Publications

Keywords: Climate Change; Alliances; Negotiation

December 1994
Case

Four-Way Organization: One Round

One round of negotiation exercise to explore the dynamics of coalition formation. View Details

Keywords: Negotiation; Alliances

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

Educators

October 30, 1994
Article

Sports Strikes: Let the Games Continue

By: James K. Sebenius and Michael A. Wheeler

Keywords: Labor; Disruption; Sports Industry

September 9, 1994
Article

Virtual Strike

By: James K. Sebenius and Michael A. Wheeler

January 1994 (Revised December 1994)
Exercise

Four-Way Organization

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

1994
Chapter

Competition Policy and Privatization: An Organizational Perspective

By: James Langenfeld and Dennis Yao

Competition (antitrust) policies in Central and Eastern Europe need to address both short-term problems associated with the transition to a market economy as well as the development of institutions suitable for a mature market economy. In this paper we employ an... View Details

Keywords: Economic Systems; Policy; Development Economics; Emerging Markets

1993
Chapter

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

Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations

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

September 1992 (Revised January 1993)
Case

Courtyard by Marriott

By: James L. Heskett and Roger H. Hallowell

Courtyard by Marriott, a chain of modestly priced hotels, weighs its future options regarding human resources, its service delivery system, and management structure. Fairfield Inn, another Marriott product, is discussed for contrast. View Details

Keywords: Human Resources; Service Operations; Brands and Branding; Management Systems; Decision Making; Service Industry; Accommodations Industry

Educators

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

May 1992
Article

Coordination in Split-Award Auctions

By: James J. Anton and Dennis Yao

We analyze split award procurement auctions in which a buyer divides full production between two suppliers or awards all production to a single supplier, and suppliers have private cost information. An intriguing feature of split awards is that the equilibrium bids are... View Details

Keywords: Supply Chain Management; Balance and Stability; Cost; Auctions; Bids and Bidding; Production; Five Forces Framework; Supply and Industry; Situation or Environment; Information; Manufacturing Industry

March 1992 (Revised June 1993)
Case

Lada do Brasil

By: James E. Austin and Helen Shapiro

In an effort to capitalize on the entrepreneurial opportunity presented by the Brazilian government's trade liberalization, a Panamanian automobile trading company launched a business of importing the Russian made Lada cars into Brazil. The company confronts a complex... View Details

Keywords: Business Startups; Transformation; Economics; Corporate Entrepreneurship; Capital; Policy; Competition; Auto Industry; Brazil

Educators