Negotiation - Publications - Faculty & Research - Harvard Business School

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1981
Chapter

Risk Aversion and Solutions to Nash's Bargaining Problem

By: R. Kihlstrom, A. E. Roth and D. Schmeidler

Keywords: Risk and Uncertainty; Negotiation; Mathematical Methods

autumn 1981
Article

Strike Two: Labor Management Negotiations in Major League Baseball

By: L. M. DeBrock and Alvin E. Roth

Keywords: Labor and Management Relations; Negotiation; Entertainment; Sports Industry

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Article

The Computer as Mediator: Law of the Sea and Beyond

By: James K. Sebenius

Keywords: Negotiation; Technology

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June 1981
Article

Disagreement in Bargaining: An Experimental Study

By: M. Malouf and A. E. Roth

Keywords: Negotiation

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June 1981
Article

Sociological Versus Strategic Factors in Bargaining

By: A. E. Roth, M. Malouf and J. K. Murnighan

Keywords: Strategy; Society; Negotiation

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1980
Chapter

The Nash Solution as a Model of Rational Bargaining

Keywords: Mathematical Methods; Negotiation Style

1980
Chapter

Negotiating and Implementing Mineral Agreements with Multinationals: Some Critical Tax Development Issues

By: L. T. Wells Jr. and Malcolm Gillis

Keywords: Agreements and Arrangements; Metals and Minerals; Mining; Multinational Firms and Management; Globalized Markets and Industries; Taxation; Mining Industry

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

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1979
Book

Axiomatic Models of Bargaining

Keywords: Negotiation

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September 1979
Article

An Impossibility Result Concerning n-Person Bargaining Games

Keywords: Negotiation; Games, Gaming, and Gambling

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May 1979
Article

Proportional Solutions to the Bargaining Problem

Keywords: Negotiation; Problems and Challenges

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April 1979
Article

Bargaining Tips: Advice From a Veteran

By: Louis T Wells Jr

Keywords: Negotiation; Information

1979
Article

Game-Theoretic Models and the Role of Information in Bargaining

By: A. E. Roth and M. K. Malouf

Keywords: Games, Gaming, and Gambling; Negotiation; Information

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June 1978
Article

Large Group Bargaining in a Characteristic Function Game

By: J. K. Murnighan and A. E. Roth

Keywords: Groups and Teams; Negotiation; Games, Gaming, and Gambling

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May 1978 (Revised October 1994)
Supplement

Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors

By: Benson P. Shapiro

Designed as a class hand-out after discussion of the (A) and (B) cases. View Details

Keywords: Auto Industry

May 1978
Article

The Nash Solution and the Utility of Bargaining

Keywords: Negotiation

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April 1978 (Revised October 1994)
Case

Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors

By: Benson P. Shapiro

Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a... View Details

Keywords: Decisions; Bids and Bidding; Market Participation; Negotiation; Competitive Strategy; Manufacturing Industry

December 1977
Article

Independence of Irrelevant Alternatives and Solutions to Nash's Bargaining Problem

Keywords: Negotiation; Problems and Challenges

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October 1977
Article

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

Keywords: Negotiation; Games, Gaming, and Gambling

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1977
Article

Individual Rationality and Nash's Solution to the Bargaining Problem

Keywords: Negotiation; Problems and Challenges

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