354 results for "James K. Sebenius"
Case Study Reprint
When the "King of Pop," Michael Jackson, unexpectedly died in 2009, he left behind an estate that was over $500 million in debt, with largely illiquid...
Case Study Reprint
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating...
Case Study Reprint
In 2007, the Dow Chemical Company and the Kuwait Petroleum Corporation announced plans to launch a multibillion-dollar joint venture. Later known as K-Dow...
Case Study Reprint
Amazon's failed bid for a second headquarters location ("HQ2") in Long Island City, New York offers many lessons for negotiators looking to avoid similar...
Case Study Reprint
When Desirée ("Des") Stolar's wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both...
Case Study Reprint
When Desirée ("Des") Stolar's wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both...
What stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common...
What stands between you and the yes you want? According to negotiation experts David Lax and James Sebenius, executives face obstacles in three common...
Cultural differences can influence business negotiations in unexpected ways, as many a hapless deal maker has learned. But the differences extend well...
Most executives know the basics of negotiation; some are spectacularly adept. Yet even experienced negotiators routinely leave money on the table, end...
Reprint: R1211G Most big deals-megamergers, major sales, infrastructure projects-are built on a series of smaller ones. Each component deal presents a...
Lessons from Amazon and beyond.
Apr 16, 2021
Book
When discussing being stuck in a "win-win vs. win-lose" debate, most negotiation books focus on face-to-face tactics. Yet, table tactics are only the...
Article Collection
Negotiating is tricky business. Despite your best efforts at the bargaining table, you may end up holding the short end of the stick. And even if you...
Case Study Reprint
Since the 1960s, SMI has quietly executed a series of brilliantly negotiated takeovers throughout Europe, often acquiring companies much larger than itself....
