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Publications

Publications

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  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)

Show Results For

  • All HBS Web  (495)
    • News  (69)
    • Research  (382)
    • Events  (5)
    • Multimedia  (4)
  • Faculty Publications  (237)
← Page 5 of 495 Results →

    Land Bargains and Chinese Capitalism: The Politics of Property Rights Under Reform

    Land reforms have been critical to the development of Chinese capitalism over the last several decades, yet land in China remains publicly owned. This book explores the political logic of reforms to land ownership and control, accounting for how land development... View Details
    • 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
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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.
    • June 2005
    • Article

    Compensatory Transfers in Two-Player Decision Problems

    By: Jerry R. Green
    This paper presents an axiomatic characterization of a family of solutions to two-player quasi-linear social choice problems. In these problems the players select a single action from a set available to them. They may also transfer money between... View Details
    Keywords: Bargaining; Cost Allocation; Decision Making
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    Green, Jerry R. "Compensatory Transfers in Two-Player Decision Problems." International Journal of Game Theory 33, no. 2 (June 2005): 159–180.
    • October 1977
    • Article

    Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation

    By: A. E. Roth
    Keywords: Negotiation; Games, Gaming, and Gambling
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    Roth, A. E. "Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation." Journal of Mathematical Psychology 16 (October 1977): 153–160.
    • December 1991
    • Article

    Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study

    By: A. E. Roth, V. Prasnikar, M. Okuno-Fujiwara and S. Zamir
    Keywords: Markets; Behavior; Information; Israel; Pittsburgh; Tokyo; Slovenia
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    Roth, A. E., V. Prasnikar, M. Okuno-Fujiwara, and S. Zamir. "Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study." American Economic Review 81, no. 5 (December 1991): 1068–1095.
    • Article

    Dualities in Negotiation: Introduction

    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 their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three... View Details
    Keywords: Bargaining; Integrative Bargaining; Distributive Bargaining; Negotiation; Labor Unions
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    Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.
    • Mar 1977
    • Conference Presentation

    Work Restructuring in Unionized Organizations: Risks, Opportunities and Impacts on Collective Bargaining

    By: Leonard A. Schlesinger and Richard E. Walton
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    Schlesinger, Leonard A., and Richard E. Walton. "Work Restructuring in Unionized Organizations: Risks, Opportunities and Impacts on Collective Bargaining." Industrial Relations Research Association, March 1977. (Presentation was prepared as an article for the proceedings and published in the National Quality of Work Center Memorandum in January 1977.)
    • 2015
    • Book

    Land Bargains and Chinese Capitalism: The Politics of Property Rights under Reform

    By: Meg Rithmire
    Land reforms have been critical to the development of Chinese capitalism over the last several decades, yet land in China remains publicly owned. This book explores the political logic of reforms to land ownership and control, accounting for how land development and... View Details
    Keywords: Property; China
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    Rithmire, Meg. Land Bargains and Chinese Capitalism: The Politics of Property Rights under Reform. New York: Cambridge University Press, 2015.
    • 1999
    • Working Paper

    Using Dyadic Strategies to Outperform Equilibrium Models of Communication in Bargaining Games

    By: Kathleen L. McGinn, Leigh Thompson, Robert Gibbons and Max Bazerman
    Citation
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    McGinn, Kathleen L., Leigh Thompson, Robert Gibbons, and Max Bazerman. "Using Dyadic Strategies to Outperform Equilibrium Models of Communication in Bargaining Games." Harvard Business School Working Paper, No. 99-080, January 1999.
    • 1980
    • Article

    The Effect of Group Size and Communication Availability on Coalition Bargaining in a Veto Game

    By: J. K. Murnighan and A. E. Roth
    Keywords: Groups and Teams; Negotiation; Games, Gaming, and Gambling; Communication
    Citation
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    Murnighan, J. K., and A. E. Roth. "The Effect of Group Size and Communication Availability on Coalition Bargaining in a Veto Game." Journal of Personality and Social Psychology 39 (1980): 92–103.
    • December 1989
    • Article

    Risk Aversion and the Relationship between Nash's Solution and Subgame Perfect Equilibrium of Sequential Bargaining

    By: A. E. Roth
    Keywords: Risk and Uncertainty; Relationships; Negotiation
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    Roth, A. E. "Risk Aversion and the Relationship between Nash's Solution and Subgame Perfect Equilibrium of Sequential Bargaining." Journal of Risk and Uncertainty 2, no. 4 (December 1989): 353–365.
    • April 2013
    • Article

    What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators

    By: James K. Sebenius
    Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career... View Details
    Keywords: Bargaining; Conflict Resolution; Dealmaking; Negotiation; Personal Development and Career; Conflict and Resolution
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    Sebenius, James K. "What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators." Negotiation Journal 29, no. 2 (April 2013): 159–169.
    • September 2009
    • Article

    Spousal Control and Intra-Household Decision Making: An Experimental Study in the Philippines

    By: Nava Ashraf
    Using an experimental design I elicit causal effects of spousal observability and communication on financial choices of married individuals in the Philippines. Making choices public moves men from putting money into their own account to consumption; communication with... View Details
    Keywords: Intra-household; Bargaining; Experiments; Economic Development; Saving; Governance Controls; Decision Choices and Conditions; Personal Finance; Family and Family Relationships; Household; Gender
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    Ashraf, Nava. "Spousal Control and Intra-Household Decision Making: An Experimental Study in the Philippines." American Economic Review 99, no. 4 (September 2009): 1245–1277. (Online Appendix.)
    • 2020
    • Working Paper

    Sex Selection and the Indian Marriage Market

    By: Reshmaan N. Hussam
    I consider the widespread phenomenon of sex ratios skewed by parental preference. Edlund (1999) proposes that if parents prefer sons and permit only women to marry up in social class, sexes will segregate by wealth in equilibrium. Using data on 30,000 Indian children,... View Details
    Keywords: Sex Selection; Marriage Market; Bargaining Power; Gender; Information Technology; Household; Outcome or Result; India
    Citation
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    Hussam, Reshmaan N. "Sex Selection and the Indian Marriage Market." Harvard Business School Working Paper, No. 18-029, September 2017. (Revised October 2020.)
    • 2019
    • Working Paper

    How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS

    By: James K. Sebenius
    A remarkable 1993 negotiation rocked the world of American football with aftershocks that have directly shaped today’s entertainment and media landscapes and even our polarized politics. In December of that year, Rupert Murdoch’s fledgling Fox Network unexpectedly... View Details
    Keywords: Bargaining; Football; Negotiation; Sports; Media; Negotiation Tactics
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    Sebenius, James K. "How Rupert Murdoch Outfoxed Larry Tisch: Ten Enduring Lessons from the Negotiations that Wrested the NFL from CBS." Harvard Business School Working Paper, No. 19-098, March 2019.
    • October 2021
    • Case

    Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

    By: James K. Sebenius and Alex Green
    When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for... View Details
    Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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    Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
    • December 2013
    • Case

    Bruce Allyn: Negotiating with the KGB (A)

    By: James K. Sebenius
    Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was... View Details
    Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
    Citation
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    Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (A)." Harvard Business School Case 914-027, December 2013.
    • December 2013
    • Supplement

    Bruce Allyn: Negotiating with the KGB (B)

    By: James K. Sebenius
    This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
    Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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    Sebenius, James K. "Bruce Allyn: Negotiating with the KGB (B)." Harvard Business School Supplement 914-028, December 2013.
    • July 2024
    • Case

    Negotiating in a Hurricane: John Branca and the Michael Jackson Estate

    By: James K. Sebenius and Alex Green
    When the "King of Pop," Michael Jackson, unexpectedly died in 2009, he left behind an estate that was over $500 million in debt, with largely illiquid assets, and legions of creditors poised to begin to seize assets in as soon as 60 days. The task of managing Jackson’s... View Details
    Keywords: Bargaining; Dispute Resolution; Negotiation; Entertainment; Financial Management; Financial Condition; Assets; Music Industry
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    Sebenius, James K., and Alex Green. "Negotiating in a Hurricane: John Branca and the Michael Jackson Estate." Harvard Business School Case 924-026, July 2024.
    • January 2021
    • Case

    Toyota and Its Labor Union in Argentina (A)

    By: Jorge Tamayo, Erik Snowberg and Jenyfeer Martinez Buitrago
    In 2011, Daniel Herrero, CEO of Toyota Argentina (TASA) since 2010, was about to meet with the Secretary-General of the union representing automotive industry workers in the country. The company produced vehicles in Argentina since 1997 at their plant at Zárate, and,... View Details
    Keywords: Manufacturing Performance; Bargaining; Production; Performance; Labor Unions; Labor and Management Relations; Fairness; Factories, Labs, and Plants; Auto Industry; Argentina
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    Tamayo, Jorge, Erik Snowberg, and Jenyfeer Martinez Buitrago. "Toyota and Its Labor Union in Argentina (A)." Harvard Business School Case 721-394, January 2021.
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