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      • 1991
      • Chapter

      Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming

      By: James K. Sebenius
      Keywords: Alliances; Negotiation; Climate Change; Success; Environmental Sustainability
      Citation
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      Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
      • August 1991
      • Article

      The Art of Business Negotiation

      By: James K. Sebenius
      Keywords: Negotiation
      Citation
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      Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
      • 1991
      • Book

      Cognition and Rationality in Negotiation

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation; Cognition and Thinking
      Citation
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      Neale, M. A., and M. H. Bazerman. Cognition and Rationality in Negotiation. Free Press, 1991.
      • 1991
      • Chapter

      The Power of Alternatives or the Limits to Negotiation

      By: James K. Sebenius and David Lax
      Keywords: Decision Choices and Conditions; Negotiation
      Citation
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      Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." In Negotiation Theory and Practice, edited by J. Rubin and W. Breslin. Cambridge, MA: PON Books, 1991.
      • spring 1991
      • Article

      Designing Negotiations toward a New Regime: The Case of Global Warming

      By: James K. Sebenius
      Keywords: Negotiation; Design; Global Range; Environmental Sustainability
      Citation
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      Sebenius, James K. "Designing Negotiations toward a New Regime: The Case of Global Warming." International Security 15, no. 4 (spring 1991): 110–148.
      • 1991
      • Chapter

      An Economic Approach to the Study of Bargaining

      By: A. E. Roth
      Keywords: Negotiation; Economics; Mathematical Methods
      Citation
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      Roth, A. E. "An Economic Approach to the Study of Bargaining." In Handbook of Negotiation Research. Vol. 3, edited by M. H. Bazerman, R. J. Lewicki, and B. H. Sheppard, 35–67. Research on Negotiation in Organizations. JAI Press, 1991.
      • 1991
      • Book

      Handbook of Negotiation Research

      By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
      Keywords: Negotiation; Research
      Citation
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      Bazerman, M. H., R. J. Lewicki and B. H. Sheppard, eds. Handbook of Negotiation Research. Vol. 3, Research on Negotiation in Organizations. JAI Press, 1991.
      • February 1991 (Revised April 1994)
      • Background Note

      Note on Negotiation

      By: David E. Bell
      Keywords: Negotiation
      Citation
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      Bell, David E. "Note on Negotiation." Harvard Business School Background Note 191-154, February 1991. (Revised April 1994.)
      • February 1991 (Revised June 1993)
      • Case

      Ross Perot and General Motors

      By: Jay W. Lorsch
      In December, 1986 the General Motors Board of Directors must decide whether to accept the buyout agreement between GM and Ross Perot, a director of GM and its largest stockholder. The agreement called for GM to purchase all of Perot's GM shares in exchange for his... View Details
      Keywords: Leveraged Buyouts; Mergers and Acquisitions; Stock Shares; Resignation and Termination; Business or Company Management; Agreements and Arrangements
      Citation
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      Lorsch, Jay W. "Ross Perot and General Motors." Harvard Business School Case 491-027, February 1991. (Revised June 1993.)
      • February 1991 (Revised October 1991)
      • Case

      Fenchel Lampshade Co.

      By: William A. Sahlman
      Describes the proposed purchase of a lampshade manufacturer by Steven and Michele Rogers, recent graduates of the Harvard Business School. Focuses on their plans to raise the capital necessary to buy the company. Among the issues raised are how to structure the deal... View Details
      Keywords: Venture Capital; Financing and Loans; Negotiation Deal; Business or Company Management; Cost vs Benefits; Manufacturing Industry
      Citation
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      Sahlman, William A. "Fenchel Lampshade Co." Harvard Business School Case 291-014, February 1991. (Revised October 1991.)
      • February 1991
      • Background Note

      Note on Sealed Bid Auctions

      By: David E. Bell
      Describes a simple approach to determining an appropriate bid for a sealed bid auction. View Details
      Keywords: History; Management Style; Financial Management; Consumer Behavior; Accounting; Bids and Bidding; Decisions; Market Transactions; Decision Choices and Conditions; Competitive Strategy; Negotiation Style; Auctions
      Citation
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      Bell, David E. "Note on Sealed Bid Auctions." Harvard Business School Background Note 191-140, February 1991.
      • 2002
      • Chapter

      Negotiation Analysis

      By: James K. Sebenius
      Keywords: Negotiation
      Citation
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      Sebenius, James K. "Negotiation Analysis." In International Negotiation: Analysis, Approaches, Issues. 2nd ed. Edited by Victor Kremenyuk, 203–215. San Francisco: Jossey-Bass, 2002.
      • 1991
      • Article

      Binding Parties to Agreements in Environmental Disputes

      By: M. A. Wheeler and L. Bacow
      Keywords: Natural Environment; Agreements and Arrangements
      Citation
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      Wheeler, M. A., and L. Bacow. "Binding Parties to Agreements in Environmental Disputes." Villanova Environmental Law Journal (1991): 99–109.
      • December 1990 (Revised December 1993)
      • Case

      Australian Paper Manufacturers (A)

      By: David M. Upton and Joshua D. Margolis
      Describes a company which has broken an unwritten cordial agreement amongst the three Australian paper manufacturers to split the domestic market three ways by market segment. The company invades another's "territory" with advanced technology, quality, and,... View Details
      Keywords: Agreements and Arrangements; Production; Information Technology; Ethics; Situation or Environment; Product Development; Segmentation; Expansion; Financial Strategy; Pulp and Paper Industry; Australia
      Citation
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      Upton, David M., and Joshua D. Margolis. "Australian Paper Manufacturers (A)." Harvard Business School Case 691-041, December 1990. (Revised December 1993.)
      • November 1990 (Revised March 1994)
      • Case

      Digital Equipment Corp.: The Kodak Outsourcing Agreement (A)

      By: Lynda M. Applegate and Herminia M. Ibarra
      Describes grassroots effort which culminated in Digital's winning a competitive bid for the outsourcing of Kodak's internal telecommunications business. Describes the "Telstar" project, from the initial identification of the business opportunity to the process of... View Details
      Keywords: Innovation and Management; Partners and Partnerships; Leading Change; Agreements and Arrangements; Business or Company Management; Bids and Bidding; Decision Making; Management Teams; Telecommunications Industry
      Citation
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      Applegate, Lynda M., and Herminia M. Ibarra. "Digital Equipment Corp.: The Kodak Outsourcing Agreement (A)." Harvard Business School Case 191-039, November 1990. (Revised March 1994.)
      • November 1990
      • Article

      The Greenhouse Effect: Negotiating Targets

      By: James K. Sebenius
      Keywords: Natural Environment; Negotiation
      Citation
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      Sebenius, James K. "The Greenhouse Effect: Negotiating Targets." Environment: Science and Policy for Sustainable Development 32, no. 9 (November 1990): 25–30.
      • October 1990
      • Case

      Parenting Magazine

      By: William A. Sahlman
      Describes a set of decisions confronting Robin Wolaner, who is negotiating with representatives of Time Inc. about investing in a project to launch a new magazine called Parenting. The negotiations have reached an impasse. Among the issues to be considered are the... View Details
      Keywords: Business or Company Management; Decision Choices and Conditions; Negotiation; Negotiation Deal; Valuation; Venture Capital; Financing and Loans; Outcome or Result; Risk and Uncertainty; Projects; Journals and Magazines; Journalism and News Industry; Publishing Industry
      Citation
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      Sahlman, William A. "Parenting Magazine." Harvard Business School Case 291-015, October 1990.
      • 1990
      • Chapter

      From Cross-Border Corporate Transactions to Environmental Accords

      By: James K. Sebenius
      Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability
      Citation
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      Sebenius, James K. "From Cross-Border Corporate Transactions to Environmental Accords." In Corporate Dialogue, 153–160. St. Gallen, Switzerland: Internationales Management-Gesprach, 1990.
      • October 1990 (Revised April 1991)
      • Case

      RU 486 (A)

      By: Joseph L. Badaracco Jr.
      Describes the factors faced by Roussel UCLAF, a French drug company, in deciding whether and how to market a controversial new drug, RU 486, which is often called "the French abortion pill." Roussel's decision involved its relations with the French government, its... View Details
      Keywords: Judgments; Ethics; Product Launch; Negotiation; Outcome or Result; Performance; Business and Government Relations; Health Industry; Pharmaceutical Industry; France; Germany; United States
      Citation
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      Badaracco, Joseph L., Jr. "RU 486 (A)." Harvard Business School Case 391-050, October 1990. (Revised April 1991.)
      • 1990
      • Chapter

      Resolving Local Regulatory Disputes and Building Consensus for Affordable Housing

      By: M. A. Wheeler
      Keywords: Housing; Government and Politics; Governing Rules, Regulations, and Reforms; Local Range; Conflict and Resolution; Negotiation; Construction Industry
      Citation
      Related
      Wheeler, M. A. "Resolving Local Regulatory Disputes and Building Consensus for Affordable Housing." In Building Foundations: Housing and Federal Policy, edited by D. DiPasquale and K. Lanley. Philadelphia: University of Pennsylvania Press, 1990.
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