David A. Lax

Lax Sebenius LLC

Managing Principal

200 Baker Avenue, Suite 301

Concord, MA 01742

United States

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From Single Deals to Negotiation Campaigns

Harvard Business School NOM Unit Working Paper No. 12-046
Number of pages: 30 Posted: 19 Dec 2011
David A. Lax and James K. Sebenius
Lax Sebenius LLC and HBS Negotiations, Organizations and Markets Unit
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Abstract:

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Negotiation, Dealmaking, Negotiation Campaign, Fronts, Sequencing, Linkage, Information Revelation