David Lax and Professor James K. Sebenius - Publications - Faculty & Research

Research Summary

3D Negotiaton

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

01 Dec 2006
News

Faculty Books

David A. Lax and James K. Sebenius (HBS Press) Besides the dimensions of... View Details

Keywords: Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools

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Agents of Change: The Founding of the AASU - The Golden Age of Black Business

Building on the Legacy Thought Leadership Andrew F. Brimmer James I. Cash Jr. Linda A. Hill David A. Thomas HBS Faculty Members HBS Doctoral Students Alumni Profiles Research Links Essay on HBS Thought... View Details

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Business & Environment - Faculty & Research

2024. More Publications Faculty George Serafeim Michael W. Toffel Forest L. Reinhardt Richard H.K. Vietor Joseph B. Lassiter Robert S. Kaplan James K. Sebenius Lynn S. Paine... View Details

13 Nov 2012
First Look

First Look: November 13

2.0: A Guide to Complex Negotiations Authors:David A. Lax and James K. Sebenius Publication:Harvard Business... View Details

Keywords: Sean Silverthorne

01 Mar 2019
News

The Burden Legacy

airline industry at MIT and was an aviation business analyst until the early 1940s. His impact on HBS began in 1942 when he partnered with Dean Donald K. David to establish the... View Details

Keywords: Linda Kush

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2023 Reunion Presentations - Alumni

Rising Challenge to Democracy Around the World Professor David Moss + More Info – Less Info After spreading rapidly in the late 20th century, democracy has been on the defensive around the world—and arguably... View Details

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Harvard Business School

1983 John A. Clendenin Senior Lecturer 1998 - 1999 MBA 1984 Dennis F. Hightower Lecturer and Professor of Management 1996 - 2000 MBA 1974 Ronald W. Moore Adjunct 1990 - 2010 MBA 1972 Donna B. Stoddard... View Details

01 Feb 2011
First Look

First Look: Feb. 1

including suggestions for future research. The Many Faces of Nonprofit Accountability Authors:Alnoor Ebrahim Publication:Chap. 4 in The Jossey-Bass Handbook of Nonprofit Leadership and Management. 3rd ed., edited by View Details

23 Oct 2019
News

Negotiators Share Lessons from High-Stakes Global Diplomacy

professor and former US ambassador; and HLS professor Robert Mnookin. Sebenius describes the conversations as... View Details

Keywords: University Collaborations

14 Sep 2010
First Look

First Look: September 14, 2010

experience suggests it may take several years. Download the paper: http://www.hbs.edu/research/pdf/11-020.pdf Working PapersWellsprings of Creation: How Perturbation Sustains Exploration in Mature Organizations Authors:David James... View Details

Keywords: Sean Silverthorne

23 Dec 2008
First Look

First Look: December 23, 2008

b01/en/common/item_detail.jhtml?id=209067 PublicationsTransformation: The Quiet Role of Coalitional Leadership Authors:Stephen Friedman and James K. View Details

Keywords: Martha Lagace

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Negotiation, Organizations & Markets Awards & Honors - Faculty & Research

Kathleen L. McGinn : Winner of the 1991 State Farm Companies Foundation Doctoral Dissertation Award. 1986 James K. Sebenius : Winner of the 1986 Harold View Details

2011
Working Paper

From Single Deals to Negotiation Campaigns

By: David A Lax and James K. Sebenius

Negotiation scholars typically take the individual deal, or a few linked deals, as the unit of analysis. While analyzing one deal requires a familiar conceptual framework, doing the same for a broader "negotiation campaign" calls for a different focus and set of... View Details

Keywords: Negotiation Deal; Framework; Business Subsidiaries; Agreements and Arrangements; Mergers and Acquisitions; Information Management; Finance; Business and Shareholder Relations; Corporate Governance; Business and Government Relations; Governing Rules, Regulations, and Reforms; Cross-Cultural and Cross-Border Issues

Citation

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10 Aug 2010
First Look

First Look: August 10

recipients' actual trustworthiness. This lax approach gives rise to adverse selection: the sites that seek and obtain trust certifications are actually less trustworthy than others. Using an original dataset... View Details

Keywords: Martha Lagace

15 Jun 2007
Research & Ideas

Remembering Alfred Chandler

academic community, with a feeling of emptiness, and of gratitude for all he did for us. Nancy F. Koehn Nancy F. Koehn, an authority on entrepreneurial history, is the James E. Robison View Details

Keywords: by Sean Silverthorne

01 Feb 1999
News

Too Much of a Good Thing?

Bower, the Donald K. David Professor of Business Administration, in his 1986 book, When Markets Quake, documented the problem as it affects the petrochemical industry. He has... View Details

Keywords: Garry Emmons

19 Jun 2007
First Look

First Look: June 19, 2007

countries between 1985 and 2000, we find that the growth effects of FDI increase when we account for the quality of FDI. Download the paper: http://www.hbs.edu/research/pdf/07-072.pdf How Well Do Social Ratings Actually Measure Corporate... View Details

Keywords: Martha Lagace