Publications
Publications
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- All HBS Web
(118,367)
- Faculty Publications (2,221)
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
- 1986
- Chapter
Alternative Limited Communication Systems: Centralization vs. Interchange of Information
By: Jerry R. Green and Jean-Jacques Laffont
- January 1986
- Article
Interests: The Measure of Negotiation
By: James K. Sebenius and David Lax
Keywords: Negotiation
- December 1985 (Revised September 1987)
- Case
Salty Dog: Smith Brothers (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
- December 1985
- Case
Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters
By: David A. Lax and James K. Sebenius
- December 1985 (Revised September 1987)
- Case
Salty Dog: Snowytown (A): Confidential Instructions
By: David A. Lax and James K. Sebenius
- December 1985
- Case
Salty Dog: Snowytown (B): Confidential Instructions for Snowytown
By: David A. Lax and James K. Sebenius
- April 1985
- Article
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- 1985
- Book
The Manager as Negotiator and Dispute Resolver
By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
- 1985
- Working Paper
Sequential Innovation and Market Structure
By: Jerry R. Green and Jean-Jacques Laffont
This paper concerns the introduction of a sequence of new, higher-quality durable products in a market in which there already exists a lower-quality substitute. The product has the further attribute that a real resource cost is incurred at the time a higher-quality... View Details
- Article
Participation Constraints in the Vickrey Auction
By: Jerry R. Green and Jean-Jacques Laffont
Economic agents are characterized by two privately observable parameters: their willingness to pay for an item being auctioned, and their reservation utility level which must be exceeded, in expectation, to induce them to participate in this auction. This creates a... View Details
- June 1983
- Article
A Comparison of Tournaments and Contracts
By: Jerry R. Green and Nancy Stokey
Tournaments, reward structures based on rank order, are compared with individual contracts in a model with one risk-neutral principal and many risk-averse agents. Each agent's output is a stochastic function of his effort level plus an additive shock term that is... View Details
- June 1983
- Article
Don't Bet on It: Contingent Agreements with Asymmetric Information
By: James K. Sebenius and John Geanakoplos