Bargaining - Publications - Faculty & Research - Harvard Business School

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June 1989
Article

An Experimental Study of Sequential Bargaining

By: J. Ochs and A. E. Roth

Keywords: Negotiation

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1987
Chapter

Bargaining Phenomena and Bargaining Theory

Keywords: Negotiation; Theory

March 1987 (Revised July 1996)
Case

Kansas City Zephyrs Baseball Club, Inc.

By: Kenneth A. Merchant, Krishna G. Palepu and Joseph P. Mulloy

Describes a dispute between the owners of the major league baseball teams and the players' union about the profitability of the baseball teams. The issue is important because of the ongoing collective bargaining negotiations. A consultant is brought in to decide... View Details

Keywords: State Ownership; Compensation and Benefits; Entrepreneurship; For-Profit Firms; Accounting; Activity Based Costing and Management; Resource Allocation; Cost Accounting; Cost Management; Labor and Management Relations; Financial Management; Sports; Sports Industry; Kansas

1987
Other Unpublished Work

Re-Establishing the Regulatory Bargain in the Electric Utility Industry

By: Dutch Leonard, Joseph P. Kalt and Henry Lee

Keywords: Governance Controls; Utilities Industry

1986
Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius

Keywords: Negotiation Tactics; Competitive Advantage

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1985
Book

Game-Theoretic Models of Bargaining

Keywords: Game Theory

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1985
Chapter

Toward a Focal-Point Theory of Bargaining

Keywords: Negotiation; Game Theory

January 1985
Article

A Note on Risk Aversion in a Perfect Equilibrium Model of Bargaining

Keywords: Risk and Uncertainty; Negotiation

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1983
Chapter

Information and Aspirations in Two Person Bargaining

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

Keywords: Negotiation; Information; Motivation and Incentives

1983
Working Paper

A Theory of Bargaining with Monetary Transfers

By: Jerry R. Green

Article

Bargaining Power of Multinationals and Host Governments

By: L. T. Wells Jr. and N. Fagre

Keywords: Negotiation; Power and Influence; Government and Politics

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May 1982
Article

Risk Aversion and Nash's Solution for Bargaining Games with Risky Outcomes

By: A. E. Roth and U. Rothblum

Keywords: Risk and Uncertainty; Negotiation; Outcome or Result

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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

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
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

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