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- News (38)
- Research (402)
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- 20 Jul 2010
- First Look
First Look: July 20
this case:http://cb.hbsp.harvard.edu/cb/product/710408-PDF-ENG C.K. Claridge, Inc James K. SebeniusHarvard Business School Case 910-045 Sued for patent infringement, chemical manufacturer C.K. Claridge (CKC)... View Details
Keywords: Martha Lagace
- 06 Dec 2011
- First Look
First Look: Dec. 6
Brookings Institution Press, 2011 An abstract is unavailable at this time. Read the paper: http://www.people.hbs.edu/asunderam/Economics_of_Housing_Finance_Reform_Brookings.pdf Negotiating with Iran: Cultural and Historical Insights Author:James View Details
Keywords: Sean Silverthorne
- 13 Nov 2012
- First Look
First Look: November 13
2.0: A Guide to Complex Negotiations Authors:David A. Lax and James K. Sebenius Publication:Harvard Business Review 90, no. 11 (November 2012) Abstract An abstract is... View Details
Keywords: Sean Silverthorne
- 12 Jul 2011
- First Look
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
- 2016
- Working Paper
Henry A. Kissinger as Negotiator: Background and Key Accomplishments
By: James K. Sebenius, Laurence A. Green and Eugene B. Kogan
Following a brief summary of Henry A. Kissinger’s career, this paper describes six of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People’s Republic of China, the easing of geopolitical tension with the Soviet Union,... View Details
Keywords: Kissinger; Bargaining; Diplomacy; Multiparty Negotiations; Dispute Resolution; Mediation; Coercive Diplomacy; Negotiation; International Relations; Personal Development and Career; United States
Sebenius, James K., Laurence A. Green, and Eugene B. Kogan. "Henry A. Kissinger as Negotiator: Background and Key Accomplishments." Harvard Business School Working Paper, No. 15-040, November 2014. (Revised December 2016.)
- November/December 1997
- Article
La estructura del acuerdo
Sebenius, James K. "La estructura del acuerdo." Gestión (Argentina) 2, no. 6 (November/December 1997): 96–101. (interview format.)
- Article
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
Sebenius, James K. "Seven Negotiation Lessons from Amazon's HQ Disaster in Queens." Harvard Business School Working Knowledge (March 8, 2019).
- Article
Dealmaking Secrets from Henry Kissinger
Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.
- Article
Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?"
Why, if an outcome is in the interests of both sides, should it not be negotiated rather than unilaterally imposed? This comment offers additional reasons to prefer negotiation (beyond those adduced in the original article) over unilateral action, even where such... View Details
Sebenius, James K. Avoiding the Costs of Negotiation: A Commentary on "Is Unilateralism Always Bad?". Negotiation Journal 30, no. 2 (April 2014): 165–168.
- November 2012
- Article
Are You Ready for the 'Hardest Question'?
Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the... View Details
Sebenius, James K. "Are You Ready for the 'Hardest Question'?" Negotiation 15, no. 11 (November 2012): 4–5.
- January 2012
- Supplement
Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)
Sebenius, James K. "Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)." Harvard Business School Video Supplement 912-701, January 2012.
- November 2010
- Article
Beyond the Deal: Wage a 'Negotiation Campaign'
While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details
Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital
Sebenius, James K. "Beyond the Deal: Wage a 'Negotiation Campaign'." Negotiation 13, no. 11 (November 2010).
- September 2009
- Article
Hidden Roadblocks in Cross-Border Talks
While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making
Sebenius, James K. "Hidden Roadblocks in Cross-Border Talks." Negotiation 12, no. 9 (September 2009): 8.
- Article
The Computer as Mediator: Law of the Sea and Beyond
Sebenius, James K. "The Computer as Mediator: Law of the Sea and Beyond." Journal of Policy Analysis and Management 1, no. 1 (Fall 1981): 77–95.
- October 2000 (Revised December 2008)
- Case
Doyle's Dealmaking Dilemma (A): Negotiating the Job Search
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details
Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career
Sebenius, James K. "Doyle's Dealmaking Dilemma (A): Negotiating the Job Search." Harvard Business School Case 801-229, October 2000. (Revised December 2008.)
- August 1999
- Case
Double Dealmaking in the Browser Wars (B)
Supplements the (A) case. View Details
Sebenius, James K. "Double Dealmaking in the Browser Wars (B)." Harvard Business School Case 800-051, August 1999.
- September 2006
- Article
Facing a Protracted Dispute? Consider a 'Virtual Strike'
Keywords: Conflict and Resolution
Sebenius, James K. "Facing a Protracted Dispute? Consider a 'Virtual Strike'." Negotiation 9, no. 9 (September 2006): 7–9.
- September 12, 1990
- Editorial
Of Red Ink and the Greenhouse
Sebenius, James K. "Of Red Ink and the Greenhouse." Christian Science Monitor (September 12, 1990), 19. (Editorial.)