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- All HBS Web (461)
- Faculty Publications (130)
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- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
your agent may not be enough. For example, top executive pay attorney Joe Bachelder once took his client aside after the first negotiating session. The board had selected his View Details
Keywords: by Martha Lagace
- 12 Aug 2020
- Research & Ideas
Why Investors Often Lose When They Sue Their Financial Adviser
Years of bull market bliss gave brokerage clients few reasons to open their account statements—until March. Within one month, stocks in the United States notched their biggest one-day losses—and gains—as mounting fears about COVID-19’s... View Details
- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
something in return for your concession, try to explicitly—but diplomatically—demand reciprocity. For example, consider the following negotiation between an IT services firm and a client. The client suggests... View Details
Keywords: by Deepak Malhotra
- 30 Aug 2016
- First Look
August 30, 2016
identify specific managerial actions that can improve a firm’s architecture and thereby lower the cost of responding to changing future demands. We address this gap in the literature by exploring the View Details
Keywords: Carmen Nobel
- January 2004 (Revised September 2004)
- Background Note
Confidentiality in Settlement Negotiations: Ethics & Law
By: Michael A. Wheeler, Dana Nelson and Gillian Morris
Legal policy has a long history of protecting confidentiality of negotiations that are designed to produce settlement. However, within the past several decades there has been a significant push toward openness. Compelling arguments support confidentiality: It helps... View Details
Keywords: Ethics; Lawsuits and Litigation; Attorney and Client Relationships; Policy; Corporate Disclosure; Negotiation
Wheeler, Michael A., Dana Nelson, and Gillian Morris. "Confidentiality in Settlement Negotiations: Ethics & Law." Harvard Business School Background Note 904-057, January 2004. (Revised September 2004.)
- 31 May 2004
- Research & Ideas
How Team Leaders Show Support–or Not
projects included new product development (e.g., a high-strength fabric; a home health aid, an electronic recording device), solving complex client problems (e.g., developing a database management system for a global hotel chain); View Details
Keywords: by Martha Lagace
- January 2008
- Supplement
Joe Bachelder: Reflections
By: Brian Hall and James K. Sebenius
After Charles Suarez's failed compensation negotiations with Victor, Suarez's attorney, Joe Batchelder, joined class discussions of the case in a course taught by Professor Brian Hall. Professor James Sebenius also interviewed Joe Bachelder at length on this case and... View Details
- 27 Jun 2011
- Research & Ideas
Recovering from the Need to Achieve
close friends where phones and PDA's are off limits. "When we're secure in the relationships that matter most," DeLong writes, "it's far easier to take chances at work, to embrace new... View Details
Keywords: by Kim Girard
- 22 Aug 2005
- Research & Ideas
The Hard Work of Failure Analysis
the folly of not adhering strictly to the company's core beliefs.2 Similarly, we have observed failed consulting relationships in our field research in which the consultants simply blamed the failure on the client, concluding that the... View Details
Keywords: by Amy Edmondson & Mark D. Cannon
- 09 Dec 2002
- Research & Ideas
Most Accountants Aren’t Crooks—Why Good Audits Go Bad
fundamental changes to the way accounting firms and their clients operate. If we are really going to restore trust in the U.S. system of auditing, we will need to go well beyond the provisions of the... View Details
- 26 Mar 2006
- Research & Ideas
The Office of Strategy Management
though more than 90 percent had detailed strategic plans with much higher targets. Our own work with clients supports the existence of a persistent gap between the strategic goals organizations set for themselves View Details
Keywords: by Martha Lagace
- 16 May 2000
- Research & Ideas
Getting the Message: How the Internet is Changing Advertising
last December, believes that "the real opportunity for the marketing industry lies in developing transactional-based models that enable consumer and client to work together more closely." HBS... View Details
Keywords: by Susan Young
- 10 Apr 2014
- Research & Ideas
John Kotter’s Plan to Accelerate Your Business
other more rational. In a typical organization—from the federal government to a pharmaceutical giant—a hierarchical operational structure meets daily demands through clear reporting relationships and... View Details
Keywords: by Kim Girard
- 01 Nov 2019
- What Do You Think?
Should Non-Compete Clauses Be Abolished?
usually have their NCCs negotiated by an attorney before joining an organization, and may get paid substantially for doing so. But non-compete clauses are not just used for high-skill, high-paying jobs. Not... View Details
Keywords: by James Heskett
- 04 Feb 2013
- Research & Ideas
Are the Big Four Audit Firms Too Big to Fail?
periodically raises concerns about audit-industry concentration and suggests ways to boost growth of smaller firms. The consolidation raises the issue of how the surviving big auditors and the nation's... View Details
- 26 May 2003
- Research & Ideas
When Silence Spells Trouble at Work
Meeting." The fact that no one suggested an alternative to the PMM was fairly typical of our findings. Individuals are frequently convinced that keeping quiet is the best way to preserve relationships View Details
Keywords: by Leslie A. Perlow
- 26 Sep 2011
- HBS Case
HBS Cases: Lady Gaga
develop "Gaga-esque" products for Polaroid, and a spot in MAC Cosmetics' "Viva Glam" advertising campaign. Connecting on Social Media Lady Gaga's success was built on more than just her considerable abilities as a... View Details
- 18 Nov 2008
- First Look
First Look: November 18, 2008
pronounced when the relationship is more valuable to the trustee family, and it is concentrated in those funds that receive the greatest benefit from the inflows. When other mutual funds are selling the... View Details
Keywords: Martha Lagace
- 07 Jul 2003
- What Do You Think?
Can We Have Too Much Productivity Improvement?
benefits of such things as process improvements and the export of increasingly highly-skilled jobs, among others, with clients. The rationale was that the resulting increasingly lower fees would lock out competitors for View Details
Keywords: by James Heskett
- 02 Feb 2010
- First Look
First Look: Feb. 2
Theory and Practice. Berrett-Koehler Publishers, in press Abstract The current rigor/relevance debate is a central strategic issue for business schools and their faculty. I argue that ongoing View Details
Keywords: Martha Lagace