Negotiation - Publications - Faculty & Research - Harvard Business School

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1995
Chapter

Bargaining Experiments

Keywords: Negotiation

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1995
Chapter

Alternative Models of Negotiated Outcomes and the Nontraditional Utility Concerns That Limit Their Predictability

By: S. B. White, M. H. Bazerman and M. A. Neale

Keywords: Negotiation; Outcome or Result; Forecasting and Prediction

1995
Chapter

Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations

By: K. L. McGinn, M. A. Neale and F. A. Mannix

Keywords: Relationships; Negotiation Participants; Negotiation Process; Negotiation Types; Outcome or Result

1995
Chapter

Multiparty Negotiation in Its Social Context

By: J. Polzer, E. Mannix and M. Neale

Keywords: Negotiation; Society

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1995
Chapter

Dealing with Blocking Coalitions and Related Barriers to Agreement: Lessons from Negotiations on the Oceans, the Ozone, and the Climate

By: James K. Sebenius

Keywords: Agreements and Arrangements; Alliances; Negotiation; Environmental Sustainability; Climate Change

1995
Chapter

The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation

By: M. H. Bazerman and M. A. Neale

Keywords: Fairness; Relationships; Negotiation; Conflict and Resolution

June 1995
Article

Negotiating Over Time: Impediments to Integrative Solutions

By: E. A. Mannix, C. Tinsley and M. H. Bazerman

Keywords: Negotiation; Integration

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May 1995 (Revised May 1998)
Case

Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)

By: Michael A. Wheeler

Rhone-Poulenc wished to acquire a new permit, but local residents who were concerned about health issues threatened to block the permit. View Details

Keywords: Health; Rights; Negotiation; Conflict of Interests; Social Issues; Chemical Industry; United States

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May 1995
Supplement

Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)

By: Michael A. Wheeler

Supplements the (A) case. View Details

Keywords: Chemical Industry; United States

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May 1995
Article

Contractual Arrangements in Franchising: An Empirical Investigation

By: D. Agrawal and R. Lal

Keywords: Contracts; Agreements and Arrangements

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April 1995 (Revised August 1995)
Case

World Trade Organization, The: Toward Free Trade or World Bureaucracy?

By: George C. Lodge and Jack High

In January 1995, the General Agreement on Tariffs and Trade (GATT) evolved into the World Trade Organization (WTO), which faced the task of implementing the recently approved Uruguay Round of international trade agreements. This case describes the development of GATT,... View Details

Keywords: Trade; Agreements and Arrangements; Negotiation Process; Business and Government Relations

April 1995
Article

Computers and Negotiation: Backing into the Future

By: M. A. Wheeler

Keywords: Negotiation; Hardware

February 1995 (Revised April 1996)
Case

MW Petroleum Corporation (B)

By: Timothy A. Luehrman, Peter Tufano and Barbara Wall

Amoco Corp. is negotiating to sell a wholly-owned subsidiary, MW Petroleum, to Apache Corp. MW owns large reserves of oil and gas comprising many properties at different stages of engineering, development, and production. The proposed acquisition is a large one for... View Details

Keywords: Business Subsidiaries; Mergers and Acquisitions; Risk Management; Financing and Loans; Mining Industry; Energy Industry

February 1995
Teaching Note

Vanity Fair Mills: Market Response System TN

By: David E. Bell

Teaching Note for (9-593-111). View Details

Keywords: Production; Performance Efficiency; Investment; Agreements and Arrangements; Supply Chain; Partners and Partnerships; Distribution Channels; Apparel and Accessories Industry

February 1995 (Revised August 1995)
Case

Microsoft in the People's Republic of China, 1993

By: Tarun Khanna

Explores some of the economic and political tradeoffs that need to be negotiated by a firm seeking to influence industry structure. The setting is the nascent personal computer software industry in the People's Republic of China (PRC) in 1993. Microsoft has to localize... View Details

Keywords: Cost vs Benefits; Product Marketing; Market Entry and Exit; Market Transactions; Industry Structures; Partners and Partnerships; Vertical Integration; Software; Information Technology Industry; China

1995
Article

Constraints or Catalysts? Reexamining Goal Setting Within the Context of Negotiation

By: J. Polzer and M. Neale

Keywords: Negotiation; Goals and Objectives

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1995
Chapter

Negotiating Rationally: The Power and Impact of the Negotiator's Frame

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation Style; Power and Influence

Article

The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation

By: L. Thompson, K. L. McGinn and R. M. Kramer

Keywords: Success; Perception; Negotiation

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1995
Chapter

Towards a Winning Climate Coalition

By: James K. Sebenius

Keywords: Climate Change; Alliances; Negotiation

December 1994
Case

Four-Way Organization: One Round

By: James K. Sebenius

One round of negotiation exercise to explore the dynamics of coalition formation. View Details

Keywords: Negotiation; Alliances

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