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- All HBS Web
(1,816)
- People (1)
- News (415)
- Research (1,161)
- Multimedia (14)
- Faculty Publications (627)
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- 01 May 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- 07 Apr 2014
- Working Paper Summaries
Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems
Keywords: by James K. Sebenius
- 04 Sep 2012
- Working Paper Summaries
Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges
Keywords: by James Sebenius
- 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 are often too confident of their own position and too quick... 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 drastically reduced—and your project is far more likely to succeed.... View Details
- 26 Jul 2004
- Research & Ideas
A Better Way to Negotiate: Backward
management. Instead, Perlman mapped backward from his VC target, reasoning that WebTV's appeal and value to the VCs would be greatly enhanced by partnership with a prominent consumer electronics firm. Perlman started View Details
Keywords: by James K. Sebenius
- 08 Apr 2002
- Research & Ideas
How to Negotiate “Yes” Across Cultural Boundaries
finalize a deal, but that's often not enough. Many countries have webs of influence that are more powerful than the actual parties making the deal, even though those webs don't have the formal standing of, say, government agencies. In Japan, it may be the keiretsu—... View Details
Keywords: by James K. Sebenius
- 01 Oct 2001
- Research & Ideas
Five Questions for James Austin
In an email interview, Harvard Business School professor James Austin spoke with HBS Working Knowledge managing editor Carla Tishler about his work on collaboration and his ongoing research.Tishler: You talk about companies transitioning... View Details
Keywords: by Carla Tishler
- 03 Mar 2003
- Research & Ideas
The Ingredients of a Deal Disaster
complete, fixed description of each side's obligations. Not all breaches need be fatal; how they are handled can strengthen or rupture the social contract.—Ron S. Fortgang, David A. Lax, and James K. View Details
- Fall 2022
- Book Review
Book review of 'Havoc and Reform: Workplace Disasters in Modern America,' by James P. Kraft
By: Melanie Sheehan
- 23 Jan 2014
- Working Paper Summaries
Tommy Koh: Background and Major Accomplishments of the ’Great Negotiator, 2014
Keywords: by James K. Sebenius & Laurence A. Green
- 06 Jan 2015
- Working Paper Summaries
Henry A. Kissinger as Negotiator: Background and Key Accomplishments
Keywords: by James Sebenius & Laurence A. Green
- 11 Feb 2015
- Working Paper Summaries
Tommy Koh and the US-Singapore Free Trade Agreement: A Multifront ‘Negotiation Campaign’
Keywords: by Laurence A. Green & James K. Sebenius
- 27 Apr 2023
- Cold Call Podcast
Equity Bank CEO James Mwangi: Transforming Lives with Access to Credit
- 02 Apr 2024
- What Do You Think?
What's Enough to Make Us Happy?
ambitious but not always assured. “Career planning provides an opportunity to think about 'enough,' especially in a given timeframe." Our late colleague at Harvard Business School, Clayton Christensen, provided inspiration for this kind of thinking View Details
Keywords: by James Heskett
- 04 Jan 2017
- What Do You Think?
How Much Bureaucracy is a Good Thing in Government and Business?
Summing Up: Are Bureaucracies Worth Improving? Several messages emerge from responses to this month’s column on the worthiness of bureaucracies. In general, there is a wide range of thinking about the value of bureaucracies and work done View Details
Keywords: by James L. Heskett
- 07 May 2014
- What Do You Think?
How Should Wealth Be Redistributed?
diagnoses. Others advocated tax and non-tax solutions. The case against hasty change was made by Dave: "Market based capitalism is the greatest driving force of prosperity in the world today, but if we forget this and marginalize it... View Details
Keywords: by James Heskett
- 14 Nov 2023
- What Do You Think?
Do We Underestimate the Importance of Generosity in Leadership?
leader: fostering change. I don’t ever recall generosity having been emphasized in any of these discussions. I’m reminded of this by the current interest in the subject of happiness led by, among others, Arthur Brooks of this faculty.... View Details
Keywords: by James Heskett
- 14 Sep 2017
- Op-Ed
Op-Ed: Google Engineer Deserved to be Fired by the CEO
Google CEO Sundar Pichai. Credit: Steven Zimmerman/Wikipedia Commons Google software engineer James Damore’s ten-page manifesto excoriating his employer for its diversity initiatives incited a major controversy in August about... View Details
Keywords: by Bill George
- 01 Nov 2022
- What Do You Think?
Why Aren’t Business Leaders More Vocal About Immigration Policy?
gets lost in this conversation is the extent to which the US needs immigrants. We need their youth, their willingness to work at any job, their productivity, their contributions to a social security system being weighted down by the... View Details
Keywords: by James Heskett