Publications
Publications
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- All HBS Web
(118,379)
- Faculty Publications (2,221)
- June 1995
- Article
Negotiating Over Time: Impediments to Integrative Solutions
By: E. A. Mannix, C. Tinsley and M. H. Bazerman
- Article
On the Division of Profit in Sequential Innovation
By: Jerry R. Green and Suzanne Scotchmer
In markets with sequential innovation, inventors of derivative improvements might undermine the profit of initial innovators through competition. Profit erosion can be mitigated by broadening the first innovator's patent protection and/or by permitting cooperative... View Details
- April 1995
- Article
Perceptions of Fairness in Interpersonal and Individual Choice Situations
By: M. H. Bazerman, S. B. White and G. F. Loewenstein
- 1995
- Simulation
Moms.com Simulation and Teaching Note
By: A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution
- 1995
- Chapter
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
By: M. A. Neale and M. H. Bazerman
- 1995
- Chapter
Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts
By: J. R. Harrison and M. H. Bazerman
- 1995
- Simulation
SHARC Simulation and Teaching Note
By: K. Wade-Benzoni, A. Tenbrunsel and M. Bazerman
Keywords: Conflict and Resolution
- Article
The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation
By: L. Thompson, K. L. McGinn and R. M. Kramer
- 1995
- Chapter
Towards a Winning Climate Coalition
- December 1994
- Case
Four-Way Organization: One Round
One round of negotiation exercise to explore the dynamics of coalition formation. View Details
- Article
Non-verifiability, Costly Renegotiation, and Efficiency
By: Jerry R. Green and J. J. Laffont
We study the implications of the non verifiability of information for the allocation of resources and the bearing of risk in a two party relationship. We consider a two step approach. In step one the two parties define a non contingent contract which will be executed... View Details
Keywords: Negotiation
- December 1994
- Article
The Inconsistent Role of Comparison Others and Procedural Justice to Hypothetical Job Descriptions: Implications for Job Acceptance Decisions
By: M. H. Bazerman, H. A. Schroth, P. P. Shah, K. A. Diekmann and A. E. Tenbrunsel
- November 1994 (Revised January 1995)
- Case
Wheeling and Dealing: The Zirconia GT
By: Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland
A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated. View Details
- October 30, 1994
- Article
Sports Strikes: Let the Games Continue
By: James K. Sebenius and Michael A. Wheeler
- 1994
- Chapter
Biases and Rationality in the Mediation Process
By: K. Gibson, L. L. Thompson and M. H. Bazerman
- March 1994
- Article
Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices and Negotiator Aspirations
By: S. B. White, K. L. McGinn, M. H. Bazerman and M. A. Neale
- January 1994 (Revised December 1994)
- Exercise
Four-Way Organization
Three divisions seek to form a two- or three-way conglomerate of maximum economic value. A manager seeks to assist them. Individual and shared interests are in conflict. View Details