James
K. Sebenius is
Gordon Donaldson Professor of Business Administration at the
Harvard Business School, and Director of the Harvard Negotiation
Roundtable, which he co-founded in 1982. After moving from the
Kennedy School of Government, he took the lead in making a negotiation
course required in the Harvard MBA program and in creating a
faculty unit specializing in negotiation. He is a principal of
The Negotiation Group, a firm that provides negotiation advice
to private companies and government agencies. From 1977 to 1980
he was a member of the US delegation to the Law of the Sea Negotiations.
Part of his current research seeks to discover how to build and
sustain winning coalitions and deal successfully with would-be
blocking coalitions through the processes of coalition-building
and coalition-breaking. Ph.D. in business economics, Harvard
University.
Publications
on the process of international economic negotiation:
Sebenius, James
K., and David A Lax. 2006. 3-D Negotiation: powerful
tools to change the game in your most important deals. Boston:
Harvard Business School Press.
Lax, David A.,
and James K. Sebenius. 2004. How No-deal Options Can Drive Great
Deals: When Actions away from the Table Eclipse Face-to-face Negotiation. Ivey
Business Journal 68, no. 7 (July/August): 1-9.
Hulse, Rebecca
G., and James K. Sebenius. 2003. Sequencing, Acoustic Separation,
and 3-D Negotiation of Complex Barriers: Charlene Barshefsky and
I.P. Rights in China. International Negotiation: A Journal
of Theory and Practice 8, no. 2: 311-338.
Sebenius, James
K. April 2002. Caveats for Cross-Border Negotiators. Negotiation
Journal 18, no. 2: 121-133.
Sebenius, James
K. March 2002. The Hidden Challenge of Cross-Border Negotiations. Harvard
Business Review, 76-85.
Lax, David A.,
and James K. Sebenius. January 2002. Dealcrafting: The Substance
of Three Dimensional Negotiation. Negotiation Journal 18,
no. 1: 5-28.
Sebenius, James
K. International Negotiation Analysis. 2002. In International
Negotiation: Analysis, Approaches, Issues. 2nd ed.,
edited by Victor Kremenyuk. San Francisco: Jossey-Bass.
Sebenius, James
K. April 2002. Six Habits of Merely Effective Negotiators. Harvard
Business Review 79, no. 4: 87-95.
Sebenius, James
K. Winter 1998. Negotiating Cross-Border Acquisitions. Sloan
Management Review 39, no. 2: 27-41.
Sebenius, James
K., Richard J. Zeckhauser, and Ralph L. Keeney, eds. 1996. Wise
Decisions. Cambridge, Mass.: Harvard Business School.
Sebenius, James
K., and Hannah Riley. Fall 1995. Stakeholder Negotiations over
Third World Natural Resource Projects. Cultural Survival Quarterly 19,
no. 3: 39-43.
Sebenius, James
K. 1995. Dealing with Blocking Coalitions and Related Barriers
to Agreement: Lessons from Negotiations on the Oceans, the Ozone,
and the Climate. In Barriers to Conflict Resolution, edited
by Kenneth Arrow, Robert H. Mnookin, Lee Ross, Amos Tversky and
Robert Wilson. New York: W.W. Norton.
Sebenius, James
K. Winter 1992. Challenging Conventional Explanations of Cooperation:
Negotiation Analysis and the Case of Epistemic Communities. International
Organization 46, no. 1: 323-365.
Sebenius, James
K., and Lance Antrim. 1992. Multilateral Conference Mediation:
Tommy Koh and the Law of the Sea. In Mediation in International
Relations: Multiple Approaches to Conflict Management, edited
by Jacob Bercovitch and Jeffrey Z. Rubin. London: Macmillan.
Sebenius, James
K., and David Lax. 1992. Thinking Coalitionally: Party Arithmetic,
Process Opportunism, and Strategic Sequencing. In Negotiation
Analysis, edited by H. Peyton Young. Ann Arbor, Michigan:
University of Michigan Press.
Sebenius, James
K., and David A. Lax. September 1991. Negotiating through an Agent. Journal
of Conflict Resolution 35, no. 3: 474-493.
Sebenius, James
K. Spring 1991. Designing Negotiations toward a New Regime: The
Case of Global Warming. International Security 15, no.
4: 110-148.
Sebenius, James
K., and David Lax. 1987. Three Ethical Issues in Negotiation. Negotiation
Journal 3: 363-370.
Lax, David A.,
and James K. Sebenius. 1986. The Manager as Negotiator: Bargaining
for Cooperation and Competitive Gain. N.Y.:
Free Press.
Sebenius, James
K. 1984. Negotiating the Law of the Sea: Lessons in the Art
of Reaching Agreement. Harvard Economic Studies Series. Harvard
University Press.
Sebenius, James
K. 1983. Negotiation Arithmetic: Adding and Subtracting Issues
and Parties. International Organization 37: 281-316.
Contact
Information:
Baker
Library 165
Harvard Business School
Boston, MA 02163
Phone:(617)495-9334
Fax:(614)96-7379
Email: jsebenius@hbs.edu
Web: http://www.people.hbs.edu/jsebenius
