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Decision Making & Negotiations

See the latest research, articles and faculty on the Decision Making & Negotiations Area of Expertise at Columbia Business School.

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Decision Making & Negotiations

Decision Making & Negotiations Research

Four Princesses, Meet the Fantastic Four: Disney's 2009 Acquisition of Marvel

Authors
Laurie Simon Hodrick
Date
May 1, 2012
Format
Case Study
Publisher
Columbia CaseWorks

In August 2009 Marvel Entertainment considers a merger with the Walt Disney Company. If Marvel shareholders approve the deal, each Marvel shareholder will receive $30 in cash and 0.7452 shares of Disney per Marvel share, together worth $50 - or a 29 premium over Marvel's stock price at that point in time.

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Decision making under climate uncertainty: The power of understanding judgment and decision processes

Authors
Elke Weber and Sabine Marx
Date
April 1, 2012
Format
Chapter
Book
Climate change in the Great Lakes region: Decision making under uncertainty

The disciplines of economics and political science, as well as applied climate science, have added a great deal to our understanding of the obstacles to the use of climate information. However, in order for climate information to be fully embraced and successfully implemented into risk management, the issue needs to be looked at in terms of risk communication in human decision makers — (as) individuals and (in) groups. What is special about human risk perception and decision making under risk and situations of uncertainty regarding climate?

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Hedge Funds and Chapter 11

Authors
Wei Jiang, Kai Li, and Wei Wang
Date
April 1, 2012
Format
Journal Article
Journal
The Journal of Finance

This paper studies the presence of hedge funds in the Chapter 11 process and their effects on bankruptcy outcomes. Hedge funds strategically choose positions in the capital structure where their actions could have a bigger impact on value. Their presence, especially as unsecured creditors, helps balance power between the debtor and secured creditors.

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Optimal Securitization with Moral Hazard

Authors
Barney Hartman-Glaser, Tomasz Piskorski, and Alexei Tchistyi
Date
April 1, 2012
Format
Journal Article
Journal
Journal of Financial Economics

We consider the optimal design of mortgage-backed securities (MBS) in a dynamic setting in which a mortgage underwriter with limited liability can engage in costly hidden effort to screen borrowers and can sell loans to investors. We show that (i) the timing of payments to the underwriter is the key incentive mechanism, (ii) the maturity of the optimal contract can be short, and that (iii) bundling mortgages is efficient as it allows investors to learn about underwriter effort more quickly, an information enhancement effect.

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The Anthropology of Mad Men and Women

Authors
Robert Morais
Date
March 1, 2012
Format
Newspaper/Magazine Article
Publication
Huffington Post

Mad Men depicts advertising agency life as it was decades ago. The practice of creative meetings, like our culture, has evolved. But the aims, conflicts, displays, and compromises in advertising meetings are not markedly different than they were in the 1960s. This article provides some observations regarding creative meetings based on participant observation along with Mad Men examples.

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Hedge Fund Activism

Authors
Alon Brav, Wei Jiang, and Hyunseob Lim
Date
February 1, 2012
Format
Chapter
Book
Research Handbook on Hedge Funds, Private Equity and Alternative Investments
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Explicit and Implicit Incentives for Multiple Agents

Authors
Jonathan Glover
Date
January 1, 2012
Format
Journal Article
Journal
Foundations and Trends in Accounting

This monograph presents existing and new research on three approaches to multiagent incentives. The goal of all three approaches is to find theories that better explain observed institutions than the standard approach has.

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Brands on the brain: Do consumers use declarative information or experienced emotions to evaluate brands?

Authors
F. Esch, T. Moll, Bernd Schmitt, C. Elger, C. Neuhaus, and B. Weber
Date
January 1, 2012
Format
Journal Article
Journal
Journal of Consumer Psychology

An fMRI study was conducted with unfamiliar and familiar (strong and weak) brands to assess linguistic encoding and retrieval processes, and the use of declarative and experiential information, in brand evaluations. As expected, activations in brain areas associated with linguistic encoding were higher for unfamiliar brands, but activations in brain areas associated with information retrieval were higher for strong brands. Interestingly, weak brands were engaged simultaneously in both processes.

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The role of listening in interpersonal influence

Authors
Daniel Ames, Joel Brockner, and L. Maissen
Date
January 1, 2012
Format
Journal Article
Journal
Journal of Research in Personality

Using informant reports on working professionals, we explored the role of listening in interpersonal influence and how listening may account for at least some of the relationship between personality and influence. The results extended prior work which has suggested that listening is positively related to influence for informational and relational reasons.

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