Negotiation, Organizations & Markets - Publications - Faculty & Research - Harvard Business School

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Article

Mentoring: Application for the Practice of Radiology

By: L. L. Barr, K. Shaffer, K. L. McGinn and B. J. Hillman

Keywords: Health; Training

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1993
Chapter

The Law of the Sea Conference: Lessons for Negotiations to Control Global Warming

By: James K. Sebenius

Keywords: Negotiation; Climate Change; Environmental Sustainability; Agreements and Arrangements; International Relations

1992
Chapter

Issues of Participation and Rights Allocation in Tradeable Permits Systems to Reduce Greenhouse Gas Emissions

By: James K. Sebenius and Michael Grubb

Keywords: Corporate Social Responsibility and Impact; Climate Change; Pollutants; Science-Based Business

October 1992
Article

The Effect of Agents and Mediators on Negotiation Outcomes

By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim

Keywords: Negotiation; Outcome or Result

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1992
Chapter

Multilateral Conference Mediation: Tommy Koh and the Law of the Sea

By: James K. Sebenius and Lance Antrim

Keywords: Negotiation; International Relations; Laws and Statutes

August 1992
Article

Negotiating Rationally: The Power and Impact of the Negotiator's Frame

By: M. A. Neale and Max Bazerman

Keywords: Negotiation; Power and Influence

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August 1992
Article

The Process of Assisted Negotiations: A Network Analysis

By: Kathleen L. McGinn, S. B. White and D. Iacobucci

Keywords: Negotiation

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Article

Commitments with Third Parties

By: Jerry R. Green

Observable irrevocable contracts between a principal and an agent have been suggested as a way in which the principal can enhance his payoff when playing a game against, or bargaining with, an opponent. It is shown that such beneficial agency relationships depend on... View Details

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June 1992
Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

June 1992
Article

Nonrational Escalation of Commitment in Negotiation

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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Article

Renegotiation and the Form of Efficient Contracts

By: Jerry R. Green and J. J. Laffont

Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the... View Details

Keywords: Negotiation; Contracts

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June 1992
Article

Reversals of Preference in Allocation Decisions: Judging an Alternative Versus Choosing Among Alternatives

By: M. H. Bazerman, G. F. Loewenstein and S. B. White

Keywords: Decision Making; Decision Choices and Conditions; Judgments

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1992
Chapter

Sharing the Burden. Fair Allocation and Equity

By: James K. Sebenius, Michael Grubb, Antonio Magalhaes and Susan Subak

Keywords: Fairness; Equality and Inequality; Resource Allocation; Welfare

March 1992
Article

Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes

By: K. L. McGinn, S. B. White, M. A. Neale and M. H. Bazerman

Keywords: Information; Negotiation; Outcome or Result

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March 1992
Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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March 1992
Article

Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation; Cognition and Thinking; Behavior; Decision Making; Perspective; Theory

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1992
Chapter

Rethinking America's Security: The Primacy of the Domestic Agenda

By: James K. Sebenius and Peter G. Peterson

Keywords: National Security; United States

1992
Book

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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winter 1992
Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

By: James K. Sebenius

Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community

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1992
Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale

Keywords: Negotiation

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