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Additional information
David A. Lax is Assistant Professor at the Harvard Business School, 301 Morgan Hall, Boston, Mass. 02163, and is the author of “Optimal Search in Negotiation Analysis” (Journal of Conflict Resolution, fall 1985).James K. Sebenius, on leave as Associate Professor at the Kennedy School of Government at Harvard, is associated with Peterson Jacobs, a merchant bank in New York, and is the author ofNegotiating the Law of the Sea: Lessons in the Art and Science of Reaching Agreement (Cambridge, Mass.: Harvard University Press, 1984). Lax and Sebenius are the coauthors of the forthcoming book,The Manger as Negotiator (New York: The Free Press).
We would like to thank Arthur Applbaum, Mark Moore, Howard Raiffa, Lawrence Susskind, and Thomas Weeks for helpful and friendly comments. A number of the ideas in this paper have been stimulated by the work of, and discussions with, Roger Fisher and William Ury, whom we also thank. Support from the Division of Research at the Harvard Business School and the Sloan Foundation Program of Research in Public Management is gratefully acknowledged. Much of this article is drawn from material prepared for a chapter of our book,The Manager as Negotiator (New York: The Free Press, forthcoming).
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Lax, D.A., Sebenius, J.K. Interests: The measure of negotiation. Negot J 2, 73–92 (1986). https://doi.org/10.1007/BF00998936
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DOI: https://doi.org/10.1007/BF00998936