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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
- 1995
- Chapter
Negotiating Rationally: The Power and Impact of the Negotiator's Frame
By: M. A. Neale and M. H. Bazerman
- 1994
- Chapter
Biases and Rationality in the Mediation Process
By: K. Gibson, L. L. Thompson and M. H. Bazerman
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
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
- 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
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)
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
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)
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
Badaracco, Joseph L., Jr., and Richard G. Hamermesh. "Orthoteks USA (A)." Harvard Business School Case 384-057, September 1983. (Revised July 1991.)