Negotiation - Publications - Faculty & Research - Harvard Business School

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March 1992
Article

Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective

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

Keywords: Negotiation; Cognition and Thinking; Behavior; Decision Making; Perspective; Theory

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February 1992 (Revised April 1995)
Case

Pfizer: Global Protection of Intellectual Property

By: Lynn S. Paine and Michael Santoro

Top officials at Pfizer are assessing their strategy for improving protection of Pfizer's patents around the world. The outcome of the Uruguay Round of the GATT negotiations is uncertain, and it is not clear whether an acceptable intellectual property protection... View Details

Keywords: Patents; Trade; Policy; Government and Politics; Business Strategy; Agreements and Arrangements; Alliances; Cross-Cultural and Cross-Border Issues; Pharmaceutical Industry; United States; Japan; Europe

January 1992
Teaching Note

MRC, Inc. (A) TN

By: William E. Fruhan Jr.

Teaching Note for (9-274-118). View Details

Keywords: Valuation; Acquisition; Organizations; Perspective; Negotiation Deal; Strategy

1992
Book

Negotiating Rationally

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

Keywords: Negotiation

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winter 1992
Article

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

By: James K. Sebenius

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

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January 1992
Article

Fighting the Wimp Image: Why Calls for Negotiation Often Fall on Deaf Ears

By: M. A. Wheeler

Keywords: Negotiation; Perception

1992
Article

Negotiating Rationally

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

Keywords: Negotiation

January 1992
Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius

Keywords: Negotiation

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1992
Chapter

Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing

By: James K. Sebenius and David Lax

Keywords: Alliances; Negotiation Process; Mathematical Methods; Strategy

1992
Chapter

Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research

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

Keywords: Negotiation Style; Cognition and Thinking; Research

October 1991 (Revised February 1995)
Case

North American Free Trade Agreement

By: Ray A. Goldberg

Keywords: Trade; Agreements and Arrangements

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September 1991
Article

Negotiating through an Agent

By: James K. Sebenius and David A. Lax

Keywords: Negotiation

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1991
Chapter

Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming

By: James K. Sebenius

Keywords: Alliances; Negotiation; Climate Change; Success; Environmental Sustainability

August 1991
Article

The Art of Business Negotiation

By: James K. Sebenius

Keywords: Negotiation

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1991
Book

Cognition and Rationality in Negotiation

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

Keywords: Negotiation; Cognition and Thinking

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1991
Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax

Keywords: Decision Choices and Conditions; Negotiation

spring 1991
Article

Designing Negotiations toward a New Regime: The Case of Global Warming

By: James K. Sebenius

Keywords: Negotiation; Design; Global Range; Environmental Sustainability

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1991
Chapter

An Economic Approach to the Study of Bargaining

Keywords: Negotiation; Economics; Mathematical Methods

1991
Book

Handbook of Negotiation Research

By: M. H. Bazerman, R. J. Lewicki and B. H. Sheppard

Keywords: Negotiation; Research

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February 1991 (Revised April 1994)
Background Note

Note on Negotiation

By: David E. Bell

Keywords: Negotiation

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