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  • 1996
  • Chapter

Environmental Degradation: Exploring the Rift Between Environmentally Benign Attitudes and Environmentally Destructive Behaviors

By: M. H. Bazerman, K. A. Wade-Benzoni and F. Benzoni
Keywords: Environmental Sustainability; Attitudes; Behavior
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  • 1996
  • Chapter

Escalation

By: M. H. Bazerman
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  • winter 1996
  • Article

Ethics for the 21st Century: A Decision Making Approach

By: D. M. Messick and M. H. Bazerman
Keywords: Ethics; Decision Making
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  • 1996
  • Chapter

Negotiation

By: M. H. Bazerman
Keywords: Negotiation
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  • 1996
  • Chapter

Shark Harvesting and Resource Conservation

By: K. A. Wade-Benzoni, A. E. Tenbrunsel and M. H. Bazerman
Keywords: Animal-Based Agribusiness; Environmental Sustainability; Agriculture and Agribusiness Industry
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  • January 1996
  • Article

Shortcomings of Neutrality in Mediation: Solutions Based on Rationality

By: K. Gibson, L. L. Thompson and M. H. Bazerman
Keywords: Negotiation
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  • 1995
  • Working Paper

Away with the Curse: Effects of Communication on the Efficiency and Distribution of Outcomes

By: Kathleen L. McGinn, Joseph Moag and Max Bazerman
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  • December 1995
  • Article

States of Affairs and States of Mind: The Curse of Knowledge of Beliefs

By: B. Keysar, L. Ginzel and M. H. Bazerman
Keywords: Knowledge; Values and Beliefs
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  • November 1995 (Revised February 2017)
  • Case

Luna Pen (A)

By: Kathleen McGinn and Michael Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details
Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan
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  • November 1995 (Revised February 2017)
  • Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler
Presents a series of multiple choice options to be distributed and discussed in class. View Details
Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan
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  • November 1995 (Revised October 1996)
  • Background Note

Expectations and Stereotypes: How Do They Affect the Deal?

By: Kathleen L. McGinn
Designed to provide students with a basic insight into recognizing the productive and destructive aspects of expectations and stereotypes, and their consequent effects on negotiation. View Details
Keywords: Knowledge Acquisition; Management; Negotiation Deal; Performance Expectations; Prejudice and Bias
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  • 1995
  • Chapter

Overcoming Obstacles to a Successful Climate Convention

By: James K. Sebenius
Keywords: Negotiation; Conflict and Resolution; Climate Change; International Relations
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  • fall 1995
  • Article

Stakeholder Negotiations over Third World Natural Resource Projects

By: James K. Sebenius and Hannah Riley
Keywords: Business and Stakeholder Relations; Global Range; Projects; 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
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  • 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
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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
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  • 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
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  • 1995
  • Book

Microeconomic Theory

By: J. R. Green, A. Mas-Colell and M. Whinston
Keywords: Macroeconomics; Theory
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  • 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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  • Article

On the Division of Profit in Sequential Innovation

By: Jerry R. Green and Suzanne Scotchmer
In markets with sequential innovation, inventors of derivative improvements might undermine the profit of initial innovators through competition. Profit erosion can be mitigated by broadening the first innovator's patent protection and/or by permitting cooperative... View Details
Keywords: Profit; Innovation and Invention
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