Publications

Publications

Filter Results: (2,004) Arrow Down

Show Results For

Negotiation, Organizations & MarketsRemove Negotiation, Organizations & Markets →

← Page 91 of 2,004 Results →
  • August 1992
  • Article

The Process of Assisted Negotiations: A Network Analysis

By: Kathleen L. McGinn, S. B. White and D. Iacobucci
Keywords: Negotiation
Related
  • 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
Related
  • June 1992
  • Article

Negotiating Rationally

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

Nonrational Escalation of Commitment in Negotiation

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

Negotiating Rationally

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

Negotiating Rationally

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

Negotiating Rationally

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

Negotiation Analysis: A Characterization and Review

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

On 'Offers That Cannot Be Refused'

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

The Mythical Fixed-Pie

By: M. H. Bazerman and M. A. Neale
Related
  • 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
Related
  • 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
Related
  • October 1991
  • Article

Power Balance and the Rationality of Outcomes in Matching Markets

By: H. Sondak and M. H. Bazerman
Keywords: Markets
Related