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Sebenius, James K.Remove Sebenius, James K. →

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  • November 1994 (Revised January 1995)
  • Case

Wheeling and Dealing: The Zirconia GT

By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
Keywords: Debates; Negotiation Tactics; Sales; Strategy
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  • October 30, 1994
  • Article

Sports Strikes: Let the Games Continue

By: James K. Sebenius and Michael A. Wheeler
Keywords: Labor; Disruption; Sports Industry
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  • September 9, 1994
  • Article

Virtual Strike

By: James K. Sebenius and Michael A. Wheeler
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  • January 1994 (Revised December 1994)
  • Exercise

Four-Way Organization

By: James K. Sebenius
Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details
Keywords: Decision Making; Negotiation; Business Conglomerates; Alliances
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  • 1993
  • Chapter

The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming

By: James K. Sebenius
Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations
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  • 1992
  • Chapter

Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions

By: James K. Sebenius and Michael Grubb
Keywords: Corporate Social Responsibility and Impact; Climate Change; Pollutants; Science-Based Business
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  • 1992
  • Chapter

Multilateral Conference Mediation: Tommy Koh and the Law of the Sea

By: James K. Sebenius and Lance Antrim
Keywords: Negotiation; International Relations; Laws and Statutes
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  • 1992
  • Chapter

Sharing the Burden. Fair Allocation and Equity

By: James K. Sebenius, Michael Grubb, Antonio Magalhaes and Susan Subak
Keywords: Fairness; Equality and Inequality; Resource Allocation; Welfare
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  • 1992
  • Chapter

Rethinking America's Security: The Primacy of the Domestic Agenda

By: James K. Sebenius and Peter G. Peterson
Keywords: National Security; United States
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  • winter 1992
  • Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

By: James K. Sebenius
Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community
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  • January 1992
  • Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius
Keywords: Negotiation
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  • January 1992
  • Article

On 'Offers That Cannot Be Refused'

By: James K. Sebenius
Keywords: Assets
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  • 1992
  • Chapter

Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing

By: James K. Sebenius and David Lax
Keywords: Alliances; Negotiation Process; Mathematical Methods; Strategy
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  • September 1991
  • Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax
Keywords: Negotiation
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  • 1991
  • Chapter

Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming

By: James K. Sebenius
Keywords: Alliances; Negotiation; Climate Change; Success; Environmental Sustainability
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  • August 1991
  • Article

The Art of Business Negotiation

By: James K. Sebenius
Keywords: Negotiation
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  • 1991
  • Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax
Keywords: Decision Choices and Conditions; Negotiation
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  • spring 1991
  • Article

Designing Negotiations toward a New Regime: The Case of Global Warming

By: James K. Sebenius
Keywords: Negotiation; Design; Global Range; Environmental Sustainability
Related
  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
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  • November 1990
  • Article

The Greenhouse Effect: Negotiating Targets

By: James K. Sebenius
Keywords: Natural Environment; Negotiation
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