James Sebenius, Vice Chair of Practice-Focused Research, PON Executive Committee

Professor Sebenius specializes in analyzing and advising on complex negotiations. At PON, he is a co-chair of the Great Negotiator Award Committee. In 1982, he co-founded and still directs the Negotiation Roundtable, an ongoing forum in which hundreds of negotiations have been examined to extract their most valuable lessons. Sebenius is a founder and principal of Lax Sebenius: The Negotiation Group LLC, a firm that provides negotiation advisory services to corporations and governments worldwide. In 1993, he took the lead in the Business School’s decision to make negotiation a required course in the MBA Program and to create a Negotiation Unit (department) which he headed for several years. He holds a Ph.D. from Harvard in business economics, a master’s degree in Engineering-Economic Systems from Stanford’s Engineering School, and an undergraduate degree (summa cum laude) from Vanderbilt in mathematics and English.

Click here for recent news and publications by Prof. Sebenius.

Research Interests: Dispute resolution, 3-D negotiation, dealing with hard bargainers, negotiating campaigns, cross-border negotiating, Great Negotiator Study Initiative, winning coalitions

Select Publications:

Sebenius, James K. “Negotiation Analysis: Between Decisions and Games.” In Advances in Decision Analysis, edited by Ward Edwards, Ralph Miles and Detlof von Winterfeldt, 469-488. Cambridge: Cambridge University Press, 2007.

Sebenius, James K. “Facing a Protracted Dispute? Consider a ‘Virtual Strike’.” Negotiation 9, no. 9 (September 2006): 7-9.

Sebenius, James K. “Negotiation Design for Large, Multistakeholder Projects.” Negotiation 9, no. 4 (April 2006): 4-6.

Sebenius, James K. “Do a 3-D Audit of Barriers to Agreement.” Negotiation 9, no. 2 (February 2006): 7-9.

Lax, David, and James K. Sebenius. 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Boston: Harvard Business School Press, 2006.

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