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Negotiation, Organizations & MarketsRemove Negotiation, Organizations & Markets →

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  • September 1991
  • Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax
Keywords: Negotiation
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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
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  • 1991
  • Chapter

Future Graduate Study and Academic Careers

By: J. R. Green
Keywords: Higher Education; Personal Development and Career; Education Industry
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  • 1991
  • Chapter

Strategic Use of Contracts with Third Parties

By: J. R. Green
Keywords: Contracts; Corporate Strategy
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  • August 1991
  • Article

The Art of Business Negotiation

By: James K. Sebenius
Keywords: Negotiation
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  • 1991
  • Book

Cognition and Rationality in Negotiation

By: M. A. Neale and M. H. Bazerman
Keywords: Negotiation; Cognition and Thinking
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  • 1991
  • Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax
Keywords: Decision Choices and Conditions; Negotiation
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  • 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
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  • 1991
  • Book

Handbook of Negotiation Research

By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard
Keywords: Negotiation; Research
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  • February 1991
  • Article

An Evaluation of Learning in the Bilateral Winner's Curse

By: S. B. Ball, M. H. Bazerman and J. S. Carroll
Keywords: Learning
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  • 2002
  • Chapter

Negotiation Analysis

By: James K. Sebenius
Keywords: Negotiation
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  • Article

Blind Spots in Strategic Decision Making: The Case of Competitor Analysis

By: E. J. Zajac and M. H. Bazerman
Keywords: Strategy; Decision Making
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  • November 1990
  • Article

The Greenhouse Effect: Negotiating Targets

By: James K. Sebenius
Keywords: Natural Environment; Negotiation
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  • 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
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  • September 12, 1990
  • Editorial

Of Red Ink and the Greenhouse

By: James K. Sebenius
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  • September 1990
  • Article

Competition on Many Fronts: A Stackelberg Signaling Equilibrium

By: Jerry R. Green and Jean-Jacques Laffont
An economic agent, the incumbent, is operating in many environments at the same time. These may be locations, markets, or specific activities. He is informed of the particular conditions relevant to each situation. His action in each case is observable by another... View Details
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  • July 1990
  • Article

A Perspective on Negotiation Research in Accounting and Auditing

By: J. K. Murnighan and M. H. Bazerman
Keywords: Negotiation; Research; Accounting; Accounting Audits
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  • June 1990
  • Article

The Role of Bargaining Zones and Agents: A Negotiation Simulation

By: Y. M. Kim, M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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  • 1990
  • Book

Research on Negotiation in Organizations: A Series of Analytical Essays and Critical Reviews

By: B. H. Sheppard, M. H. Bazerman and R. J. Lewicki
Keywords: Organizations; Negotiation
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  • Article

Novelty and Disclosure in Patent Law

By: Suzanne Scotchmer and Jerry R. Green
The stringency of the novelty requirement in patent law affects the pace of innovation because it affects the amount of technical information that is disclosed among firms. It also affects ex ante profitability of research. We compare weak and strong novelty... View Details
Keywords: Patents; Law
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