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- November 2021
- Case
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
- November 2021
- Case
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)
By: James K. Sebenius and Alex Green
Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
- November 2021
- Supplement
Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
- 2001
- Chapter
Dealmaking Essentials
Keywords: Negotiation
Sebenius, James K. "Dealmaking Essentials." In Negotiation, edited by Herminia Ibarra, Deborah M Kolb, Robert J. Robinson, James K. Sebenius, Lyle Sussman, Michael D. Watkins, Michael A. Wheeler, Judith Williams, and George Wu, 37–54. Business Fundamentals . Boston: Harvard Business School Publishing, 2001.
- November 2021
- Supplement
Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)
By: James K. Sebenius and Alex Green
This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-007); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details
Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship
- October 2000 (Revised September 2002)
- Case
Doyle's Dealmaking Dilemma (B): Final Negotiations
Supplements the (A) case. View Details
Keywords: Negotiation Style; Compensation and Benefits; Job Search; Private Equity; Competency and Skills
Sebenius, James K. "Doyle's Dealmaking Dilemma (B): Final Negotiations." Harvard Business School Case 801-230, October 2000. (Revised September 2002.)
- 13 Jun 2014
- Working Paper Summaries
Handshaking Promotes Cooperative Dealmaking
- 2014
- Working Paper
Handshaking Promotes Cooperative Dealmaking
By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
- Teaching Interest
Strategic Negotiations: Dealmaking for the Long Term
To craft a complex deal with major implications for your organization's future, you need more than just persuasive tactics at the negotiating table. You need to bring together the right players, tackle the right issues, and develop the right process. By examining... View Details
- 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.
- November 1999
- Case
Doyle's Dealmaking Dilemma: 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. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
Sebenius, James K. "Doyle's Dealmaking Dilemma: Negotiating the Job Search." Harvard Business School Case 800-124, November 1999.
- August 1999 (Revised September 1999)
- Case
Double Dealmaking in the Browser Wars (A)
Recounts two complex negotiations in which Netscape and Microsoft compete to win a browser contract with AOL--then later with KPMG. After reviewing the web and browser sectors, this case recounts AOL's dramatic negotiations with Netscape and with Microsoft over which... View Details
Sebenius, James K. "Double Dealmaking in the Browser Wars (A)." Harvard Business School Case 800-050, August 1999. (Revised September 1999.)
- 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.
- 2018
- Book
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details
Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin (with a forward by Henry A. Kissinger). Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. New York: HarperCollins, 2018.
- 2010
- Book
Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace
Subramanian, Guhan. Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace. W. W. Norton & Company, 2010.
- 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.)
- 2000
- Other Unpublished Work
Dealmaking Essentials: Creating and Claiming Value for the Long Term
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details
Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.
- January 2020
- Supplement
John Branca: Negotiating Michael Jackson’s Thriller (B)
By: James K. Sebenius and Alex Green
Supplements the (A) case. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson’s Thriller (B)." Harvard Business School Supplement 920-036, January 2020.
- October 2019 (Revised January 2020)
- Case
John Branca: Negotiating Michael Jackson's Thriller (A)
By: James K. Sebenius and Alex Green
John Branca, attorney to pop musician Michael Jackson, must negotiate a series of deals on behalf of his client in order to safeguard his financial interests and creative license during a period of rising stardom. View Details
Sebenius, James K., and Alex Green. "John Branca: Negotiating Michael Jackson's Thriller (A)." Harvard Business School Case 920-027, October 2019. (Revised January 2020.)