James K. Sebenius

Pioneer
DISC Type : dis

Professor at Harvard Business School

Cambridge, Massachusetts, United States

Overview

James K. Sebenius is a world-renowned authority on complex negotiations and a Professor at Harvard Business School, where he founded the Negotiation unit. He co-founded Lax Sebenius LLC, a negotiation strategy firm, and previously worked at The Blackstone Group. Colleagues often describe him as a master negotiator with a deep understanding of complex situations.

Personality Overview

Dynamic But Sincere

Driven But Considerate

Friendly But Fast

If they are convinced, they can become very strong champions for your product  They combine a unique set of diverse traits where they are fast and friendly but can slow down to be thorough when needed They have the unique ability to win both love and respect from their team (or outsiders)

Topics They Care About

Great Negotiators
He hosts the "Dealcraft: Insights from Great Negotiators" podcast, interviewing diplomats and dealmakers like Henry Kissinger, Hillary Clinton, and Stephen Schwarzman.
Complex Dealmaking
His career at Harvard, Blackstone, and Lax Sebenius LLC, along with his books like "3-D Negotiation, " focuses on advising corporations and governments on high-stakes deals.
Geopolitical Strategy
Co-directs a project interviewing former U. S. Secretaries of State about their most challenging negotiations and authored "Kissinger the Negotiator. "

Media Appearances

Creating and Claiming Value - Jim Sebenius - Negotiation Mastery. Featured in Harvard Business School

See Now

BRANCA Interview at Harvard Business School 20190416. Featured in YouTube

See Now

Work History

Professor at Harvard Business School
Co-Founder and Partner at Lax Sebenius LLC
Director, Harvard Negotiation Project at The Program on Negotiation
Vice President at The Blackstone Group
Assistant and Associate Professor at Harvard Kennedy School

Education

1977 - 1980
Ph.D. from Harvard University
1976 - 1978
M.S. from Stanford University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Cambridge, Massachusetts, United States Job Level : Leadership Designation : Professor at Harvard Business School
URL has been copied!

Insights For Selling To James K.

During A Call Or A Meeting

DO's

  • During followups, use calls or text if needed, they should be fine
  • Ask them for a lunch or coffee once some rapport has been established
  • Showcase existing customers and use case-studies to grab their attention

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don’t hesitate from asking questions or pushing them, but take a formal approach

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James K. is

  • Nothing less than a strong combination of proof of results, relationship and high levels of professionalism is effective with them.
  • Will you ever get a clear answer from James K.

  • They can say no while staying friendly, but can also be pursuaded to reconsider

Insights For Deal Planning

    How fast (or slow) will James K. move?

  • They are generally fast movers and can take quick decisions
  • Can James K. take some risk or not?

  • They have high risk-appetite but can get ahead of themselves once in a while. Observe carefully

You And James K.

Personality Compatibility


Other Harvard Business School Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.