Publications

April 1985
Article

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax

Keywords: Negotiation; Power and Influence

February 1985
Teaching Note

Duncan Field (A), Teaching Note

By: Howard H. Stevenson and Michael J. Roberts

Teaching Note for (9-382-137). View Details

Keywords: Acquisition; Negotiation; System; Personal Development and Career; Entertainment and Recreation Industry

1985
Book

The Manager as Negotiator and Dispute Resolver

By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks

Keywords: Negotiation Tactics

January 1985
Case

Business Research Corp. (A)

By: William A. Sahlman

Contains a description of a decision confronting an entrepreneur: which of two investment proposals should he accept to fund the creation and marketing of a database that comprises the full text of research reports produced by Wall Street investment banking firms? The... View Details

Keywords: Strategy; Cost vs Benefits; Valuation; Investment Banking; Negotiation Participants; Negotiation Deal; Financing and Loans; Financial Strategy; Corporate Finance; Service Industry

January 1985
Article

A Note on Risk Aversion in a Perfect Equilibrium Model of Bargaining

By: A. E. Roth

Keywords: Risk and Uncertainty; Negotiation

winter 1985
Article

Sovereignty en Garde: Negotiating with Foreign Investors

By: L. T. Wells Jr. and D. Encarnation

Keywords: Negotiation; Investment

1984
Book

Negotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement

By: James K. Sebenius

Keywords: Law; Agreements and Arrangements

September 1983 (Revised December 1988)
Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh

Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details

Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy

September 1983 (Revised July 1991)
Case

Orthoteks USA (A)

By: Joseph L. Badaracco Jr. and Richard G. Hamermesh

A series on implementing strategy as the head of the U.S. subsidiary of a successful Swiss medical products firm. Traces the actions of the CEO over a four year period and highlights his negotiations with the Swiss parent and the way functional components of the... View Details

Keywords: Business Subsidiaries; Trade; Health Care and Treatment; Leadership Style; Agreements and Arrangements; Strategy; Health Industry; Switzerland; United States

1983
Book

Negotiating in Organizations

By: M. H. Bazerman and R.J. Lewicki

Keywords: Negotiation; Organizations

June 1983
Article

Don't Bet on It: Contingent Agreements with Asymmetric Information

By: James K. Sebenius and John Geanakoplos

Keywords: Information; Agreements and Arrangements

June 1983
Article

Expectations and Reputations in Bargaining: An Experimental Study

By: A. E. Roth and F. Schoumaker

Keywords: Negotiation; Reputation

May 1983 (Revised December 1987)
Case

Technical Data Corp.

By: William A. Sahlman

Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details

Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Service Industry

1983
Chapter

Information and Aspirations in Two Person Bargaining

By: A. E. Roth and J. K. Murnighan

Keywords: Negotiation; Information; Motivation and Incentives