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All HBS Web
(3,340)
- Faculty Publications (1,254)
- 1980
- Chapter
Negotiating and Implementing Mineral Agreements with Multinationals: Some Critical Tax Development Issues
By: L. T. Wells Jr. and Malcolm Gillis
Keywords:
Agreements and Arrangements;
Metals and Minerals;
Mining;
Multinational Firms and Management;
Globalized Markets and Industries;
Taxation;
Mining Industry
Wells, L. T., Jr., and Malcolm Gillis. "Negotiating and Implementing Mineral Agreements with Multinationals: Some Critical Tax Development Issues." In Tax and Investment Policies for Hard Minerals: Public and Multinational Enterprises in Indonesia, by Malcolm Gillis, Ralph Beals, Glenn Jenkins, L. T. Wells Jr., and Ulrich Peterson. MA: Ballinger Publishing Company, 1980.
- 1980
- Article
The Effect of Group Size and Communication Availability on Coalition Bargaining in a Veto Game
By: J. K. Murnighan and A. E. Roth
Murnighan, J. K., and A. E. Roth. "The Effect of Group Size and Communication Availability on Coalition Bargaining in a Veto Game." Journal of Personality and Social Psychology 39 (1980): 92–103.
- 1979
- Book
Axiomatic Models of Bargaining
By: A. E. Roth
Keywords:
Negotiation
Roth, A. E. Axiomatic Models of Bargaining. Lecture Notes in Economics and Mathematical Systems. Springer-Verlag, 1979.
- September 1979
- Article
An Impossibility Result Concerning n-Person Bargaining Games
By: A. E. Roth
Roth, A. E. "An Impossibility Result Concerning n-Person Bargaining Games." International Journal of Game Theory 8, no. 3 (September 1979): 129–132.
- May 1979
- Article
Proportional Solutions to the Bargaining Problem
By: A. E. Roth
Roth, A. E. "Proportional Solutions to the Bargaining Problem." Econometrica 47, no. 3 (May 1979): 775–778.
- 1979
- Article
Game-Theoretic Models and the Role of Information in Bargaining
By: A. E. Roth and M. K. Malouf
Roth, A. E., and M. K. Malouf. "Game-Theoretic Models and the Role of Information in Bargaining." Psychological Review 86 (1979): 574–594.
- June 1978
- Article
Large Group Bargaining in a Characteristic Function Game
By: J. K. Murnighan and A. E. Roth
Murnighan, J. K., and A. E. Roth. "Large Group Bargaining in a Characteristic Function Game." Journal of Conflict Resolution 22, no. 2 (June 1978): 299–317.
- May 1978 (Revised October 1994)
- Supplement
Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors
Designed as a class hand-out after discussion of the (A) and (B) cases.
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Keywords:
Auto Industry
Shapiro, Benson P. "Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors." Harvard Business School Supplement 578-172, May 1978. (Revised October 1994.)
- May 1978
- Article
The Nash Solution and the Utility of Bargaining
By: A. E. Roth
Keywords:
Negotiation
Roth, A. E. "The Nash Solution and the Utility of Bargaining." Econometrica 46, no. 3 (May 1978): 587–594, 983.
- April 1978 (Revised October 1994)
- Case
Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors
Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a...
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Keywords:
Decisions;
Bids and Bidding;
Market Participation;
Negotiation;
Competitive Strategy;
Manufacturing Industry
Shapiro, Benson P. "Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors." Harvard Business School Case 578-170, April 1978. (Revised October 1994.)
- December 1977
- Article
Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem
By: A. E. Roth
Roth, A. E. "Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem." Journal of Economic Theory 16 (December 1977): 247–251.
- October 1977
- Article
Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation
By: A. E. Roth
Roth, A. E. "Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation." Journal of Mathematical Psychology 16 (October 1977): 153–160.
- 1977
- Article
Individual Rationality and Nash's Solution to the Bargaining Problem
By: A. E. Roth
Roth, A. E. "Individual Rationality and Nash's Solution to the Bargaining Problem." Mathematics of Operations Research 2, no. 1 (1977): 64–65.
- January – February 1977
- Article
Negotiating with Third World Governments
By: L. T. Wells Jr.
Wells, L. T., Jr. "Negotiating with Third World Governments." Harvard Business Review 55, no. 1 (January–February 1977). (Abridged version in AMA Marketing News, June 1977. Also reprinted in Douglas N. Dickson (ed.) Managing Effectively in the World Marketplace. New York: John WIley & Sons, 1983.)
- winter 1976
- Article
Conflict Avoidance in Concession Agreements
By: L. T. Wells Jr. and David N. Smith
Wells, L. T., Jr., and David N. Smith. "Conflict Avoidance in Concession Agreements." Harvard International Law Journal 17, no. 1 (winter 1976). (Also reprinted in Robert Hellawell and Don Wallace (eds.) Negotiating Foreign Investments: A Manual for the Third World. Washington International Law Institute, 1982.)
- July 1975
- Article
Mineral Agreements in Developing Countries: Structures and Substance
By: Louis T Wells Jr and David Smith
Wells, Louis T., Jr, and David Smith. "Mineral Agreements in Developing Countries: Structures and Substance." American Journal of International Law 69, no. 3 (July 1975).
- 1975
- Book
Negotiating Third World Mineral Agreements: Promises as Prologue
By: David N. Smith and L. T. Wells Jr.
Smith, David N., and L. T. Wells Jr. Negotiating Third World Mineral Agreements: Promises as Prologue. Cambridge, MA: Ballinger Publishing Company, 1975. (Wells also wrote or was co-author of chapters 5, 7, 8, and 9.)
- Research Summary
3D Negotiaton
In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details