HBSP (USA)
-
Playing the Whole Game (Spanish version)
Lax, David A.; Sebenius, James K.Article HBS-R0311DStrategy1-D negotiators focus on improving their interpersonal skills at the negotiating table, and 2-D negotiators focus on diagnosing underlying sources of value in a deal and then recrafting the terms to satisfy all parties. In this article, the authors explore the often-neglected third dimension. Instead of just playing the game at the bargaining table, 3-D negotiators reshape the scope and sequence of the game itself to achieve the desired outcome....Starting at €8.20
-
Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (B)
Sebenius, James K.; Green, Laurence A.Case HBS-914026-EThis case carefully traces the process by which Stuart Eizenstat handled the negotiation challenges outlined in "Rough Justice: Stuart Eizenstat and Holocaust-Era Asset Restitution (A)". It describes the outcome of the Swiss negotiations and briefly sketches Eizenstat's subsequent involvement in analogous restitution negotiations in Germany, Austria, France, and Israel.Starting at €5.74