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Publications

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  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)

Show Results For

  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)
← Page 2 of 495 Results →
  • 2023
  • Working Paper

The Link Between Integrative Bargaining and Leadership Evaluations

By: Julian J. Zlatev and Francis J. Flynn
We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive,... View Details
Keywords: Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation
Citation
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Zlatev, Julian J., and Francis J. Flynn. "The Link Between Integrative Bargaining and Leadership Evaluations." Harvard Business School Working Paper, No. 23-044, January 2023.
  • June 1976
  • Case

Buckeye Bargain Stores, Inc. (A)

Citation
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Williams, Charles M. "Buckeye Bargain Stores, Inc. (A)." Harvard Business School Case 276-232, June 1976.
  • 01 Dec 2018
  • News

Research Brief: Bargaining for Better

Kathleen McGinn (photo by Tracy Powell) Kathleen McGinn (photo by Tracy Powell) By the time they reach eighth grade, about 61 percent of girls in Zambia have dropped out of school—a rate three times higher than their male counterparts. Interventions have shown little... View Details
Keywords: Jennifer Myers
  • Research Summary

Notes on the Impact of Wealth in Bargaining

Joint work with Chen-Ying Huang, National Taiwan University.

We provide the first investigation of the politically important question of whether wealthy individuals are advantaged or disadvantaged in bargaining. We show that in a simple Nash-Rubinstein style model,... View Details

  • fall 2005
  • Article

Takeover Defenses and Bargaining Power

By: Guhan Subramanian
Keywords: Negotiation; Integration
Citation
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Subramanian, Guhan. "Takeover Defenses and Bargaining Power." Journal of Applied Corporate Finance 17, no. 4 (fall 2005).
  • July 1988 (Revised July 1989)
  • Case

Gordon Bargain Stores, Inc. (A)

By: Norman Bartczak and Charles M. Williams
Citation
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Bartczak, Norman, and Charles M. Williams. "Gordon Bargain Stores, Inc. (A)." Harvard Business School Case 288-058, July 1988. (Revised July 1989.)
  • June 1977 (Revised October 1977)
  • Case

Buckeye Bargain Stores, Inc. (C)

Citation
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Williams, Charles M., and Dev Purkayastha. "Buckeye Bargain Stores, Inc. (C)." Harvard Business School Case 277-193, June 1977. (Revised October 1977.)
  • 2005
  • Working Paper

Additive Rules for the Quasi-linear Bargaining Problem

By: Christopher P. Chambers and Jerry R. Green
We study the class of additive rules for the quasi-linear bargaining problem introduced by Green. We provide a characterization of the class of all rules that are e¢ cient, translation invariant, additive, and continuous. We present several subfamilies of rules: the... View Details
Keywords: Econometric Models
Citation
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Chambers, Christopher P., and Jerry R. Green. "Additive Rules for the Quasi-linear Bargaining Problem." Working Paper, January 2005.
  • 1985
  • Chapter

Toward a Focal-Point Theory of Bargaining

By: A. E. Roth
Keywords: Negotiation; Game Theory
Citation
Related
Roth, A. E. "Toward a Focal-Point Theory of Bargaining." In Game-Theoretic Models of Bargaining, edited by A. E. Roth, 259–268. Cambridge University Press, 1985.
  • April 1979
  • Article

Bargaining Tips: Advice From a Veteran

By: Louis T Wells Jr
Keywords: Negotiation; Information
Citation
Related
Wells, Louis T., Jr. "Bargaining Tips: Advice From a Veteran." Worldpaper (April 1979).
  • June 1989
  • Article

An Experimental Study of Sequential Bargaining

By: J. Ochs and A. E. Roth
Keywords: Negotiation
Citation
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Ochs, J., and A. E. Roth. "An Experimental Study of Sequential Bargaining." American Economic Review 79, no. 3 (June 1989): 355–384.
  • 05 Sep 2017
  • News

Bargaining With Cancer Patients About Treatment

  • March–April 1990
  • Article

The Costly Bargain of Trade Promotion

By: R. D. Buzzell, J. A. Quelch and W. J. Salmon
Keywords: Trade
Citation
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Buzzell, R. D., J. A. Quelch, and W. J. Salmon. "The Costly Bargain of Trade Promotion." Harvard Business Review 68, no. 2 (March–April 1990): 141–149.
  • June 1981
  • Article

Sociological Versus Strategic Factors in Bargaining

By: A. E. Roth, M. Malouf and J. K. Murnighan
Keywords: Strategy; Society; Negotiation
Citation
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Roth, A. E., M. Malouf, and J. K. Murnighan. "Sociological Versus Strategic Factors in Bargaining." Journal of Economic Behavior & Organization 2, no. 2 (June 1981): 153–177.
  • Other Unpublished Work

Inflation Uncertainty and the Wage Bargain

By: Lucy White and Hans-Joachim Voth
Keywords: Inflation and Deflation; Risk and Uncertainty; Wages; Labor and Management Relations; Negotiation
Citation
Related
White, Lucy, and Hans-Joachim Voth. "Inflation Uncertainty and the Wage Bargain."
  • May 1979
  • Article

Proportional Solutions to the Bargaining Problem

By: A. E. Roth
Keywords: Negotiation; Problems and Challenges
Citation
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Roth, A. E. "Proportional Solutions to the Bargaining Problem." Econometrica 47, no. 3 (May 1979): 775–778.
  • 27 Aug 2010
  • News

Startup TeamBuy uses Chinese bargaining model

  • Article

Sovereign Debt Buybacks Can Lower Bargaining Costs

By: J. J. Rotemberg
Keywords: Sovereign Finance; Negotiation; Cost; Borrowing and Debt
Citation
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Rotemberg, J. J. "Sovereign Debt Buybacks Can Lower Bargaining Costs." Journal of International Money and Finance 10, no. 3 (September 1991): 330–348.
  • August 2013
  • Teaching Note

Liza Davis and the Bargain Hunting Customer

By: F. Asis Martinez-Jerez
Citation
Purchase
Related
Martinez-Jerez, F. Asis. "Liza Davis and the Bargain Hunting Customer." Harvard Business School Teaching Note 114-014, August 2013.
  • 1983
  • Working Paper

A Theory of Bargaining with Monetary Transfers

By: Jerry R. Green
Citation
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Related
Green, Jerry R. "A Theory of Bargaining with Monetary Transfers." Harvard Institute of Economic Research Discussion Paper, No. 966, February 1983.
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