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Publications

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    • Faculty Publications  (49)

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    • All HBS Web  (183)
      • Faculty Publications  (49)

      Negotiation StyleRemove Negotiation Style →

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      • 1997
      • Chapter

      Negotiating Rationally: The Power and Impact of the Negotiator's Frame

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation Style; Negotiation Process
      Citation
      Related
      Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Negotiation: Readings, Exercises, and Cases, edited by R. J. Lewicki, J. Minton, and D. M. Saunders. Irwin, 1997.
      • 1995
      • Chapter

      Negotiating Rationally: The Power and Impact of the Negotiator's Frame

      By: M. A. Neale and M. H. Bazerman
      Keywords: Negotiation Style; Power and Influence
      Citation
      Related
      Neale, M. A., and M. H. Bazerman. "Negotiating Rationally: The Power and Impact of the Negotiator's Frame." In Power and Negotiation in Organizations, edited by S. C. Currall, D. Geddes, S. M. Schmidt, and A. Hichner. Dubuque, IA: Kendall/Hunt Publishing, 1995.
      • 1994
      • Chapter

      Biases and Rationality in the Mediation Process

      By: K. Gibson, L. L. Thompson and M. H. Bazerman
      Keywords: Negotiation Process; Negotiation Style; Prejudice and Bias; Attitudes
      Citation
      Related
      Gibson, K., L. L. Thompson, and M. H. Bazerman. "Biases and Rationality in the Mediation Process." In Applications of Heuristics and Biases to Social Issues. Vol. 3, edited by L. Heath, F. Bryant, J. Edwards, E. Henderson, J. Myers, E. Posavac, Y. Suarez-Balcazar, and R. S. Tindale. Social Psychological Applications to Social Issues. New York: Plenum Press, 1994.
      • November 1993 (Revised September 2018)
      • Case

      Rudi Gassner and the Executive Committee of BMG International (A)

      By: Linda Hill and Katherine Seger Weber
      Explores the roles of CEO Rudi Gassner and the 9-person executive committee in leading BMG International. BMG International is the international music subsidiary of Bertlesmann, a German company that is the second-largest media conglomerate in the world. Describes a... View Details
      Keywords: Managerial Roles; Management Teams; Decision Making; Business Plan; Growth and Development Strategy; Global Strategy; Leadership Style; Organizational Culture; Business Subsidiaries; Business Conglomerates; Cost Management; Change Management; Music Industry; Media and Broadcasting Industry; Germany
      Citation
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      Hill, Linda, and Katherine Seger Weber. "Rudi Gassner and the Executive Committee of BMG International (A)." Harvard Business School Case 494-055, November 1993. (Revised September 2018.)
      • 1992
      • Chapter

      Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research

      By: M. H. Bazerman and M. A. Neale
      Keywords: Negotiation Style; Cognition and Thinking; Research
      Citation
      Related
      Bazerman, M. H., and M. A. Neale. "Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research." In Negotiation Analysis, edited by H. Peyton Young. Ann Arbor, MI: University of Michigan Press, 1992.
      • February 1991
      • Background Note

      Note on Sealed Bid Auctions

      By: David E. Bell
      Describes a simple approach to determining an appropriate bid for a sealed bid auction. View Details
      Keywords: History; Management Style; Financial Management; Consumer Behavior; Accounting; Bids and Bidding; Decisions; Market Transactions; Decision Choices and Conditions; Competitive Strategy; Negotiation Style; Auctions
      Citation
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      Related
      Bell, David E. "Note on Sealed Bid Auctions." Harvard Business School Background Note 191-140, February 1991.
      • September 1983 (Revised December 1988)
      • Case

      Cleveland Twist Drill (A)

      By: Richard G. Hamermesh
      Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details
      Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy
      Citation
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      Hamermesh, Richard G. "Cleveland Twist Drill (A)." Harvard Business School Case 384-083, September 1983. (Revised December 1988.)
      • September 1983 (Revised July 1991)
      • Case

      Orthoteks USA (A)

      By: Joseph L. Badaracco Jr. and Richard G. Hamermesh
      A series on implementing strategy as the head of the U.S. subsidiary of a successful Swiss medical products firm. Traces the actions of the CEO over a four year period and highlights his negotiations with the Swiss parent and the way functional components of the... View Details
      Keywords: Business Subsidiaries; Trade; Health Care and Treatment; Leadership Style; Agreements and Arrangements; Strategy; Health Industry; Switzerland; United States
      Citation
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      Badaracco, Joseph L., Jr., and Richard G. Hamermesh. "Orthoteks USA (A)." Harvard Business School Case 384-057, September 1983. (Revised July 1991.)
      • 1980
      • Chapter

      The Nash Solution as a Model of Rational Bargaining

      By: A. E. Roth
      Keywords: Mathematical Methods; Negotiation Style
      Citation
      Related
      Roth, A. E. "The Nash Solution as a Model of Rational Bargaining." In Extremal Methods and Systems Analysis, edited by A. V. Fiacco and K.O. Kortanek, 306–311. Springer-Verlag, 1980.
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