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Column | Negotiation

It's Not Intuitive: Strategies for Negotiating More Rationally

by M. H. Bazerman and Deepak Malhotra

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Keywords: Negotiation; Strategy; Cognition and Thinking;

Format: Print Find at Harvard

Citation:

Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).

About the Authors

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Max H. Bazerman
Jesse Isidor Straus Professor of Business Administration
Negotiation, Organizations & Markets

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Deepak Malhotra
Eli Goldston Professor of Business Administration
Negotiation, Organizations & Markets

View Profile »
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More from these Authors

  • Article | Proceedings of the National Academy of Sciences of the United States of America | 2017

    Handgun Waiting Periods Reduce Gun Deaths

    Michael Luca, Deepak Malhotra and Christopher Poliquin

    Handgun waiting periods are laws that impose a delay between the initiation of a purchase and final acquisition of a firearm. We show that waiting periods, which create a “cooling off” period among buyers, significantly reduce the incidence of gun violence. We estimate the impact of waiting periods on gun deaths, exploiting all changes to state-level policies in the Unites States since 1970. We find that waiting periods reduce gun homicides by roughly 17%. We provide further support for the causal impact of waiting periods on homicides by exploiting a natural experiment resulting from a federal law in 1994 that imposed a temporary waiting period on a subset of states.

    Keywords: gun policy; gun violence; waiting period; injury prevention; Policy; Safety; Governing Rules, Regulations, and Reforms; United States;

    Citation:

    Luca, Michael, Deepak Malhotra, and Christopher Poliquin. "Handgun Waiting Periods Reduce Gun Deaths." Proceedings of the National Academy of Sciences of the United States of America 114, no. 46 (November 14, 2017).  View Details
    CiteView DetailsFind at Harvard Related
  • Chapter | Making Research Matter | 2017

    Government and Organizations: Transforming Institutions Using Behavioral Insights

    Abigail Dalton and Max Bazerman

    Citation:

    Dalton, Abigail, and Max Bazerman. "Government and Organizations: Transforming Institutions Using Behavioral Insights." Chap. 5 in Making Research Matter: A Psychologist's Guide to Public Engagement, edited by Linda Tropp. Washington, DC: APA Books, 2017.  View Details
    CiteView DetailsFind at HarvardPurchase Related
  • Article | Negotiation Journal

    Prescriptions Based on a Realistic View of Human Behavior

    Max Bazerman

    Citation:

    Bazerman, Max. "Prescriptions Based on a Realistic View of Human Behavior." Negotiation Journal 33, no. 4 (October 2017): 309–315.  View Details
    CiteView DetailsFind at Harvard Related
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