Publications
Publications
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- All HBS Web
(3,422)
- Faculty Publications (1,277)
- 1992
- Chapter
Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing
By: James K. Sebenius and David Lax
- 1992
- Chapter
Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research
By: M. H. Bazerman and M. A. Neale
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords: Negotiation
- 1991
- Chapter
The Power of Alternatives or the Limits to Negotiation
By: James K. Sebenius and David Lax
- spring 1991
- Article
Designing Negotiations toward a New Regime: The Case of Global Warming
- February 1991 (Revised April 1994)
- Background Note
Note on Negotiation
By: David E. Bell
Keywords: Negotiation
- 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
- February 1991 (Revised October 1991)
- Case
Fenchel Lampshade Co.
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
- 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
- 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
- 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
- November 1990
- Article