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  • October 1977
  • Article

Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation

By: A. E. Roth
Keywords: Negotiation; Games, Gaming, and Gambling
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  • May 2009
  • Article

When Contracts Destroy Trust

By: Deepak Malhotra
Contracts exist to foster trust, but they can actually do the opposite. Overly detailed contracts leave no room for spontaneous acts of kindness to create goodwill between parties; too-rigid contracts leave parties unable to respond to the unanticipated; and, strangely... View Details
Keywords: Contracts; Negotiation; Trust
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  • Jan 08 2019
  • Testimonial

Pursuing Organizational Excellence

  • Jun 06 2018
  • Testimonial

Building Connections and Careers

  • May 22 2018
  • Testimonial

Taking Your Career to New Heights

  • Mar 28 2018
  • Testimonial

Developing Critical Leadership Skills

  • Mar 22 2018
  • Testimonial

Revitalize Your Skills and Your Career

  • Mar 07 2018
  • Testimonial

Discovering What Great Leaders Have in Common

  • Feb 02 2017
  • Testimonial

PLD—Your Catalyst for Growth

  • Jan 23 2017
  • Testimonial

Developing the Confidence to Take Risks

  • Aug 04 2015
  • Testimonial

Taking Time to Learn, Reflect, and Grow

  • Aug 05 2014
  • Testimonial

Making an Investment in Yourself

  • Jul 03 2014
  • Testimonial

Appreciating the Science of Business

  • Sep 02 2014
  • Testimonial

Developing the Tools to Embrace Change

  • Alumni WDYDWYD

Onay Payne

karate-chop someone on the other side of the negotiating table, I’m challenged and I’m fulfilled and I’m growing. Luckily I’m doing what I do at a moment in history where my career advancement hasn’t been limited by the fact that I’m a... View Details
  • 01 Jun 2010
  • News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 1979
  • Article

Game-Theoretic Models and the Role of Information in Bargaining

By: A. E. Roth and M. K. Malouf
Keywords: Games, Gaming, and Gambling; Negotiation; Information
Related
  • May 1982
  • Article

Risk Aversion and Nash's Solution for Bargaining Games with Risky Outcomes

By: A. E. Roth and U. Rothblum
Keywords: Risk and Uncertainty; Negotiation; Outcome or Result
Related
  • March 1999 (Revised November 2001)
  • Case

Honda-Rover (A): Crafting an Alliance

By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Faced with vexing financial challenges in 1993, British Aerospace (BAe) is determined to shed its loss-making automaker, Rover. It offers to sell its stake in Rover to Honda, Rover's partner since 1979, but Honda is reluctant to raise its stake in Rover. Meanwhile, BMW... View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
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  • November 1999 (Revised June 2001)
  • Case

Compaq Computer Corporation: The DEC Acquisition

By: Carliss Y. Baldwin and Barbara Feinberg
Compaq's board of directors is faced with responsibility for setting the price range and terms for the proposed acquisition of Digital Equipment Corp. The transaction is described in the context of the rapidly evolving markets and business models of the computer... View Details
Keywords: Governing and Advisory Boards; Situation or Environment; Negotiation Offer; Acquisition; Computer Industry
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