Publications

November 2012
Article

Are You Ready for the 'Hardest Question'?

Negotiation preparation entails assessing each side's interests and no-deal options, imagining possible agreements, factoring in personality and culture, thinking through moves and possible countermoves, and so forth. Yet standard preparation often neglects the... View Details

Keywords: Tactics; Hard Bargaining; Negotiation

January 2012
Supplement

Roger Caracappa: Package Deals for the Estée Lauder Companies (Video)

Keywords: Brands and Branding; Beauty and Cosmetics Industry

November 2010
Article

Beyond the Deal: Wage a 'Negotiation Campaign'

While negotiation scholars primarily take the individual transaction as the "unit of analysis," this article characterizes the (new) concept of a "negotiation campaign" in which a number of individual deals must be put together, often on multiple "fronts," to realize a... View Details

Keywords: Negotiation Deal; Management Practices and Processes; Value; Problems and Challenges; Business Startups; Sales; Partners and Partnerships; Venture Capital

September 2009
Article

Hidden Roadblocks in Cross-Border Talks

While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time,... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making

Article

The Computer as Mediator: Law of the Sea and Beyond

Keywords: Negotiation; Technology

October 2000 (Revised December 2008)
Case

Doyle's Dealmaking Dilemma (A): Negotiating the Job Search

MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. A rewritten version of an earlier case. View Details

Keywords: Compensation and Benefits; Job Search; Negotiation Process; Personal Development and Career

Educators

August 1999
Case

Double Dealmaking in the Browser Wars (B)

Supplements the (A) case. View Details

Keywords: Negotiation Deal; Web Services Industry

Educators

September 2006
Article

Facing a Protracted Dispute? Consider a 'Virtual Strike'

Keywords: Conflict and Resolution

September 12, 1990
Editorial

Of Red Ink and the Greenhouse

Article

A Megastudy of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor's Appointment

By: Katherine L. Milkman, Mitesh S. Patel, Linnea Gandhi, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Modupe Akinola, John Beshears, Jonathan E. Bogard, Alison Buttenheim, Christopher F. Chabris, Gretchen B. Chapman, James J. Choi, Hengchen Dai, Craig R. Fox, Amir Goren, Matthew D. Hilchey, Jillian Hmurovic, Leslie K. John, Dean Karlan, Melanie Kim, David Laibson, Cait Lamberton, Brigitte C. Madrian, Michelle N. Meyer, Maria Modanu, Jimin Nam, Todd Rogers, Renante Rondina, Silvia Saccardo, Maheen Shermohammed, Dilip Soman, Jehan Sparks, Caleb Warren, Megan Weber, Ron Berman, Chalanda N. Evans, Christopher K. Snider, Eli Tsukayama, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth

Many Americans fail to get life-saving vaccines each year, and the availability of a vaccine for COVID-19 makes the challenge of encouraging vaccination more urgent than ever. We present a large field experiment (N = 47,306) testing 19 nudges delivered to patients via... View Details

Keywords: Vaccination; COVID-19; Nudge; Influenza; Field Experiment; Health; Communication Strategy; Behavior

Research Summary

Negotiating Campaigns

While most negotiation research focuses on specific transactions, many important negotiating situations can better be understood as elements of larger "campaigns." By this term, I mean a series of related negotiations and other away-from-the-table... View Details

August 1991
Article

The Art of Business Negotiation

Keywords: Negotiation

2002
Chapter

International Negotiation Analysis

Keywords: Negotiation; International Relations

10 Sep 2020
Other Presentation

Negotiation in the Era of Social Media

Article

A Negotiated Solution to the Shutdown

Article

Howard Raiffa: The Art, Science, and Humanity of a Legendary Negotiation Analyst

Rightly known as the “father of negotiation analysis,” Howard Raiffa was my thesis advisor, colleague, and friend for over 30 years. The bulk of this article develops an account of his intellectual trajectory from game theory to statistical decision theory to decision... View Details

Keywords: Negotiation Analysis; Bargaining; Howard Raiffa; Negotiation; Personal Development and Career

February 2006
Supplement

Smartix (B): The Last Dance

winter 1992
Article

Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities

Keywords: Problems and Challenges; Cooperation; Negotiation; Civil Society or Community

February 1999 (Revised November 2009)
Case

Michael Brown: Negotiating Slots at Foxwoods (A)

The issues of the impending negotiation between the CEO of Foxwoods and the governor of Connecticut over lifting the ban on slot machines at Foxwoods are presented. Reviews the gaming business in the United States, the special history of Indian gaming, the Pequot... View Details

Keywords: Financial Crisis; Games, Gaming, and Gambling; Policy; Negotiation Deal; Business and Government Relations; Entertainment and Recreation Industry; Connecticut

Educators