Publications

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2017
Working Paper

BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details

Keywords: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics

SSRN

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1976
Chapter

Costs and Capital Requirements for Transporting Alaskan Natural Gas

Keywords: Cost; Non-Renewable Energy; Capital; Mining Industry; Energy Industry; Alaska

December 2015
Case

Negotiating the Path of Abraham, 2015 Progress and Challenges

The Abraham Path board reviews the last five years and seeks to frame and act on its major strategic, negotiating, and operational challenges going forward. The Abraham Path Initiative seeks to revitalize a route of Middle East cultural tourism following Abraham's path... View Details

Educators

2015
Chapter

Negotiations: Statistical Aspects

'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details

Keywords: Negotiation Preparation; Negotiation Tactics; Negotiation Participants

Book Review

Negotiating with Iran: Cultural and Historical Insights

In a vitally important relationship famously caricatured as the "Mad Mullahs" v. the "Great Satan," the fraught negotiating history and future of Iran and the United States demands historical, cultural, and psychological insight if there is to be any prospect of... View Details

Keywords: National Security; Negotiation; Power and Influence; Iran; United States

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December 2007 (Revised April 2008)
Exercise

The Elcer Products Transaction: Confidential Information for TNDA Corporation

In a six-party negotiation exercise, the TNDA Corp. plans to sell the Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the TNDA Corporation management role. Challenges include... View Details

Keywords: Negotiation

February 2006
Supplement

Smartix (C): Rethinking the Negotiations

Keywords: Negotiation

May 2001 (Revised December 2002)
Exercise

Alphexo Corporation: Confidential Negotiation Information

A two-party, multiple-issue dollar-scoring negotiation exercise dealing with the formation and terms of an IT-industry joint venture. Subordinates have made some progress on several issues but have reached an impasse. Division heads will now attempt to reach a... View Details

Keywords: Negotiation Types; Joint Ventures; Conflict Management; Information Technology; Information Technology Industry

winter 1998
Article

Negotiating Cross-Border Acquisitions

Keywords: Mergers and Acquisitions; Negotiation

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, Helen Freeman, VP, Small Appliances Division

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of Helen Freeman as she attempts to negotiate a new uniform corporate information... View Details

Keywords: Transformation; Information Management; Negotiation Deal; System

January 1997
Exercise

Negotiating Corporate Change: Confidential Information, David Carlson, VP, Management Information Systems

This case provides the confidential role information necessary for one person in a four-person negotiation simulation about a major corporate change. Specifically, it describes the role of David Carlson as he attempts to negotiate a new uniform corporate information... View Details

Keywords: Transformation; Information Management; Negotiation; System

2007
Chapter

Negotiation Analysis: Between Decisions and Games

Keywords: Negotiation; Decision Making; Game Theory

1981
Article

Marine Resources Management under Uncertainty: The Case of Eastern Spinner Dolphin Depletion

Keywords: Management; Risk and Uncertainty; Information

1982
Appendix

Financial Aspects of Antarctic Mineral Regimes

Keywords: Metals and Minerals; Mining Industry; Antarctica

March 2002
Article

The Hidden Challenge of Cross-Border Negotiations

Keywords: Problems and Challenges; Negotiation