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- catalog abstract "In many organizational negotiations the presence of important information held only by one party (asymmetric information) is seen as a potential barrier to mutually beneficial agreements. Using Samuelson and Bazerman's (1985) Acquiring a Company game, in which economic analyses predict impasse and behavioral decision research predicts the "winner's curse," agreements with a negative expected value for the uninformed party, this paper shows that face-to-face bargaining allows negotiators to find efficient and mutually beneficial agreements. The paper presents a conceptualization of how the effects of communication media can be incorporated into game theoretic models of bargaining.".
- catalog contributor b8842836.
- catalog contributor b8842837.
- catalog contributor b8842838.
- catalog created "1995.".
- catalog date "1995".
- catalog date "1995.".
- catalog dateCopyrighted "1995.".
- catalog description "In many organizational negotiations the presence of important information held only by one party (asymmetric information) is seen as a potential barrier to mutually beneficial agreements. Using Samuelson and Bazerman's (1985) Acquiring a Company game, in which economic analyses predict impasse and behavioral decision research predicts the "winner's curse," agreements with a negative expected value for the uninformed party, this paper shows that face-to-face bargaining allows negotiators to find efficient and mutually beneficial agreements. The paper presents a conceptualization of how the effects of communication media can be incorporated into game theoretic models of bargaining.".
- catalog description "Includes bibliographical references (p. 22-24).".
- catalog extent "24 p. :".
- catalog isPartOf "Working paper (Harvard University. Graduate School of Business Administration. Division of Research) ; HBS 96-029.".
- catalog isPartOf "Working paper / Division of Research, Harvard Business School ; 96-029".
- catalog issued "1995".
- catalog issued "1995.".
- catalog language "eng".
- catalog publisher "[Boston] : Division of Research, Harvard Business School,".
- catalog title "Away with the curse : effects of communication on the efficiency and distribution of outcomes / Kathleen Valley, Joseph Moag and Max H. Bazerman.".
- catalog type "text".