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Negotiation, Organizations & MarketsRemove Negotiation, Organizations & Markets →

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  • January 1992
  • Article

Negotiation Analysis: A Characterization and Review

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

On 'Offers That Cannot Be Refused'

By: James K. Sebenius
Keywords: Assets
Related
  • 1992
  • Article

The Mythical Fixed-Pie

By: M. H. Bazerman and M. A. Neale
Related
  • 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
Related
  • 1992
  • Chapter

Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation Style; Cognition and Thinking; Research
Related
  • October 1991
  • Article

Power Balance and the Rationality of Outcomes in Matching Markets

By: H. Sondak and M. H. Bazerman
Keywords: Markets
Related
  • September 1991
  • Article

Negotiating through an Agent

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

Future Graduate Study and Academic Careers

By: J. R. Green
Keywords: Higher Education; Personal Development and Career; Education Industry
Related
  • 1991
  • Chapter

Strategic Use of Contracts with Third Parties

By: J. R. Green
Keywords: Contracts; Corporate Strategy
Related
  • August 1991
  • Article

The Art of Business Negotiation

By: James K. Sebenius
Keywords: Negotiation
Related
  • 1991
  • Book

Cognition and Rationality in Negotiation

By: M. A. Neale and M. H. Bazerman
Keywords: Negotiation; Cognition and Thinking
Related
  • 1991
  • Chapter

The Power of Alternatives or the Limits to Negotiation

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

Handbook of Negotiation Research

By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Keywords: Negotiation; Research
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  • February 1991
  • Article

An Evaluation of Learning in the Bilateral Winner's Curse

By: S. B. Ball, M. H. Bazerman and J. S. Carroll
Keywords: Learning
Related
  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
Related
  • Article

Blind Spots in Strategic Decision Making: The Case of Competitor Analysis

By: E. J. Zajac and M. H. Bazerman
Keywords: Strategy; Decision Making
Related
  • November 1990
  • Article

The Greenhouse Effect: Negotiating Targets

By: James K. Sebenius
Keywords: Natural Environment; Negotiation
Related
  • 1990
  • Chapter

From Cross-Border Corporate Transactions to Environmental Accords

By: James K. Sebenius
Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability
Related