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  • January 1997
  • Article

The Effect of Multiple Anchors on Anchoring Individual and Group Judgment

By: James K. Sebenius and Glen Whyte
Keywords: Groups and Teams; Judgments; Agreements and Arrangements
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  • 1996
  • Chapter

Sequencing to Build Coalitions: With Whom I Should I Talk First?

By: James K. Sebenius
Keywords: Negotiation; Alliances; Decision Choices and Conditions
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  • 1995
  • Chapter

Overcoming Obstacles to a Successful Climate Convention

By: James K. Sebenius
Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations
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  • fall 1995
  • Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley
Keywords: Business and Stakeholder Relations; Global Range; Projects; Negotiation
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  • 1995
  • Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius
Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change
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  • 1995
  • Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius
Keywords: Climate Change; Alliances; Negotiation
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  • December 1994
  • Case

Four-Way Organization: One Round

By: James K. Sebenius
One round of negotiation exercise to explore the dynamics of coalition formation. View Details
Keywords: Negotiation; Alliances
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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
Related
  • 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

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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