Publications
Publications
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(1,791)
- Faculty Publications (523)
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
- 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
- February 1985 (Revised January 2024)
- Case
Health Stop (A): What Type of Innovation Is It? And Six Factors Alignment
By: Regina E. Herzlinger, Joyce Lallman, Nancy Kane, Jefferson C. Grahling and James Wallace
How can we evaluate if innovative health care ventures can do good—benefit society—and do well—become financially viable? This question is the topic of the first module in the Innovating In Health Care course book.
This note and case series enables readers to conduct... View Details
- September 1984 (Revised February 1989)
- Case
Benetton (A)
By: James L. Heskett
The world's largest manufacturer of woolen outerwear garments seeks to extend its retailing network to the United States from its base in Europe. A number of issues concerning marketing, manufacturing, and logistics strategy are raised by the proposed move along with... View Details
- June 1983
- Article
Don't Bet on It: Contingent Agreements with Asymmetric Information
By: James K. Sebenius and John Geanakoplos
- spring 1983
- Article
Negotiation Arithmetic: Adding and Subtracting Issues and Parties
Keywords: Negotiation
- 1983
- Chapter
Incentives for Ocean Mining Under the Convention
By: James K. Sebenius and Lance Antrim
- 1982
- Appendix
Financial Aspects of Antarctic Mineral Regimes
- fall 1982
- Article
Risk-Spreading Properties of Common Tax and Contract Instruments
By: James K. Sebenius and Peter Stan
- 1982
- Chapter