The Power of Alternatives or the Limits to Negotiation

James K. Sebenius; David   Lax

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Article | Negotiation Journal | April 1985

The Power of Alternatives or the Limits to Negotiation

by James K. Sebenius and David Lax

Keywords: Negotiation; Power and Influence;

Format: Print

19 pages

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Citation:

Sebenius, James K., and David Lax. "The Power of Alternatives or the Limits to Negotiation." Negotiation Journal 1, no. 2 (April 1985): 77–95. (Reprinted in:
Negotiation and Settlement Advocacy, Charles B. Wiggins, ed. West Publishing Company, 1997.
Negotiation Theory and Practice, Rubin & Breslin, eds. Cambridge, Mass.: PON Books, 1991.)

About the Author

James K. Sebenius

Gordon Donaldson Professor of Business Administration

Negotiation, Organizations & Markets

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