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David Lax and Professor James K. SebeniusRemove David Lax and Professor James K. Sebenius →

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  • December 1985 (Revised September 1987)
  • Case

Salty Dog: Smith Brothers (A): Confidential Instructions

By: David A. Lax and James K. Sebenius
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  • December 1985
  • Case

Salty Dog: Smith Sisters (B): Confidential Instructions for Smith Sisters

By: David A. Lax and James K. Sebenius
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  • December 1985 (Revised September 1987)
  • Case

Salty Dog: Snowytown (A): Confidential Instructions

By: David A. Lax and James K. Sebenius
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  • December 1985
  • Case

Salty Dog: Snowytown (B): Confidential Instructions for Snowytown

By: David A. Lax and James K. Sebenius
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  • April 1985
  • Article

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax
Keywords: Negotiation; Power and Influence
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  • 1981
  • Article

Insecure Contracts and Resource Development

By: James K. Sebenius and David Lax
Keywords: Contracts; Growth and Development
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  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

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