James K. Sebenius

HBS Negotiations, Organizations and Markets Unit

Professor

Soldiers Field

Boston, MA 02163

United States

SCHOLARLY PAPERS

17

DOWNLOADS
Rank 5,896

SSRN RANKINGS

Top 5,896

in Total Papers Downloads

5,959

CITATIONS

1

Scholarly Papers (17)

1.

Negotiation Analysis: Between Decisions and Games

ADVANCES IN DECISION ANALYSIS, Ward Edwards, Ralph Miles, Detlof von Winterfeldt, eds., Cambridge University Press, 2006, Harvard NOM Working Paper No. 882525
Number of pages: 33 Posted: 26 Feb 2006
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 1,737 (6,351)
Citation 1

Abstract:

Negotiation Analysis, Decision Analysis, Game Theory, Negotiation, Bargaining, Negotiation Design, Conflict Resolution

2.

Henry A. Kissinger as Negotiator: Background and Key Accomplishments

Harvard PON Working Paper, Harvard Business School NOM Unit Working Paper No. 15-040
Number of pages: 46 Posted: 02 Dec 2014 Last Revised: 24 Jan 2017
James K. Sebenius, Laurence A. Green and Eugene B. Kogan
HBS Negotiations, Organizations and Markets Unit, Harvard Business School and Harvard Kennedy School
Downloads 1,078 (9,952)

Abstract:

Kissinger, negotiation, bargaining, diplomacy, coercive diplomacy, multiparty negotiations, dispute resolution, mediation, international relations

3.

A 3-D View of Negotiation Theory and Practice: Keynote Address Presentation Slides from the IACM 15th Annual Conference, June 2002

IACM 15th Annual Conference
Number of pages: 49 Posted: 01 Jul 2002
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 1,065 (15,051)

Abstract:

4.

Developing Negotiation Case Studies

Harvard Business School NOM Unit Working Paper No. 11-008
Number of pages: 15 Posted: 28 Jul 2010 Last Revised: 13 Oct 2010
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 330 (67,337)

Abstract:

5.

Tommy Koh and the U.S.-Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'

Harvard Business School NOM Unit Working Paper No. 15-053
Number of pages: 20 Posted: 19 Dec 2014
Laurence A. Green and James K. Sebenius
Harvard Business School and HBS Negotiations, Organizations and Markets Unit
Downloads 206 (76,940)

Abstract:

Tommy Koh, negotiation campaign, fronts, negotiation, diplomacy, multiparty negotiations, free trade, Singapore, international relations, United States, Special Trade Representative

6.

Level II Negotiations: Helping the Other Side Meet its 'Behind the Table' Challenges

Harvard Business School NOM Unit Working Paper No. 13-004
Number of pages: 13 Posted: 18 Jul 2012
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 110 (182,319)

Abstract:

7.

Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal

Harvard Business School NOM Unit Working Paper No. 14-061
Number of pages: 14 Posted: 28 Jan 2014 Last Revised: 25 Mar 2014
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 105 (165,070)

Abstract:

negotiations, Iran, nuclear, conflict resolution, winning coalition, blocking coalition

8.

From Single Deals to Negotiation Campaigns

Harvard Business School NOM Unit Working Paper No. 12-046
Number of pages: 30 Posted: 19 Dec 2011
David A. Lax and James K. Sebenius
Lax Sebenius LLC and HBS Negotiations, Organizations and Markets Unit
Downloads 99 (185,701)

Abstract:

Negotiation, Dealmaking, Negotiation Campaign, Fronts, Sequencing, Linkage, Information Revelation

9.

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Harvard Business School NOM Unit Working Paper No. 14-091
Number of pages: 14 Posted: 21 Mar 2014
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 79 (215,543)

Abstract:

negotiation, bargaining, two-level games, internal negotiations, constituency negotiations, conflict resolution

10.

BATNAs in Negotiation: Common Errors and Three Kinds of ‘No’

Negotiation Journal, April 2017 Forthcoming, Harvard Business School NOM Unit Working Paper No. 17-055, Harvard PON Working Paper
Number of pages: 12 Posted: 14 Dec 2016 Last Revised: 18 Mar 2017
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Downloads 0 (80,560)

Abstract:

negotiation, BATNA, bargaining, zone of possible agreement, reservation price, reservation value

11.

Henry Kissinger's Negotiation Campaign to End the Vietnam War

Harvard PON Working Paper, Harvard Business School NOM Unit Working Paper No. 17-053
Number of pages: 23 Posted: 13 Dec 2016
James K. Sebenius and Eugene B. Kogan
HBS Negotiations, Organizations and Markets Unit and Harvard Kennedy School
Downloads 0 (214,070)

Abstract:

Kissinger, Negotiation, Negotiation Campaign, Bargaining, Diplomacy, Coercive Diplomacy, Multiparty Negotiations, Dispute Resolution, Mediation, International Relations

12.

Henry Kissinger: Negotiating Black Majority Rule in Southern Africa

Harvard PON Working Paper, Harvard Business School NOM Unit Working Paper No. 17-051
Number of pages: 25 Posted: 09 Dec 2016
HBS Negotiations, Organizations and Markets Unit, Harvard Kennedy School of Government, Harvard Law School and Harvard Business School
Downloads 0 (315,864)

Abstract:

13.

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (B)

Harvard Business School NOM Unit case no. 911-032
Posted: 18 Mar 2012
James K. Sebenius and Cheng Qian
HBS Negotiations, Organizations and Markets Unit and affiliation not provided to SSRN

Abstract:

14.

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

Harvard Business School NOM Unit case no. 911-031
Posted: 18 Mar 2012
James K. Sebenius and Cheng Qian
HBS Negotiations, Organizations and Markets Unit and affiliation not provided to SSRN

Abstract:

15.

The Israeli-Palestinian Negotiating Partners: 2010 Strategic Re-Assessment

Harvard Business School NOM Unit Case No. 911-025
Posted: 01 Mar 2012
James K. Sebenius and Shula Gilad
HBS Negotiations, Organizations and Markets Unit and Harvard University

Abstract:

16.

The K-Dow Petrochemicals Joint Venture

Harvard Business School NOM Unit Case No. 912-002
Posted: 04 Feb 2012
Guhan Subramanian, James K. Sebenius, Phillip Andrews and Rhea Ghosh
Harvard Business School, HBS Negotiations, Organizations and Markets Unit, affiliation not provided to SSRN and Harvard Business School

Abstract:

17.

C.K. Claridge, Inc.

Harvard Business School NOM Unit Case No. 910-045
Posted: 26 Jan 2012
James K. Sebenius
HBS Negotiations, Organizations and Markets Unit

Abstract: