Dynamic Bargaining - Publications - Faculty & Research

01 Mar 2018
News

Every Trick in the Book

Haft (MBA/MCRP 1977) launched Crown Books in the Washington, DC, area, with plans for rapid growth and a pitch sure to set the chain apart from the growing market: lower prices. Crown’s books were discounted 10 to 40 percent every day, an unheard of View Details

Keywords: April White

01 Dec 1999
News

Negotiating in 3-D: An Overarching Way to Get to Yes?

dynamics of successive counteroffers. The second dimension moves beyond process to substance, with a focus on designing sustainable agreements that create value. While a one-dimensional negotiation, especially if inexperienced... View Details

Keywords: Anita M. Harris

01 Dec 2006
News

Faculty Books

dynamics and strategies used by firms that recognize the transformative power of these “invisible engines.” Shorter discussions of Internet-based software platforms offer glimpses into a future in which the way we buy, pay, watch, listen,... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

01 Dec 2018
News

Researching Business and Politics in China and Southeast Asia

Associate Professor Meg Rithmire The dynamic relationship between a country’s political system and its business environment is a topic that intrigues Meg Rithmire, the F. Warren McFarlan Associate Professor of Business Administration. An... View Details

01 Feb 1997
News

Leading the Way In Negotiation and Decision Making

the future and the managerial skills required of the "conflict-competent organization." Assistant Professor Patrick W. Sileo mathematically analyzes bargaining behavior and how people should select negotiating situations and tactics. For... View Details

Keywords: Judith A. Ross

01 Sep 2006
News

Redefining Health Care

wrong kind of competition. We have a zero-sum competition to assemble bargaining power, shift the cost to others, grab more of the revenue versus other actors in the system, and restrict services. Zero-sum competition undermines value by... View Details

Keywords: Roger Thompson; Business Schools & Computer & Management Training; Educational Services; Health, Social Assistance

02 Mar 2016
News

On Credit

be. From outsiders we learn that she is a very industrious & prudent old lady, well meaning & will not bargain for more than she intends to pay for, that she is doing a snug business (which is managed by her son ‘Herman,’ aged 24, who has... View Details

Keywords: Julia Hanna

01 Feb 1998
News

Running Up the Score

industry as another catalyst was gathering critical mass: the dynamic pairing of television and sports. Neil R. Austrian (MBA '68), president of the National Football League, explains: "The 1958 Colts-Giants overtime game was the NFL's... View Details

Keywords: Garry Emmons

Publications