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(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)
- January 1985
- Article
A Note on Risk Aversion in a Perfect Equilibrium Model of Bargaining
By: A. E. Roth
Roth, A. E. "A Note on Risk Aversion in a Perfect Equilibrium Model of Bargaining." Econometrica 53, no. 1 (January 1985): 207–211.
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
- October 1977
- Article
Bargaining Ability, the Utility of Playing a Game, and Models of Coalition Formation
By: A. E. Roth
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
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.
- 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
Green, Jerry R. "Compensatory Transfers in Two-Player Decision Problems." International Journal of Game Theory 33, no. 2 (June 2005): 159–180.
- 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
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
- Mar 1977
- Conference Presentation
Work Restructuring in Unionized Organizations: Risks, Opportunities and Impacts on Collective Bargaining
By: Leonard A. Schlesinger and Richard E. Walton
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.)
- Article
Dualities in Negotiation: Introduction
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
Sebenius, James K. "Dualities in Negotiation: Introduction." Negotiation Journal 31, no. 4 (October 2015): 333–334.
- 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
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
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
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
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
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
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
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
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
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
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
- Supplement
Bruce Allyn: Negotiating with the KGB (B)
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
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
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
Tamayo, Jorge, Erik Snowberg, and Jenyfeer Martinez Buitrago. "Toyota and Its Labor Union in Argentina (A)." Harvard Business School Case 721-394, January 2021.
- Winter 2021
- Article
Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation
By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
While social media has had profound effects in many realms, the theory and practice of negotiation have remained relatively untouched by this potent phenomenon. In this article, we survey existing research in this area and develop a broader framework for understanding... View Details
Sebenius, James K., Ben Cook, David A. Lax, Isaac Silberberg, and Paul Levy. "Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 97–141.