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(133)
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- Research (89)
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- Faculty Publications (55)
Show Results For
-
All HBS Web
(133)
- News (23)
- Research (89)
- Multimedia (2)
- Faculty Publications (55)
- January 1986
- Article
Interests: The Measure of Negotiation
By: James K. Sebenius and David Lax
Keywords:
Negotiation
Sebenius, James K., and David Lax. "Interests: The Measure of Negotiation." Negotiation Journal 2, no. 1 (January 1986): 73–92. (Reprinted in:
Negotiation Theory and Practice, 1991.
Negotiation and Settlement Advocacy, 1997.
Managing for the Future: Organizational Behavior and Processes, 1999.)
Negotiation Theory and Practice, 1991.
Negotiation and Settlement Advocacy, 1997.
Managing for the Future: Organizational Behavior and Processes, 1999.)
- February 24, 1997
- Article
A Better Way to Go on Strike
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "A Better Way to Go on Strike." Wall Street Journal (February 24, 1997), A22.
- 1991
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- Article
Three Ethical Issues in Negotiation
By: James K. Sebenius and David Lax
Sebenius, James K., and David Lax. "Three Ethical Issues in Negotiation." Negotiation Journal 2, no. 4 (October 1986): 363–370. (Reprinted in Negotiation and Settlement Advocacy, edited by Charles B. Wiggins. West Publishing Company, 1997.)
- 01 Dec 1999
- News
Negotiating in 3-D: An Overarching Way to Get to Yes?
From resolving a labor dispute, to orchestrating a merger, to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In a course note titled "Negotiation Analysis: Summary Framework and...
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Keywords:
Anita M. Harris
- 20 Mar 2012
- First Look
First Look: March 20
Market Governments—Qualitative Evidence from a Biotechnology Multinational Authors:Prithwiraj Choudhury, James Geraghty, and Tarun Khanna Publication:Global Strategy Journal 2, no. 1 (February 2012) Abstract...
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Keywords:
Sean Silverthorne
- November 2012
- Article
Deal Making 2.0: A Guide to Complex Negotiations
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Deal Making 2.0: A Guide to Complex Negotiations." Harvard Business Review 90, no. 11 (November 2012): 92–100.
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords:
Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Brothers (A): Confidential Instructions." Harvard Business School Case 186-154, December 1985. (Revised September 1987.)
- November 2003
- Article
3-D Negotiation: Playing the Whole Game
By: James K. Sebenius and David A. Lax
Keywords:
Negotiation
Sebenius, James K., and David A. Lax. "3-D Negotiation: Playing the Whole Game." Harvard Business Review 81, no. 11 (November 2003): 65–74.
- 03 Mar 2009
- First Look
First Look: March 3, 2009
Perspectives on the Productivity Dilemma Authors:Paul S. Adler, Mary Benner, David James Brunner, John Paul MacDuffie, Emi Osono, Bradley R. Staats, Hirotaka Takeuchi, Michael Tushman, View Details
Keywords:
Martha Lagace
- 1997
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- September 2004
- Article
Anchoring Expectations
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Anchoring Expectations." Negotiation 7, no. 9 (September 2004): 9–11.
- January 2002
- Article
Dealcrafting: The Substance of Three Dimensional Negotiation
By: David A. Lax and James K. Sebenius
Keywords:
Negotiation
Lax, David A., and James K. Sebenius. "Dealcrafting: The Substance of Three Dimensional Negotiation." Negotiation Journal 18, no. 1 (January 2002): 5–28.
- December 1985 (Revised September 1987)
- Case
Salty Dog: Snowytown (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Snowytown (A): Confidential Instructions." Harvard Business School Case 186-156, December 1985. (Revised September 1987.)
- December 1985
- Case
Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters
By: David A. Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. "Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters." Harvard Business School Case 186-155, December 1985.
- July/August 2004
- Article
How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation
By: David A. Lax and James K. Sebenius
Keywords:
Negotiation
Lax, David A., and James K. Sebenius. "How No-deal Options Can Drive Great Deals: When Actions away from the Table Eclipse Face-to-face Negotiation." Ivey Business Journal (Online) 68, no. 7 (July/August 2004): 1–9.
- March 1998
- Case
Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc.
By: James K. Sebenius and David T. Kotchen
Located in Mundelein, IL, Thermo-Impact, Inc. is a rapidly growing, private firm that manufactures automotive bumpers. In 1995, a number of large automotive supply companies and a private equity investment firm offer to buy Thermo-Impact. The cases in this series focus...
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Keywords:
Private Equity;
Valuation;
Negotiation Participants;
Decision Making;
Negotiation Process;
Entrepreneurship;
Negotiation Offer;
Acquisition;
Manufacturing Industry;
Auto Industry;
Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (A1), A: Confidential Information for Thermo-Impact, Inc." Harvard Business School Case 898-198, March 1998.
- Web
Technology & Operations Management Awards & Honors - Faculty & Research
and Under-Adherence” with Maya Balakrishnan and Jordan Tong was awarded the 2023 Junior Scholar Paper Competition Prize from the College of Behavioral Operations at the Production View Details
- March 1998 (Revised August 2000)
- Case
Bumper Acquisition (C), A
By: James K. Sebenius and David T. Kotchen
Carries the negotiation between Thermo-Impact and Medallion Capital through October 1996. The companies began talks in 1995 when Medallion offered to buy Thermo-Impact. Students view developments from the perspective of Thermo-Impact's owners and must make decisions...
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Keywords:
Decisions;
Negotiation Process;
Negotiation Participants;
Entrepreneurship;
Acquisition;
Manufacturing Industry;
Auto Industry;
Illinois
Sebenius, James K., and David T. Kotchen. "Bumper Acquisition (C), A." Harvard Business School Case 898-201, March 1998. (Revised August 2000.)