Publications
Publications
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(14)
- Faculty Publications (5)
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- 2014
- Working Paper
Tommy Koh and the U.S.–Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'
By: Laurence A. Green and James K. Sebenius
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers... View Details
- January 2013
- Article
Level Two Negotiations: Helping the Other Side Meet Its 'Behind-the-Table' Challenges
A long analytic tradition has explored the challenge of productively synchronizing "internal" with "external" negotiations, with a special focus on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work... View Details
- 2012
- Working Paper
Level II Negotiations: Helping the Other Side Meet Its 'Behind the Table' Challenges
A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is... View Details
- October 2008
- Article
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen McGinn
We propose taking a two-level-game perspective on gender in job negotiations. At Level One, candidates negotiate with employers. At Level Two, candidates negotiate with household members. In order to illuminate the interplay between these two levels, we review research... View Details
- 2008
- Working Paper
Gender in Job Negotiations: A Two-Level Game
By: Hannah Riley Bowles and Kathleen L. McGinn
We propose a two-level-game (Putnam, 1988) perspective on gender in job negotiations. At Level 1, candidates negotiate with the employers. At Level 2, candidates negotiate with domestic partners. In order to illuminate the interplay between these two levels, we review... View Details