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  • All HBS Web  (496)
    • News  (69)
    • Research  (383)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (238)

Show Results For

  • All HBS Web  (496)
    • News  (69)
    • Research  (383)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (238)
← Page 4 of 496 Results →
  • November 2004
  • Article

True or False? Lie Detection at the Bargaining Table

By: Michael Wheeler
Keywords: Negotiation
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Wheeler, Michael. "True or False? Lie Detection at the Bargaining Table." Negotiation 7, no. 11 (November 2004).
  • 1977
  • Article

Individual Rationality and Nash's Solution to the Bargaining Problem

By: A. E. Roth
Keywords: Negotiation; Problems and Challenges
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Roth, A. E. "Individual Rationality and Nash's Solution to the Bargaining Problem." Mathematics of Operations Research 2, no. 1 (1977): 64–65.
  • 1980
  • Chapter

The Nash Solution as a Model of Rational Bargaining

By: A. E. Roth
Keywords: Mathematical Methods; Negotiation Style
Citation
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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.
  • winter 2007
  • Article

Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill

By: Guhan Subramanian
Keywords: Negotiation; Software; Information Technology Industry
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Subramanian, Guhan. "Bargaining in the Shadow of PeopleSoft's (Defective) Poison Pill." Harvard Negotiation Law Review (winter 2007).
  • November 2003
  • Article

Bargaining under a Deadline: Evidence from the Reverse Ultimatum Game

By: Uri Gneezy, Ernan Haruvy and A. E. Roth
Keywords: Negotiation
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Gneezy, Uri, Ernan Haruvy, and A. E. Roth. "Bargaining under a Deadline: Evidence from the Reverse Ultimatum Game." Special Issue in Honor of Robert W. Rosenthal Games and Economic Behavior 45, no. 2 (November 2003): 347–368.
  • Article

Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels 'Distributive' and 'Integrative' Should Be Retired

By: James K. Sebenius
Richard Walton and Robert McKersie's closeness to practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of the Behavioral Theory of Labor Relations. Ironically, the names they chose for the fundamental... View Details
Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions
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Sebenius, James K. "Why A Behavioral Theory of Labor Negotiations Remains a Triumph at Fifty but the Labels 'Distributive' and 'Integrative' Should Be Retired." Negotiation Journal 31, no. 4 (October 2015): 335–347.
  • June 1990
  • Article

The Role of Bargaining Zones and Agents: A Negotiation Simulation

By: Y. M. Kim, M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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Kim, Y. M., M. H. Bazerman, and M. A. Neale. "The Role of Bargaining Zones and Agents: A Negotiation Simulation." Organizational Behavior Teaching Review 14, no. 3 (June 1990): 53–63.
  • January 2008
  • Article

Prudence in Bargaining: The Effect of Uncertainty on Bargaining Outcomes

By: Lucy White
Keywords: Negotiation; Risk and Uncertainty; Outcome or Result
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White, Lucy. "Prudence in Bargaining: The Effect of Uncertainty on Bargaining Outcomes." Games and Economic Behavior 62, no. 1 (January 2008): 211–231.
  • January 2003
  • Article

Dyadic Processes of Disclosure and Reciprocity in Bargaining with Communication

By: Kathleen L. McGinn, Leigh Thompson and Max H. Bazerman
Keywords: Negotiation; Communication
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McGinn, Kathleen L., Leigh Thompson, and Max H. Bazerman. "Dyadic Processes of Disclosure and Reciprocity in Bargaining with Communication." Journal of Behavioral Decision Making 16, no. 1 (January 2003): 17–34.
  • 13 Apr 2022
  • Podcast

Micha Kaufman on the new terms of the talent bargain

The pandemic took remote work mainstream. This gave a boost to online platforms for freelance professionals and highly skilled workers. Micha Kaufman, founder and CEO of Fiverr, explains how businesses have gotten better at leveraging this talent, how freelancers have... View Details
  • Article

Household Bargaining and Excess Fertility: An Experimental Study in Zambia

By: Nava Ashraf, Erica Field and Jean Lee
We posit that household decision-making over fertility is characterized by moral hazard due to the fact that most contraception can only be perfectly observed by the woman. Using an experiment in Zambia that varied whether women were given access to contraceptives... View Details
Keywords: Partners and Partnerships; Health; Household; Gender; Zambia
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Ashraf, Nava, Erica Field, and Jean Lee. "Household Bargaining and Excess Fertility: An Experimental Study in Zambia." American Economic Review 104, no. 7 (July 2014). (Online Appendix.)
  • Article

The Process of Work Restructuring and Its Impact on Collective Bargaining

By: Leonard A. Schlesinger and Richard E. Walton
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Schlesinger, Leonard A., and Richard E. Walton. "The Process of Work Restructuring and Its Impact on Collective Bargaining." Monthly Labor Review 100, no. 4 (April 1977): 52–55.
  • April 2010
  • Case

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)

By: James K. Sebenius and Ellen Knebel
CEO Bill Nichol must somehow negotiate a surprise ultimatum from Walmart, his largest customer, about his largest and most profitable product line: “We're dropping it.” Among its hosiery products, the Kentucky Derby Hosiery Co. produces and sells a branded line of... View Details
Keywords: Customer Relationship Management; Crisis Management; Negotiation Tactics; Conflict Management; Apparel and Accessories Industry; North America
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Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A)." Harvard Business School Case 910-043, April 2010.
  • December 1977
  • Article

Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem

By: A. E. Roth
Keywords: Negotiation; Problems and Challenges
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Roth, A. E. "Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem." Journal of Economic Theory 16 (December 1977): 247–251.
  • 2013
  • Other Unpublished Work

Household Bargaining and Excess Fertility: An Experimental Study in Zambia

By: Nava Ashraf, Erica Field and Jean Lee
We posit that household decision-making over fertility is characterized by moral hazard due to the fact that most contraception can only be perfectly observed by the woman. Using an experiment in Zambia that varied whether women were given access to contraceptives... View Details
Keywords: Family and Family Relationships; Negotiation; Developing Countries and Economies; Zambia
Citation
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Ashraf, Nava, Erica Field, and Jean Lee. "Household Bargaining and Excess Fertility: An Experimental Study in Zambia." September 2013. (2nd revision resubmitted, American Economic Review.)
  • 28 Aug 2018
  • News

Bargain Hunters Beware: A Store's 'Original Price' Might Not Be After All

  • May 1982
  • Article

Risk Aversion and Nash's Solution for Bargaining Games with Risky Outcomes

By: A. E. Roth and U. Rothblum
Keywords: Risk and Uncertainty; Negotiation; Outcome or Result
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Roth, A. E., and U. Rothblum. "Risk Aversion and Nash's Solution for Bargaining Games with Risky Outcomes." Econometrica 50, no. 3 (May 1982): 639–647.
  • April 2010
  • Supplement

Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)

By: James K. Sebenius and Ellen Knebel
This case describes the multi-prong negotiating approach that Bill Nichol, Kentucky Derby Hosiery Co. CEO, took to deal with an ultimatum from his largest customer, as well as the outcome of this process. It concludes with a number of Nichol's observations about... View Details
Keywords: Customers; Management Practices and Processes; Negotiation Deal; Outcome or Result; Business and Stakeholder Relations; Retail Industry
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Sebenius, James K., and Ellen Knebel. "Bill Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (B)." Harvard Business School Supplement 910-044, April 2010.
  • August 1996
  • Article

The Inconsistent Evaluation of Comparative Payoffs in Labor Supply and Bargaining

By: S. Blount and M. H. Bazerman
Keywords: Labor
Citation
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Blount, S., and M. H. Bazerman. "The Inconsistent Evaluation of Comparative Payoffs in Labor Supply and Bargaining." Journal of Economic Behavior & Organization 30, no. 2 (August 1996): 1–14.
  • February 1997
  • Article

Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule

By: D. M. Messick, D. A. Moore and M. H. Bazerman
Keywords: Negotiation; Groups and Teams; Decision Making
Citation
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Messick, D. M., D. A. Moore, and M. H. Bazerman. "Ultimatum Bargaining with a Committee: Underestimating the Importance of Decision Rule." Organizational Behavior and Human Decision Processes 69, no. 2 (February 1997): 87–101.
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