Browsing HBS Scholarly Articles by Keyword "Negotiations"
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Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal
(2014-04-24)The November 2013 “interim” nuclear deal between Iran and the “P5+1”—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a ... -
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
(Elsevier, 2012)We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may ...