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All HBS Web
(3,303)
- Faculty Publications (1,253)
- June 1992
- Article
Nonrational Escalation of Commitment in Negotiation
By: M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Bazerman, M. H., and M. A. Neale. "Nonrational Escalation of Commitment in Negotiation." European Management Journal 10, no. 2 (June 1992): 163–68.
- 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...
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Green, Jerry R., and J. J. Laffont. "Renegotiation and the Form of Efficient Contracts." Annales d'économie et de statistique, nos. 25-26 (January–June 1992): 123–150.
- 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
McGinn, K. L., S. B. White, M. A. Neale, and M. H. Bazerman. "Agents As Information Brokers: The Effects of Information Disclosure on Negotiated Outcomes." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 220–236.
- March 1992
- Article
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Bazerman, M. H., and M. A. Neale. "Negotiating Rationally." Soundview Executive Book Summaries 14 (March 1992).
- March 1992
- Article
Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective
By: M. A. Neale and M. H. Bazerman
Neale, M. A., and M. H. Bazerman. "Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective." Organizational Behavior and Human Decision Processes 51, no. 2 (March 1992): 157–175.
- February 1992 (Revised April 1995)
- Case
Pfizer: Global Protection of Intellectual Property
By: Lynn S. Paine and Michael Santoro
Top officials at Pfizer are assessing their strategy for improving protection of Pfizer's patents around the world. The outcome of the Uruguay Round of the GATT negotiations is uncertain, and it is not clear whether an acceptable intellectual property protection...
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Keywords:
Patents;
Trade;
Policy;
Government and Politics;
Business Strategy;
Agreements and Arrangements;
Alliances;
Cross-Cultural and Cross-Border Issues;
Pharmaceutical Industry;
United States;
Japan;
Europe
Paine, Lynn S., and Michael Santoro. "Pfizer: Global Protection of Intellectual Property." Harvard Business School Case 392-073, February 1992. (Revised April 1995.)
- 1992
- Book
Negotiating Rationally
By: M. H. Bazerman and M. A. Neale
Keywords:
Negotiation
Bazerman, M. H., and M. A. Neale. Negotiating Rationally. Free Press, 1992.
- winter 1992
- Article
Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities
Sebenius, James K. "Challenging Conventional Explanations of Cooperation: Negotiation Analysis and the Case of Epistemic Communities." International Organization 46, no. 1 (winter 1992): 323–365. (Reprinted in:
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
Knowledge, Power, and International Policy Coordination. Studies in International Relations, 323-366,
edited by Peter M. Haas. Columbia, SC: University of South Carolina Press, 1997.)
- January 1992
- Article
Fighting the Wimp Image: Why Calls for Negotiation Often Fall on Deaf Ears
By: M. A. Wheeler
- January 1992
- Article
Negotiation Analysis: A Characterization and Review
Keywords:
Negotiation
Sebenius, James K. "Negotiation Analysis: A Characterization and Review." Management Science 38, no. 1 (January 1992): 1–21.
- 1992
- Chapter
Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing
By: James K. Sebenius and David Lax
- 1992
- Chapter
Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research
By: M. H. Bazerman and M. A. Neale
- October 1991 (Revised February 1995)
- Case
North American Free Trade Agreement
By: Ray A. Goldberg
Goldberg, Ray A. "North American Free Trade Agreement." Harvard Business School Case 592-039, October 1991. (Revised February 1995.)
- September 1991
- Article
Negotiating through an Agent
By: James K. Sebenius and David A. Lax
Keywords:
Negotiation
Sebenius, James K., and David A. Lax. "Negotiating through an Agent." Journal of Conflict Resolution 35, no. 3 (September 1991): 474–493.
- 1991
- Chapter
Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming
Sebenius, James K. "Crafting a Winning Coalition: Negotiating a Regime to Control Global Warming." In Greenhouse Warming, edited by Jessica Tuchman Mathews, 69–98. Washington, D.C.: World Resources Institute, 1991.
- August 1991
- Article
The Art of Business Negotiation
Keywords:
Negotiation
Sebenius, James K. "The Art of Business Negotiation." Business World (August 1991).
- 1991
- Book
Cognition and Rationality in Negotiation
By: M. A. Neale and M. H. Bazerman
Neale, M. A., and M. H. Bazerman. Cognition and Rationality in Negotiation. Free Press, 1991.