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    • All HBS Web  (94)
      • Faculty Publications  (31)

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      • 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
      Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Conflict and Resolution; Entrepreneurship; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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      Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)." Harvard Business School Case 922-005, November 2021.
      • 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
      Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges
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      Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)." Harvard Business School Supplement 922-006, November 2021.
      • 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
      Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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      Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)." Harvard Business School Case 922-007, November 2021.
      • 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
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      Sebenius, James K., and Alex Green. "Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)." Harvard Business School Supplement 922-008, November 2021.
      • July 2021
      • Case

      Amazon HQ2

      By: James K. Sebenius and Ben Cook
      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 high-profile defeats in strategically important deals. The company’s project – which promised to bring billions of...  View Details
      Keywords: Buildings and Facilities; Negotiation; Public Opinion; Governing Rules, Regulations, and Reforms; Problems and Challenges
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      Sebenius, James K., and Ben Cook. "Amazon HQ2." Harvard Business School Case 922-009, July 2021.
      • 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
      Keywords: Bargaining; 3D Negotiation; Negotiation; Conflict and Resolution; Social Media
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      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.
      • 2020
      • Book

      Dealmaking: The New Strategy of Negotiauctions

      By: Guhan Subramanian
      Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
      Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business...  View Details
      Keywords: Negotiation; Auctions; Strategy; Competition; Markets; Negotiation Deal
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      Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. 2nd edition. New York: W. W. Norton & Company, 2020.
      • January 2020
      • Supplement

      John Branca: Negotiating Michael Jackson’s Thriller (B)

      By: James K. Sebenius and Alex Green
      Supplements the (A) case.  View Details
      Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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      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
      Keywords: Dealmaking; Negotiation; Entertainment; Music Entertainment
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      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.)
      • Article

      Dealmaking Secrets from Henry Kissinger

      By: James K. Sebenius
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      Sebenius, James K. "Dealmaking Secrets from Henry Kissinger." Negotiation Briefings (Program on Negotiation at Harvard Law School) 21, no. 8 (August 2018): 8.
      • 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
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      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.
      • 2016
      • Book

      Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

      By: Deepak Malhotra
      Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And, to top it off, you have little power or other resources...  View Details
      Keywords: Dealmaking; Diplomacy; Conflict; Dispute Resolution; Strategy; Conflict Management; Negotiation
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      Malhotra, Deepak. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Berrett-Koehler Publishers, 2016. (Top 10 Business Books of 2016 (The Globe & Mail) #1 Business Book of 2016 (KnowSquare, for the Spanish Edition) Business Bestseller List (800CEORead.)
      • 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
      Keywords: Negotiation Tactics; Cooperation; Societal Protocols
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      Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
      • 2013
      • Book

      The Art of Negotiation: How to Improvise Agreement in a Chaotic World

      By: Michael Wheeler
      A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger...  View Details
      Keywords: Negotiation
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      Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.
      • April 2013
      • Article

      What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators

      By: James K. Sebenius
      Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career...  View Details
      Keywords: Bargaining; Conflict Resolution; Dealmaking; Negotiation; Personal Development and Career; Conflict and Resolution
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      Sebenius, James K. "What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators." Negotiation Journal 29, no. 2 (April 2013): 159–169.
      • August 2012
      • Case

      Messer Griesheim (A) (Abridged)

      By: Josh Lerner, Eva Lutz and Kerry Herman

      In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family...  View Details

      Keywords: Germany; Energy; Private Equity; Venture Capital; Energy Industry; European Union
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      Lerner, Josh, Eva Lutz, and Kerry Herman. "Messer Griesheim (A) (Abridged)." Harvard Business School Case 813-018, August 2012.
      • 2010
      • Book

      Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace

      By: Guhan Subramanian
      Keywords: Negotiation; Auctions; Strategy; Competition; Markets
      Citation
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      Subramanian, Guhan. Negotiauctions: New Dealmaking Strategies for a Competitive Marketplace. W. W. Norton & Company, 2010.
      • September 2009
      • Article

      Hidden Roadblocks in Cross-Border Talks

      By: James K. Sebenius
      While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,...  View Details
      Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making
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      Sebenius, James K. "Hidden Roadblocks in Cross-Border Talks." Negotiation 12, no. 9 (September 2009): 8.
      • February 2009 (Revised March 2013)
      • Case

      Messer Griesheim (A)

      By: Josh Lerner, Ann-Kristin Achleitner, Eva Lutz and Kerry Herman
      In 2001, Allianz Capital Partners and Goldman Sachs acquired a majority stake in Messer Griesheim, a European industrial gas concern held by Hoechst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family ownership...  View Details
      Keywords: Mergers and Acquisitions; Restructuring; Venture Capital; Private Equity; Corporate Governance; Family Ownership; Chemical Industry; Industrial Products Industry; Europe
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      Lerner, Josh, Ann-Kristin Achleitner, Eva Lutz, and Kerry Herman. "Messer Griesheim (A)." Harvard Business School Case 809-056, February 2009. (Revised March 2013.)
      • February 2009 (Revised March 2013)
      • Supplement

      Messer Griesheim (B)

      By: Josh Lerner, Ann-Kristin Achleitner, Eva Lutz and Kerry Herman
      In 2001, Allianz Capital Partners and Godlman Sachs acquired a majority stake in Messer Greisheim, a European industrial gas concern held by Hoeschst. The dealmakers faced several challenges, including delicate corporate governance issues due to partial family...  View Details
      Keywords: Mergers and Acquisitions; Private Equity; Stock Options; Stock Shares; Corporate Governance; Governance Controls; Family Ownership; Problems and Challenges; Energy Industry; Europe
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      Lerner, Josh, Ann-Kristin Achleitner, Eva Lutz, and Kerry Herman. "Messer Griesheim (B)." Harvard Business School Supplement 809-057, February 2009. (Revised March 2013.)
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