotiating with the KGB (A)

Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was... View Details

Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union

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2022
Article

Improving Efficiency and Reducing Costs of MRI-Guided Prostate Brachytherapy Using Time-Driven Activity-Based Costing

By: Nikhil G. Thaker, Rajat J. Kudchadker, James R. Incalcaterra, Tharakeswara K. Bathala, Robert S. Kaplan, Ankit Agarwal, Deborah A. Kuban, Benjamin D. Frank, Prajnan Das, Thomas W. Feeley and Steven J. Frank

Integrated quality improvement (QI) and cost reduction strategies can help increase value in cancer care. We applied standard QI and TDABC methods to improve workflow efficiency and reduce costs for MRI-guided prostate brachytherapy. We constructed process maps,... View Details

Keywords: Brachytherapy; Quality Improvement; Prostate; Time-Driven Activity-Based Costing; Cost Accounting; Health Care and Treatment; Performance Efficiency; Health Industry

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Fall 2011
Article

Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective

By: Gavin Clarkson and James K. Sebenius

Indian tribes and U.S. states often find themselves at the bargaining table, often negotiating "compacts" to govern gaming operations on tribal lands. The operational success of the Pequot gaming operation in Connecticut, Foxwoods, and the substantial revenue shared... View Details

Keywords: Strategy; Ethnicity; Negotiation Tactics; Race; Social Issues; Relationships; Government and Politics; Economics; United States

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10 Aug 2010
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First Look: August 10

available at this time. Read this article: http://www.responsible-investor.com/home/article/one_report Working PapersDeveloping Negotiation Case Studies Author:James K. Sebenius Abstract While a great deal... View Details

Keywords: Martha Lagace

12 Jul 2011
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First Look: July 12

resolution of the U.S. Department of Justice investigation for tax fraud and the increasing pressure on the wealth management business. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/111090-PDF-ENG The Israeli-Palestinian Negotiating Partners: 2010 Strategic... View Details

Keywords: Carmen Nobel

2024
Case

Christiana Figueres and the Paris Climate Negotiations (B)

By: James K. Sebenius, Laurence A. Green, Hannah Riley-Bowles, Lara SanPietro and Mina Subramanian

This three-part, stop action case study, structured for classroom discussion, centers on Harvard’s Program on Negotiation 2022 Great Negotiator, Christiana Figueres, and her efforts as Executive Secretary of the United Nations Framework Convention on Climate Change... View Details

Keywords: Climate Change; Negotiation; Environmental Regulation; International Relations; Leadership

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May 2000 (Revised August 2001)
Case

Telecom Italia Takeover (A)

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

After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details

Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy

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October 2021
Case

Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

By: James K. Sebenius and Alex Green

When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details

Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry

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17 Jan 2017
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First Look at New Research: January 17

https://www.hbs.edu/faculty/Pages/item.aspx?num=52103 forthcoming Negotiation Journal Learning from Howard Raiffa: Interpersonal, Intellectual, and Institutional Nuggets By: Sebenius, James K.... View Details

Keywords: Sean Silverthorne

13 Mar 2018
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March 13, 2018

multidivisional enterprises that have diversified into related product lines. The present book aims to fill in this gap in the literature by adopting a coherent approach to this elusive subject. Publisher's link:... View Details

Keywords: Sean Silverthorne

2014
Working Paper

Tommy Koh: Background and Major Accomplishments of the 'Great Negotiator, 2014'

By: James K. Sebenius and Laurence A. Green

Significant negotiation-related achievements from career of Ambassador Tommy Koh of Singapore are highlighted in brief form along with elements of his background and career. In light of these accomplishments, Koh was selected as the recipient of the 2014 Great... View Details

Keywords: Negotiation; International Relations; Personal Development and Career; United States; Singapore; Baltic Countries; Southeast Asia

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04 Dec 2012
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First Look: December 4

the detrimental effects of each trigger. We conclude by discussing implications and recommendations for organizational scholars to take a more integrative approach to developing and evaluating theory about unethical behavior. Learning... View Details

Keywords: Carmen Nobel

06 Nov 2012
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First Look: November 6

understood and managed. The key to success? Incentives. Fortunately, new research has shed light on the role incentives can play in promoting new ideas, but these findings have been absent from innovation literature-until now. By using... View Details

Keywords: Sean Silverthorne

13 Feb 2018
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New Research and Ideas, February 13, 2018

https://www.hbs.edu/faculty/Pages/item.aspx?num=53941 forthcoming Harvard International Review Henry Kissinger and Robert Mugabe: The Forgotten Connection via a Remarkably Creative Negotiation By: Sebenius, James View Details

Keywords: Sean Silverthorne

14 Sep 2010
First Look

First Look: September 14, 2010

problem when they first emerged but was ultimately overcome by changes in the innovation ecosystem. However, incumbents in the oil and power sector are different in two respects. First, they are producing a commodity and hence face little... View Details

Keywords: Sean Silverthorne

Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details