Max H. Bazerman

Jan 15, 2025 | hbs.edu | Max H. Bazerman |Don Moore

The world has changed dramatically in just the past few years—and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity—all have transformed the who, what, where, and how of negotiation. Today, traditional negotiating tactics, while still effective, need to be tailored to vastly different situations and circumstances.

Jan 7, 2025 | hbritalia.it | Max H. Bazerman

Una delle simulazioni che utilizzo quando insegno ai manager a negoziare più efficacemente comporta un trasferimento di tecnologia tra due divisioni di una grande azienda. Il prezzo del trasferimento è centrale per la trattativa, ma ci sono anche altri aspetti importanti di cui tener conto. La struttura dell’accordo inciderà sul livello di profittabilità che crea il trasferimento della tecnologia per ogni divisione e per l’azienda nella sua totalità.

Dec 9, 2024 | hbr.org | Max H. Bazerman

Idea in Brief The Problem Most executives leave value on the negotiating table, for two main reasons: They assume they’re negotiating over a fixed pie, and they focus exclusively on how to claim value from that pie for themselves. The Approach To create value and reach efficient agreements, negotiators should choose from four strategies: Build trust and share information, ask questions, give away some information, and make multiple offers.

Jan 10, 2024 | freakonomics.com | Stephen Dubner |Max H. Bazerman

Episode Transcript Just over a year ago, Francesca Gino was — there’s really no other way of putting it — she was a superstar. An academic superstar, at least. Leif NELSON: She was at the center of everything, being a prestigious faculty member at Harvard and all of her public speaking, and her books. Joe SIMMONS: Her reputation was perfect. NELSON: She was synonymous with the highest levels of research in organizational behavior.