Publications

2005
Book

Negotiation, Decision Making, and Conflict Management

By: M. H. Bazerman

Keywords: Negotiation; Decision Making; Conflict and Resolution; Management

August 1994
Case

Saturn Corp.'s Module II Decision

In the Spring of 1994, Saturn Corp. was setting sales records by attracting more than 25,000 buyers per month. Saturn officials believed there was a long-term opportunity to sell 400,000 to 500,000 cars per year in the United States and selected international markets.... View Details

Keywords: Cost vs Benefits; Production; Expansion; Manufacturing Industry; Auto Industry; Retail Industry; Tennessee; United States

08 Aug 2022
News

Decisions Don’t Have to Be Either-Or

03 Nov 2016
Cold Call Podcast

You're Fired: Managing Gray-Area Decisions

Keywords: Re: Joseph L. Badaracco

2002
Chapter

Research on Interactions among Management Decisions

By: Jan W. Rivkin

Keywords: Decisions; Management Systems; Research

16 Jul 2007
Research & Ideas

Understanding the ‘Want’ vs. ’Should’ Decision

should purchase the used Toyota Camry. How consumers weigh those decisions is crucial information for retailers, and is the subject of recent research by Harvard Business School doctoral candidates Todd Rogers and Katy Milkman, in... View Details

Keywords: by Sarah Jane Gilbert; Retail; Entertainment & Recreation

January 1991 (Revised June 1993)
Case

Decision Analysis and the Risk Profile

By: Paul A. Vatter

Keywords: Risk and Uncertainty; Decision Making

June 2005
Article

Compensatory Transfers in Two-Player Decision Problems

By: Jerry R. Green

This paper presents an axiomatic characterization of a family of solutions to two-player quasi-linear social choice problems. In these problems the players select a single action from a set available to them. They may also transfer money between... View Details

Keywords: Bargaining; Cost Allocation; Decision Making

Read Now

May 2006 (Revised June 2006)
Case

Icebreaker: The China Entry Decision

By: Joseph B. Lassiter III and Dan Heath

Jeremy Moon, CEO of Icebreaker, maker of merino-fiber activewear, thinks about the strengths and weaknesses of staying focused on his rapidly expanding U.S. and European markets vs. broadening his attack to include China. If he enters China, should he continue his... View Details

Keywords: Brands and Branding; Product Positioning; Global Strategy; Expansion; Decision Choices and Conditions; Market Entry and Exit; Marketing Strategy; Apparel and Accessories Industry; China; United States; Europe

January 2007 (Revised May 2008)
Case

National Logistics Management: Founder Decisions

By: Lynda M. Applegate and Elizabeth Collins

Scott Taylor, CEO & founder of NLM, is a serial entrepreneur faced with an important decision. As his industry consolidates, he knows that his company must grow quickly, yet he believes he has reached the limit of what organic growth can achieve. Should he accept the... View Details

Keywords: Mergers and Acquisitions; Business Startups; Decision Choices and Conditions; Entrepreneurship; Growth and Development Strategy; Supply and Industry; Supply Chain

2025
Working Paper

Choosing and Using Information in Evaluation Decisions

By: Katherine Baldiga Coffman, Scott Kostyshak and Perihan O. Saygin

We use a controlled experiment to study how information acquisition impacts candidate evaluations. We provide evaluators with group-level information on performance and the opportunity to acquire additional, individual-level performance information before making a... View Details

Keywords: Discrimination; Beliefs; Stereotypes; Gender; Prejudice and Bias; Selection and Staffing; Performance Evaluation

Read Now

26 Aug 2002
Research & Ideas

High-Stakes Decision Making: The Lessons of Mount Everest

and insufficient confidence on the other. Leaders must act decisively when faced with challenges, and they must inspire others to do so as well. A lack of confidence can enhance anticipatory regret, or the apprehension that individuals... View Details

Keywords: by Michael A. Roberto

2007
Chapter

Negotiation Analysis: Between Decisions and Games

By: James K. Sebenius

Keywords: Negotiation; Decision Making; Game Theory

April 2009 (Revised August 2009)
Case

Backchannelmedia: Making Television 'Clickable'

By: Sunil Gupta, Kavita Shukla and Zachary Scott Clayton

Backchannelmedia (BCM), a three-year-old start-up, intended to completely disrupt the world of advertising by transforming the way Americans watched television. BCM had developed a technology to make television "clickable," enabling viewers to interact with the content... View Details

Keywords: Entrepreneurship; Investment; Disruptive Innovation; Technological Innovation; Marketing Strategy; Partners and Partnerships; Competition