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Publications

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    • All HBS Web  (543)
      • Faculty Publications  (57)

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      • 2025
      • Book

      Negotiation: The Game Has Changed

      By: Max Bazerman
      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,... View Details
      Keywords: Negotiation; Change
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      Bazerman, Max. Negotiation: The Game Has Changed. Princeton University Press, 2025.
      • 2024
      • Working Paper

      Behavioral Attenuation

      By: Thomas Graeber, Benjamin Enke, Ryan Oprea and Jeffrey Yang
      We report a large-scale examination of behavioral attenuation: due to information-processing constraints, the elasticity of people’s decisions with respect to economic fundamentals is generally too small. We implement more than 30 experiments, 20 of which were... View Details
      Keywords: Decisions; Behavior; Cognition and Thinking; Behavioral Finance
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      Graeber, Thomas, Benjamin Enke, Ryan Oprea, and Jeffrey Yang. "Behavioral Attenuation." NBER Working Paper Series, No. 32973, September 2024.
      • July 2024
      • Case

      Wizards of the Coast and Magic: The Rebounding

      By: Boris Groysberg and Tom Quinn
      This case traces the history and growth of the Magic: The Gathering trading card game. From its development in 1993 by tiny studio Wizards of the Coast, to Wizards’ acquisition by toy giant Hasbro in 1999, to its evolution into a billion-dollar brand in 2023,... View Details
      Keywords: Business Growth and Maturation; Change Management; Transformation; Cost vs Benefits; Business Cycles; Games, Gaming, and Gambling; Global Strategy; Growth and Development; Selection and Staffing; Collaborative Innovation and Invention; Innovation Leadership; Intellectual Property; Job Design and Levels; Knowledge Use and Leverage; Leading Change; Growth and Development Strategy; Growth Management; Management Succession; Risk Management; Brands and Branding; Product Positioning; Organizational Change and Adaptation; Competitive Strategy; Competitive Advantage; Expansion; Mergers and Acquisitions; Product Development; Entertainment and Recreation Industry; United States; Washington (state, US); Seattle; Japan
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      Groysberg, Boris, and Tom Quinn. "Wizards of the Coast and Magic: The Rebounding." Harvard Business School Case 424-047, July 2024.
      • 2023
      • Working Paper

      LALIGA—From a Soccer Competition Organizer to a Global Player in the Sports and Entertainment Industry

      By: Stephen A. Greyser, Kenneth Cortsen and Juan Fuentes Fernández
      LALIGA, the first- and second-tier professional soccer league (known as “football” outside of the U.S. and Canada) in Spain, enters its 100th soccer season later this decade. The most popular game in the world (Giulianotti, 2012) has gone through many changes since... View Details
      Keywords: Soccer; "Sports Organizations,; Business History; Strategy; Brands and Branding; Technology Adoption; Sports Industry
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      Greyser, Stephen A., Kenneth Cortsen, and Juan Fuentes Fernández. "LALIGA—From a Soccer Competition Organizer to a Global Player in the Sports and Entertainment Industry." Harvard Business School Working Paper, No. 24-009, August 2023.
      • March 2023
      • Article

      Not from Concentrate: Collusion in Collaborative Industries

      By: Jordan M. Barry, John William Hatfield, Scott Duke Kominers and Richard Lowery
      The chief principle of antitrust law and theory is that reducing market concentration—having more, smaller firms instead of fewer, bigger ones—reduces anticompetitive behavior. We demonstrate that this principle is fundamentally incomplete.

      In many... View Details
      Keywords: Antitrust; Antitrust Law; Antitrust Theory; Law And Economics; Collusion; Collaboration; Collaborative Industries; Regulation; "Repeated Games"; IPOs; Initial Public Offerings; Underwriters; Real Estate; Real Estate Agents; Realtors; Syndicated Markets; Syndication; Brokers; Market Concentration; Competition; Law; Economics; Collaborative Innovation and Invention; Governing Rules, Regulations, and Reforms; Game Theory; Initial Public Offering
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      Barry, Jordan M., John William Hatfield, Scott Duke Kominers, and Richard Lowery. "Not from Concentrate: Collusion in Collaborative Industries." Iowa Law Review 108, no. 3 (March 2023): 1089–1148.
      • February 2023
      • Case

      Roblox: Virtual Commerce in the Metaverse

      By: Ayelet Israeli and Nicole Tempest Keller
      In 2022, Roblox had 58.8 million daily active users, including over half of all children and teens under the age of 16 in the United States. Roblox, a free-to-use “co-experience platform”, allowed users to come together in immersive 3D experiences to socialize, work,... View Details
      Keywords: Entertainment; Games, Gaming, and Gambling; Market Design; Marketing; Brands and Branding; Marketing Channels; Marketing Strategy; Business Strategy; Economics; Economy; Economic Systems; Advertising; Advertising Campaigns; Digital Platforms; Markets; Price; Innovation and Management; Video Game Industry; Video Game Industry; Video Game Industry; United States; California; North America; South America; Asia; Europe
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      Israeli, Ayelet, and Nicole Tempest Keller. "Roblox: Virtual Commerce in the Metaverse." Harvard Business School Case 523-028, February 2023.
      • 2021
      • Article

      Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors

      By: Jillian J. Jordan, Erez Yoeli and David Rand
      COVID-19 prevention behaviors may be seen as self-interested or prosocial. Using American samples from MTurk and Prolific (total n = 6,850), we investigated which framing is more effective—and motivation is stronger—for fostering prevention behavior intentions. We... View Details
      Keywords: COVID-19; Prevention; Prosocial Motivation; Health Pandemics; Behavior; Motivation and Incentives
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      Jordan, Jillian J., Erez Yoeli, and David Rand. "Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors." Art. 20222. Scientific Reports 11 (2021).
      • October 2021
      • Article

      Changing Gambling Behavior through Experiential Learning

      By: Shawn A. Cole, Martin Abel and Bilal Zia
      This paper tests experiential learning as a debiasing tool to reduce gambling in South Africa, through a randomized field experiment. The study implements a simple, interactive game that simulates the odds of winning the national lottery through dice rolling.... View Details
      Keywords: Debiasing; Experiential Learning; Behavioral Economics; Financial Education; Learning; Games, Gaming, and Gambling; Behavior; Decision Making
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      Cole, Shawn A., Martin Abel, and Bilal Zia. "Changing Gambling Behavior through Experiential Learning." World Bank Economic Review 35, no. 3 (October 2021): 745–763.
      • Article

      Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences

      By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
      A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power... View Details
      Keywords: Moral Preferences; Moral Frames; Observability; Trustworthiness; Trust Game; Trade-off Game; Moral Sensibility; Reputation; Behavior; Trust
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      Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Journal of Experimental Social Psychology 94 (May 2021).
      • 2021
      • Working Paper

      Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences

      By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
      A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power... View Details
      Keywords: Moral Preferences; Moral Frames; Observability; Trustworthiness; Trust Game; Trade-off Game; Moral Sensibility; Reputation; Behavior; Trust
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      Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Working Paper, January 2021.
      • August 2020
      • Article

      Trust in State and Non-State Actors: Evidence from Dispute Resolution in Pakistan

      By: Daron Acemoglu, Ali Cheema, Asim I. Khwaja and James A. Robinson
      Lack of trust in state institutions is a pervasive problem in many developing countries. This paper investigates whether information about improved public services can help build trust in state institutions and move people away from non-state actors. We find that... View Details
      Keywords: Dispute Resolution; Lab-in-the-field Games; Legitimacy; Motivated Reasoning; Non-state Actors; State Capacity; Trust; Conflict and Resolution; Information; Developing Countries and Economies
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      Acemoglu, Daron, Ali Cheema, Asim I. Khwaja, and James A. Robinson. "Trust in State and Non-State Actors: Evidence from Dispute Resolution in Pakistan." Journal of Political Economy 128, no. 8 (August 2020): 3090–3147.
      • December 2019
      • Article

      When Do We Punish People Who Don't?

      By: Justin W. Martin, Jillian J. Jordan, David G. Rand and Fiery Cushman
      People often punish norm violations. In what cases is such punishment viewed as normative—a behavior that we “should”or even“must”engage in? We approach this question by asking when people who fail to punish a norm violator are, themselves, punished. (For instance, a... View Details
      Keywords: Punishment; Norms; Cooperation; Societal Protocols; Adaptation
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      Martin, Justin W., Jillian J. Jordan, David G. Rand, and Fiery Cushman. "When Do We Punish People Who Don't?" Cognition 193 (December 2019).
      • 2020
      • Working Paper

      Collusion in Brokered Markets

      By: John William Hatfield, Scott Duke Kominers and Richard Lowery
      The U.S. residential real estate agency market presents a puzzle for economic theory: commissions on real estate transactions have remained high for decades even though entry is frequent and costs are low. We model the real estate agency market, and other brokered... View Details
      Keywords: Real Estate; "Repeated Games"; Collusion; Antitrust; Brokered Markets; Game Theory; Real Estate Industry
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      Hatfield, John William, Scott Duke Kominers, and Richard Lowery. "Collusion in Brokered Markets." Harvard Business School Working Paper, No. 20-023, September 2019. (Revised July 2020.)
      • 2020
      • Working Paper

      To Infinity and Beyond: Scaling Economic Theories via Logical Compactness

      By: Yannai A. Gonczarowski, Scott Duke Kominers and Ran I. Shorrer
      Many economic-theoretic models incorporate finiteness assumptions that, while introduced for simplicity, play a real role in the analysis. Such assumptions introduce a conceptual problem, as results that rely on finiteness are often implicitly nonrobust; for example,... View Details
      Keywords: Markets; Analysis; Game Theory
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      Gonczarowski, Yannai A., Scott Duke Kominers, and Ran I. Shorrer. "To Infinity and Beyond: Scaling Economic Theories via Logical Compactness." Harvard Business School Working Paper, No. 19-127, June 2019. (Revised November 2020.)
      • Article

      Handshaking Promotes Deal-Making by Signaling Cooperative Intent

      By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
      We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details
      Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal
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      Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
      • August 28, 2018
      • Article

      Maintaining Trust When Agents Can Engage in Self-deception

      By: Andres Babino, Hernan A. Makse, Rafael Di Tella and Mariano Sigman
      The coexistence of cooperation and selfish instincts is a remarkable characteristic of humans. Psychological research has unveiled the cognitive mechanisms behind self-deception. Two important findings are that a higher ambiguity about others’ social preferences leads... View Details
      Keywords: Behavioral Economics; Cognitive Neuroscience; Corruption; Cooperation; Self-deception; Trust; Behavior
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      Babino, Andres, Hernan A. Makse, Rafael Di Tella, and Mariano Sigman. "Maintaining Trust When Agents Can Engage in Self-deception." Proceedings of the National Academy of Sciences 115, no. 35 (August 28, 2018): 8728–8733.
      • 2017
      • Chapter

      High Stakes Negotiation: Indian Gaming and Tribal/State Compacts

      By: Gavin Clarkson and James K. Sebenius
      Although Indian tribes and the surrounding states were often bitter enemies throughout much of the history of the United States, recently tribes and states have been able to work cooperatively in a number of areas. In some instances, Congress has mandated such... View Details
      Keywords: Indian Gaming; Negotiation; Regulation; Tribal Sovereignty; Sovereign Finance; Negotiation Participants; Relationships; Cooperation; Connecticut
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      Clarkson, Gavin, and James K. Sebenius. "High Stakes Negotiation: Indian Gaming and Tribal/State Compacts." Chap. 8 in American Indian Business: Principles and Practices, edited by Deanna M. Kennedy, Charles Harrington, Amy Klemm Verbos, Daniel Stewart, Joseph Gladstone, and Gavin Clarkson, 130–161. Seattle: University of Washington Press, 2017.
      • June 2017
      • Article

      When Novel Rituals Lead to Intergroup Bias: Evidence from Economic Games and Neurophysiology

      By: Nicholas M. Hobson, Francesca Gino, Michael I. Norton and Michael Inzlicht
      Long-established rituals in pre-existing cultural groups have been linked to the cultural evolution of large-scale group cooperation. Here we test the prediction that novel rituals—arbitrary hand and body gestures enacted in a stereotypical and repeated fashion—can... View Details
      Keywords: Ritual; Intergroup Dynamics; Intergroup Bias; Neural Reward Processing; Open Data; Open Materials; Preregistered; Groups and Teams; Behavior; Prejudice and Bias; Cooperation
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      Hobson, Nicholas M., Francesca Gino, Michael I. Norton, and Michael Inzlicht. "When Novel Rituals Lead to Intergroup Bias: Evidence from Economic Games and Neurophysiology." Psychological Science 28, no. 6 (June 2017): 733–750.
      • December 2016
      • Article

      The Effects of Endowment Size and Strategy Method on Third Party Punishment

      By: Jillian J. Jordan, Katherine McAuliffe and David G. Rand
      Numerous experiments have shown that people often engage in third-party punishment (3PP) of selfish behavior. This evidence has been used to argue that people respond to selfishness with anger, and get utility from punishing those who mistreat others. Elements of the... View Details
      Keywords: Third-party Punishment; Norm-enforcement; Strategy Method; Economic Games; Cooperation; Emotions; Fairness
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      Jordan, Jillian J., Katherine McAuliffe, and David G. Rand. "The Effects of Endowment Size and Strategy Method on Third Party Punishment." Experimental Economics 19, no. 4 (December 2016): 741–763.
      • August 2, 2016
      • Article

      Uncalculating Cooperation Is Used to Signal Trustworthiness

      By: Jillian J. Jordan, Moshe Hoffman, Martin A. Nowak and David G. Rand
      Humans frequently cooperate without carefully weighing the costs and benefits. As a result, people may wind up cooperating when it is not worthwhile to do so. Why risk making costly mistakes? Here, we present experimental evidence that reputation concerns provide an... View Details
      Keywords: Social Evaluation; Experimental Economics; Moral Psychology; Cooperation; Reputation; Decision Making
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      Jordan, Jillian J., Moshe Hoffman, Martin A. Nowak, and David G. Rand. "Uncalculating Cooperation Is Used to Signal Trustworthiness." Proceedings of the National Academy of Sciences 113, no. 31 (August 2, 2016): 8658–8663.
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