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  • October 1992
  • Article

The Effect of Agents and Mediators on Negotiation Outcomes

By: M. H. Bazerman, M. A. Neale, K. L. McGinn, E. J. Zajac and Y. M. Kim
Keywords: Negotiation; Outcome or Result
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  • 1992
  • Chapter

Multilateral Conference Mediation: Tommy Koh and the Law of the Sea

By: James K. Sebenius and Lance Antrim
Keywords: Negotiation; International Relations; Laws and Statutes
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  • August 1992
  • Article

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

By: M. A. Neale and Max Bazerman
Keywords: Negotiation; Power and Influence
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  • August 1992
  • Article

The Process of Assisted Negotiations: A Network Analysis

By: Kathleen L. McGinn, S. B. White and D. Iacobucci
Keywords: Negotiation
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  • Article

Commitments with Third Parties

By: Jerry R. Green
Observable irrevocable contracts between a principal and an agent have been suggested as a way in which the principal can enhance his payoff when playing a game against, or bargaining with, an opponent. It is shown that such beneficial agency relationships depend on... View Details
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  • June 1992
  • Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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  • June 1992
  • Article

Nonrational Escalation of Commitment in Negotiation

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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  • Article

Renegotiation and the Form of Efficient Contracts

By: Jerry R. Green and J. J. Laffont
Two parties may agree to a mutually binding contract that will govern their behavior after an uncertain event becomes known. As there is no agent who can both observe this uncertain outcome and enforce the contract, contingent agreements are precluded. However, the... View Details
Keywords: Negotiation; Contracts
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  • June 1992
  • Article

Reversals of Preference in Allocation Decisions: Judging an Alternative Versus Choosing Among Alternatives

By: M. H. Bazerman, G. F. Loewenstein and S. B. White
Keywords: Decision Making; Decision Choices and Conditions; Judgments
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  • 1992
  • Chapter

Sharing the Burden. Fair Allocation and Equity

By: James K. Sebenius, Michael Grubb, Antonio Magalhaes and Susan Subak
Keywords: Fairness; Equality and Inequality; Resource Allocation; Welfare
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  • March 1992
  • Article

Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes

By: K. L. McGinn, S. B. White, M. A. Neale and M. H. Bazerman
Keywords: Information; Negotiation; Outcome or Result
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  • March 1992
  • Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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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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  • 1992
  • Chapter

Rethinking America's Security: The Primacy of the Domestic Agenda

By: James K. Sebenius and Peter G. Peterson
Keywords: National Security; United States
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  • 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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  • 1992
  • Article

Negotiating Rationally

By: M. H. Bazerman and M. A. Neale
Keywords: Negotiation
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  • January 1992
  • Article

Negotiation Analysis: A Characterization and Review

By: James K. Sebenius
Keywords: Negotiation
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  • January 1992
  • Article

On 'Offers That Cannot Be Refused'

By: James K. Sebenius
Keywords: Assets
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  • 1992
  • Article

The Mythical Fixed-Pie

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