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David Ager
David Ager is a Senior Lecturer in Executive Education. He engages CEOs, CHROs, and their teams to design and deliver customized executive development experiences for executive, senior and high potential leaders. The companies hail from diverse sectors including energy, fast moving consumer goods, quick service food, finance, government, media, automotive, retail, gems and jewelry, spirits and...
Faculty
David Shin
David Shin is a doctoral student in the Organizational Behavior program jointly offered by Harvard Business School and the Department of Sociology at Harvard University. His research explores how people navigate intra-organizational networks. In particular, he is interested in when and why individuals seek exceptions to existing organizational arrangements, leverage them in unintended ways, or...
Faculty
David G. Fubini
David G. Fubini is a Senior Lecturer in the Organizational Behavior Unit and leader of the Leading Professional Services Firm and Mergers & Acquisitions Programs for Harvard Business School’s Executive Education. His MBA teaching has concentrated on teaching the Organizational Behavior, Marketing, Leadership & Corporate Accountability, and Ethics required courses. For second year...
Faculty
David S. Scharfstein
David Scharfstein is the Edmund Cogswell Converse Professor of Finance and Banking at Harvard Business School. He has written on a wide range of topics in finance, including risk management, financial distress, corporate investment, capital structure, and venture capital. His current research focuses on financial intermediation and financial regulation, including work on risks in banks and...
Faculty
David A. Moss
David Moss is the Paul Whiton Cherington Professor at Harvard Business School, where he teaches in the Business, Government, and the International Economy (BGIE) unit. He earned his B.A. from Cornell University and his Ph.D. from Yale. In 1992-1993, he served as a senior economist at Abt Associates. He joined the Harvard Business School faculty in July 1993. Professor Moss’s early research...
Faculty
David A. Thomas
David Thomas is H. Naylor Fitzhugh Professor of Business Administration at Harvard Business School. His research addresses issues related to executive development, cultural diversity in organizations, leadership and organizational change. He recently served as a professor of management at Georgetown University’s McDonough School of Business, where he served as dean from 2011 to 2016. During his...
Faculty
David B. Yoffie
Professor David B. Yoffie is the Max and Doris Starr Professor of International Business Administration at Harvard Business School. A member of the HBS faculty since 1981, Professor Yoffie received his Bachelor's degree summa cum laude and Phi Beta Kappa from Brandeis University and his Master's and Ph.D. degrees from Stanford University. Over the last two and a half decades, Professor Yoffie...
Faculty
David E. Bell
David E. Bell is a Baker Foundation Professor at HBS. He has taught marketing many times in the MBA program including as course head. During his career at HBS, David has taught a variety of other courses to both MBAs and executives, including risk management, retailing, ethics, and managerial economics. Professor Bell runs the annual Agribusiness Seminar for executives and has taught an MBA...
Faculty
David J. Collis
For the past thirty years David J. Collis has been a professor at the Harvard Business School, where he was only the second ever full-time Adjunct Professor appointed. Previously, he was the Thomas Henry Carroll Ford Foundation Adjunct Professor, the MBA Class of 1958 Senior Lecturer and an Associate Professor in the Strategy group at the Harvard Business School, having also completed five years...
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
agreed-upon recommendations—even when fewer participants could complete the consulting projects more efficiently. Ron S. Fortgang, David A. Lax, and James View Details
- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
Review excerpt below, Professor James K. Sebenius describes number six on the list, "Failing to correct for skewed vision." Negotiators... View Details
Keywords: by James K. Sebenius
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
guy who calls the guy.'" When David Lax, my coauthor on 3-D Negotiation: Creating and Claiming Value for the Long Term (forthcoming from Harvard Business School Press), View Details
Keywords: by James K. Sebenius
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
with no place to hide." ... dispute resolution can look very different in different cultures.—James K. Sebenius U.S. companies like Stone—and others from cultures with strong legal systems—frequently... View Details
Keywords: by James K. Sebenius
- 08 Mar 2019
- Research & Ideas
Seven Negotiation Lessons from Amazon's HQ Disaster in Queens
to address their concerns, and having built enough support and neutralized enough opposition to overwhelm those who remain unconditionally hostile, the odds of a fatal blocking coalition forming can be... View Details
- 19 Mar 2019
- First Look
New Research and Ideas, March 19, 2019
from the Negotiations That Wrested the NFL from CBS By: Sebenius, James K. Abstract—A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s... View Details
Keywords: Dina Gerdeman
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
is an essential skill, and where the science of negotiation is headed. Negotiation is a core competence for life, "not merely an important skill to be wheeled out for special occasions," they argue. View Details
Keywords: by Martha Lagace
- January 2008
- Supplement
Joe Bachelder: Reflections
By: Brian Hall and James K. Sebenius
After Charles Suarez's failed compensation negotiations with Victor, Suarez's attorney, Joe Batchelder, joined class discussions of the case in a course taught by Professor Brian Hall. Professor James Sebenius also interviewed Joe Bachelder at length on this case and... View Details
- 2014
- Working Paper
Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'
By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
- 13 Jan 2009
- First Look
First Look: January 13, 2009
and, as a result, gain the capacity to curb its influence. Download the paper: http://www.hbs.edu/research/pdf/07-099.pdf Cultural Notes on Chinese Negotiating Behavior Authors:James K. Sebenius View Details
Keywords: Martha Lagace
- 26 Oct 2010
- First Look
First Look: October 26, 2010
Author:James K. Sebenius Publication:Negotiation Journal 27, no. 1 (January 2011) Abstract While a great deal of excellent advice exists for producing case studies on managerially relevant topics in general,... View Details
Keywords: Sean Silverthorne
- 13 Jul 2010
- First Look
First Look: July 13
he was unsure how clients would respond. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/310064-PDF-ENG Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A) James K. View Details
Keywords: Martha Lagace
- 21 Dec 2010
- First Look
First Look: December 21
American corporations manage the racial composition of their elite leadership groups in response to these norms. What Can We Learn from 'Great Negotiations'? Author:James K. Sebenius Publication:Negotiation... View Details
- 14 Jan 2014
- First Look
First Look: January 14
isn't easy. Publisher's link: http://sloanreview.mit.edu/article/strategic-decisions-for-multisided-platforms/ January 2014 Harvard Business Review The New Patterns of Innovation By: Parmar, Rashik, Ian Mackenzie, David Cohn, View Details
Keywords: Sean Silverthorne
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
- 09 Jul 2020
- Research & Ideas
It’s Time to Reset Decision-Making in Your Organization
James Lemoine, an assistant professor in the Organization and Human Resources Department of the School of Management at the University at Buffalo, have written extensively on... View Details
Keywords: by Boris Groysberg and Sarah Abbott
- 12 Jan 2010
- First Look
First Look: Jan. 12
engaging in real earnings management and suggest the effects on subsequent reporting periods and competitor behavior are greater than previously documented. Download the paper:... View Details
Keywords: Martha Lagace
- 1992
- Chapter
Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing
By: James K. Sebenius and David Lax
- 05 Feb 2013
- First Look
First Look: Feb. 5
Authors:Sebenius, James K. Publication:Negotiation Journal: On the Process of Dispute Settlement Abstract Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic,... View Details
Keywords: Sean Silverthorne