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  • November 2003
  • Column

The Mind of the Negotiator: The Mythical Fixed Pie

By: Max H. Bazerman
Keywords: Negotiation
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  • October 2010
  • Article

Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution

By: Deepak Malhotra and Jeremy Ginges
The paper extends research on fixed-pie perceptions by suggesting that disputants may prefer proposals that are perceived to be equally attractive to both parties (i.e., balanced) rather than one-sided, because balanced agreements are seen as more likely to be... View Details
Keywords: Fixed Pie; Balance; Peace; Negotiation; Agreements and Arrangements; Conflict and Resolution; Government and Politics; Balance and Stability; Forecasting and Prediction; Attitudes; Israel; Palestinian state
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  • January–February 2025
  • Article

What People Still Get Wrong About Negotiations: They Assume the Size of the Pie Is Fixed—and So Miss Opportunities to Create Value

By: Max H. Bazerman
Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to... View Details
Keywords: Negotiation Offer; Negotiation Tactics; Value; Communication; Trust
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  • 23 Aug 2006
  • Op-Ed

The Real Wal-Mart Effect

stakeholders, instead of just slicing up a fixed pie in a way that favors one group over another. Consider, for example, the conclusions of the McKinsey Global Institute's study of U.S. labor productivity... View Details
Keywords: by Pankaj Ghemawat & Ken A. Mark; Retail
  • 11 Aug 2003
  • Research & Ideas

Why Budgeting Kills Your Company

Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details
Keywords: by Loren Gary
  • 04 Sep 2001
  • Research & Ideas

Five Questions for Max Bazerman

wings battle over who gets the biggest piece of the pie, while paying little attention to expanding the pie of social resources for all. Q: If I recall my political science studies, lawyers and career politicians are disproportionately... View Details
Keywords: Re: Max H. Bazerman
  • 31 Jan 2017
  • Research & Ideas

Why These Business School Professors Oppose Trump's Executive Order on Immigration

to note, though, that this situation might benefit other countries that will welcome these workers, as for instance Canada has been saying. The US will get a smaller slice of the world economy pie if it turns it back to the world. But if... View Details
Keywords: by Staff
  • 10 Aug 2011
  • Research & Ideas

HBS Faculty Views on Debt Crisis

be better off, that tomorrow will be a better day. Where does growth come from? The answer is equally simple. Business, especially new business, creates jobs and prosperity. We need to stop arguing about how to slice a shrinking pie and... View Details
Keywords: by Staff
  • 08 Sep 2009
  • Research & Ideas

The Height Tax, and Other New Ways to Think about Taxation

fixed and observable measure of ability," Weinzierl continues. "That is where height comes in. It turns out that each inch of height is associated with about a 2 percent higher wage among white males in the United States. Wage... View Details
Keywords: by Martha Lagace
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

how to divide a fixed or shrinking pie between you and the customer. Firms can do this when they craft organizational processes that gather and analyze information across their customer portfolio. And this... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • 12 Jun 2006
  • Research & Ideas

The Promise of Channel Stewardship

take charge. Channel stewardship has two important outcomes. The primary (and obvious) purpose is to expand value for the steward's customers and bottom line. The main reason any partner would want to participate in a channel with an effective steward is to expand the... View Details
Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products
  • 08 Oct 2013
  • First Look

First Look: October 8

valuable information. Companies need to invest as much in learning from their start-ups as they do in making and overseeing deals. Publisher's link: http://hbr.org/2013/10/corporate-venturing/ar/1 August 2013 Harvard Business Review The Strategy That Will View Details
Keywords: Sean Silverthorne

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