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  • December 2007
  • Article

Fair (and Not So Fair) Division

By: John W. Pratt
Drawbacks of existing procedures are illustrated and a method of efficient fair division is proposed that avoids them. Given additive participants' utilities, each item is priced at the geometric mean (or some other function) of its two highest valuations. The... View Details
Keywords: Price; Management Practices and Processes; Valuation
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  • September 2003 (Revised September 2018)
  • Exercise

RetailMax: Role for Regan Kessel

By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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  • September 2003 (Revised October 2020)
  • Exercise

RetailMax: Role for Cam Archer

By: Kathleen McGinn and Dina Witter
This exercise requires students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. The exercise presents a one-issue, distributive negotiation that... View Details
Keywords: BATNA; Decision Trees; Negotiation; Compensation and Benefits; Personal Development and Career; Retail Industry
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  • 2007
  • Working Paper

Exclusivity and Control

By: Andrei Hagiu and Robin S. Lee
We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries, and show that whether or not a piece of content... View Details
Keywords: Price; Revenue; Governance Controls; Digital Platforms; Competition
Related
  • Research Summary

Health

"Can Higher Prices Stimulate Product Use? Evidence from a Field Experiment in Zambia." (with James Berry and Jesse Shapiro) August 2008,  American Economic Review, December 2010.View Details

  • Fall 2011
  • Article

Exclusivity and Control

By: Andrei Hagiu and Robin S. Lee
We analyze platform competition for content in the presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends... View Details
Keywords: General Strategy; Entertainment And Leisure; Software; Quality; Competition; Price; Sales; Expansion; Digital Platforms; Revenue; Negotiation
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  • 27 Jun 2005
  • Research & Ideas

The Potential Downside of Win-Win

pharmaceutical firm B creates a drug that treats the same ailment and prepares to bring the drug to market. According to best estimates, this new competition will reduce the price of A's product to $2.55 per pill. B would pick up 40... View Details
Keywords: by Max H. Bazerman
  • September 2018 (Revised January 2020)
  • Case

Apple Pay and Mobile Payments in Australia (A)

By: Feng Zhu, Susan Athey and David Lane
In summer 2016, four of Australia’s top five banks petitioned regulators for permission to bargain collectively with Apple over the terms under which they would support its digital wallet, Apple Pay. They argued that doing so would force concessions from Apple that... View Details
Keywords: Payment Methods; Mobile Payment; Apple; Banks and Banking; Cooperation; Problems and Challenges; Policy; Digital Platforms; Banking Industry; Australia
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  • 2008
  • Working Paper

Some Neglected Axioms in Fair Division

By: John W. Pratt
Conditions one might impose on fair allocation procedures are introduced. Nondiscrimination requires that agents share an item in proportion to their entitlements if they receive nothing else. The "price" procedures of Pratt (2007), including the Nash... View Details
Keywords: Resource Allocation; Valuation; Price; Cost
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  • Article

Undermining Value-Based Purchasing — Lessons from the Pharmaceutical Industry

By: Leemore S. Dafny, Christopher Ody and Matt Schmitt
The analogy between value-based purchasing in pharmaceuticals and the new frontier of alternative payment models for health care providers is relatively straightforward. Insurers are increasingly demanding steep discounts from providers in exchange for inclusion in... View Details
Keywords: Drug Copayment Coupons; Prescription Drug Policy; Health Care and Treatment; Insurance; Cost; Policy; Pharmaceutical Industry
Related
  • 05 Apr 2017
  • Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

expected price in mind enables consumers to use bargaining strategies that they might otherwise not use, such as mentioning the expected price or negotiating for a View Details
Keywords: by Wendy Guild Swearingen; Auto; Service
  • 18 Feb 2009
  • First Look

First Look: February 18, 2009

who need them most, but unrestricted transfers might threaten the Internet's routing system. I suggest policies to create an IP address "market" while avoiding major negative externalities—mitigating the worst effects of v4 scarcity, while obtaining View Details
Keywords: Martha Lagace
  • 16 Jul 2008
  • Op-Ed

What Should Employers Do about Health Care?

and value. But health care has been treated as a commodity and cost reduction has been the dominant approach. Employers have gone to their vendors, health plans, or third-party administrators in the case of self insured plans, and tried to View Details
Keywords: by Michael E. Porter, Elizabeth O. Teisberg & Scott Wallace; Health
  • Teaching Interest

Negotiation

By: Kevin P. Mohan

Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details

  • 22 Nov 2016
  • First Look

November 22, 2016

the cooperative activity has arisen between the parties themselves as a matter of pragmatism. In either instance, tribes and states often find themselves at the bargaining table. The negotiation dynamics of tribal-state compacting,... View Details
Keywords: Sean Silverthorne
  • 13 Jul 2010
  • First Look

First Look: July 13

is the impact of foreign bank entry on the pricing and availability of credit in developing economies? The Mexican banking system provides a quasi-experiment to address this question because in 1997 the Mexican government radically... View Details
Keywords: Martha Lagace
  • 19 Mar 2013
  • First Look

First Look: March 19

negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high-stakes contexts). As a result, robust strategy, creativity, and nimble tactics are essential both on the... View Details
Keywords: Sean Silverthorne
  • 03 Jan 2017
  • First Look

January 3, 2017

parameters, which must be learned from sales data. In the presence of these unknown demand parameters, the retailer faces a tradeoff commonly referred to as the exploration-exploitation tradeoff. Towards the beginning of the selling season, the retailer may offer... View Details
Keywords: Carmen Nobel
  • 07 Jul 2008
  • Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

for natural gas, and to create derivative supply contracts that could help customers manage the risks of demand volatility and price swings more effectively than before. In this way, Skilling and his colleagues solved a major contracting... View Details
Keywords: by Martha Lagace; Energy; Utilities
  • 25 Jan 2016
  • Research & Ideas

When Negotiating a Price, Never Bid with a Round Number

amount so specific. A round number, on the other hand, suggests that a person is just ballparking it—offering an approximate valuation based on vague knowledge. In one 2013 study, for example, participants played an online game based on the TV show The View Details
Keywords: by Carmen Nobel

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