The following items are tagged Max Bazerman.
Think about what your house, condominium, or some other valuable asset might be worth in today’s market. Did the price you paid for it affect your answer?
“Ignore sunk costs,” accounting professors and economists tell us. The amount of money and effort we’ve invested in the past, they say, is irrelevant to our future investments.
Professor Max Bazerman, member of the PON Executive Committee and professor of Business Administration at Harvard Business School (HBS), and HBS Ph.D. candidate Chia-Jung Tsay published a working paper titled, “A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future” on August 20, 2009.
Abstract
Through the decision-analytic approach to negotiations,
The act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of the other side. If one side values something more than the other, they should be given it in exchange for reciprocity on issues that are a higher priority to their
A provision in an agreement that leaves specific elements of the deal unresolved until a particular source of uncertainty is resolved in the future. Such provisions allow both sides in the negotiation to “bet” on their differing beliefs regarding the probability of a future event. (Deepak Malhotra and Max Bazerman, Negotiation Genius [Bantam, 2007],
Deepak Malhotra and Max Bazerman’s book, Negotiation Genius, and Gary Friedman and Jack Himmelstein’s book, Challenging Conflict: Mediation Through Understanding, received the “2008 Outstanding Book Award” from the International Institute for Conflict Prevention & Resolution (CPR).
The award for Outstanding Book recognizes a published book that advances understanding in the field of ADR.
The International Institute for
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at HBS, and is formally affiliated with the Kennedy School of Government, the Psychology Department, the Institute for Quantitative Social Sciences, the Harvard University Center on the Environment, and the Program on Negotiation. Max’s research focuses on decision making in negotiation, and improving
Common psychological barriers lead us to overvalue our possessions. That can be a problem when it’s time to get rid of them. Some possessions truly are priceless—we wouldn’t part with them for any amount of money. Others are virtually priceless, or “pseudosacred,” according to Harvard Business School professor Max Bazerman. We might claim that these
Join us for the true story of tobacco industry whistle-blower Jeffrey Wigand, the former head of development at the Brown & Williamson Tobacco Co., who went public on CBS-TV’s 60 Minutes as an industry informant. 60 Minutes producer Lowell Bergman championed Wigand’s cause and after many obstacles managed to have the segment aired. The relationship
Negotiation Genius
by Deepak Malhotra
and Max Bazerman
Negotiation Genius is now available in bookstores and online! The book leverages the latest research on negotiation, along with the experience of thousands of executive students and clients.
Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing
Please join the Program on Negotiation for a screening of Erin Brockovich, a film based on the true story of a woman and her first fight against the West Coast energy giant PG&E.
Film and discussion with Harvard Business School Professor Max Bazerman
Professor Bazerman, Jesse Isidor Straus Professor of Business Administration at Harvard Business School and
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
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Business Negotiations
Conflict Management
Conflict Resolution
Crisis Negotiations
Dealmaking
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International Negotiation
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Negotiation Skills
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Pedagogy
Sales Negotiations
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Women and Negotiation