More from the Author

• 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

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• 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

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• Exercise | March 2008 (Revised August 2017)

  The Book Deal: Confidential Instructions for the AGENT

  Deepak Malhotra and Max H. Bazerman

  A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author.

  Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry;

  Citation:

  Malhotra, Deepak, and Max H. Bazerman. "The Book Deal: Confidential Instructions for the AGENT." Harvard Business School Exercise 908-051, March 2008. (Revised August 2017.)  View Details

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