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All HBS Web
(847)
- People (2)
- News (150)
- Research (514)
- Events (2)
- Multimedia (3)
- Faculty Publications (313)
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- 26 Sep 2023
- Cold Call Podcast
The PGA Tour and LIV Golf Merger: Competition vs. Cooperation
Keywords:
Sports
- 19 Dec 2022
- Research & Ideas
What Motivates People to Give Generously—and Why We Sometimes Don't
because you feel obligated. There are tactics that you can use to increase giving in, in the short-term, but it’s always important to consider the effects of this short-term success on people’s feelings toward that charity, in the...
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- 03 Jun 2013
- Research & Ideas
The Power of Rituals in Life, Death, and Business
food rituals with its 1990s ad campaign for Reese's Peanut Butter Cups: "There's no wrong way to eat a Reese's." Nabisco has used similar tactics in advertising Oreo cookies. Click to watch. To see whether they could achieve the...
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by Carmen Nobel
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
- 28 Feb 2018
- Sharpening Your Skills
Master the Team Meeting
of the tougher topics (budget, staffing, etc.). This fortifies the culture of your team both inside and outside of the meeting. Tactical Stuff The time of the meeting and who attends is just as important as the agenda and the content. Pro...
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by Julia Austin
- 09 Jun 2022
- HBS Case
From Truck Driver to Manager: US Foods’ Novel Approach to Staff Shortages
its hourly wages and offering signing and retention bonuses. The company also started to rethink the jobs themselves. “If you can't find people to recruit because they don’t care for the job, another tactic is to modify the job, so they...
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by Pamela Reynolds
- 09 Jan 2012
- Research & Ideas
Location, Location, Location: The Strategy of Place
as nearby supporting industries; the company's ability to seek and retrieve knowledge in this setting; and its capability to do something better than competitors. An example of a firm playing tactical checkers instead of strategic chess...
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by Dina Gerdeman
- 11 Aug 2008
- Research & Ideas
Strategy Execution and the Balanced Scorecard
in the book the different roles, frequencies, participants, and agendas for operational review meetings and strategy review meetings. We open the book with a great quote often but perhaps inaccurately attributed to Sun Tzu in The Art of War: "Strategy without...
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by Martha Lagace
- 29 Mar 2022
- Book
5 Qualities That Help Companies Thrive for Decades—Even Centuries
write the authors. The book explores tactics used by several long-time entrepreneurs: Ratan Tata, former chairperson of Tata Group; Anu Aga, former head of Thermax; Adi Godrej, chairperson of the Godrej Group; Kiran Mazumdar-Shaw,...
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by Sean Silverthorne
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following excerpt describes strategies and tactics to overcome another party's counterproductive behavior and keep the deal on track. These are ideas that...
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by Deepak Malhotra & Max H. Bazerman
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
made its threat credible. This may be more than enough of an incentive for you to decide not to bid after all. As the CEO's strategy illustrates, increasing the costs you will incur by not following through on your threats can persuade others that you mean business....
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by Deepak Malhotra
- 21 Sep 2020
- Research & Ideas
Are You Sabotaging Your Own Company?
self-sabotaging their companies by mistakenly adhering to practices on the list. When Thomke shares portions of the field manual with business executives in class, they tend to respond with a nervous chuckle. But then the room grows quiet, the sober realization that...
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by Dina Gerdeman
- 10 Jan 2023
- Op-Ed
Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage
you wish for each other to encourage their path forward. For example, wishing them a great new partnership or a challenging new role. Finally, commit to each other. This may be very tactical like committing to getting together once a...
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by Julia Austin
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
Parties are often motivated to discount and devalue each other's concessions and contributions, because doing so relieves them of the obligation to reciprocate. As a result, many concessions go unnoticed or unacknowledged. This may lead to confusion, resentment, or an...
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by Deepak Malhotra
- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
with external partners to identify and solve customer problems. The first four levers are the tactics for integration that rebuild an organization around a customer axis. Connection is what finally busts down the silo of the company...
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- 05 Dec 2016
- Research & Ideas
How The 2016 Presidential Candidates Misled Us With Truthful Statements
"Paltering" is the active use of truthful statements to influence a target’s beliefs by giving a false or distorted impression. It can pervade all kinds of personal interactions, from romantic relationships to foreign affairs, whenever people are tempted to mislead...
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by Dina Gerdeman
- June 2011 (Revised December 2013)
- Case
FIJI Water: Carbon Negative?
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Seeking to go beyond global best practices in reducing environmental impacts, FIJI Water, a premium artesian bottled water company in the United States, launched a Carbon Negative campaign that would offset more greenhouse gas emissions than were released by the...
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Keywords:
Carbon Footprint;
Carbon Offsetting;
Corporate Social Responsibility and Impact;
Environmental Sustainability;
Brands and Branding;
Negotiation Tactics;
Business and Government Relations;
Corporate Strategy;
Food and Beverage Industry;
United States;
Fiji
Gino, Francesca, Michael W. Toffel, and Stephanie van Sice. "FIJI Water: Carbon Negative?" Harvard Business School Case 611-049, June 2011. (Revised December 2013.)
- 20 Oct 2008
- Research & Ideas
The Seven Things That Surprise New CEOs
when adjustments are necessary. Surprise One: You Can't Run the Company Warning signs: You are in too many meetings and involved in too many tactical discussions. There are too many days when you feel as though you have lost control over...
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- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
strategy of demanding and defining reciprocity plays out in a variety of contexts; those who understand how to use it can profit from it immensely. A great example is a tactic consultants and contractors use. When a client praises her...
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by Deepak Malhotra
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out...
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Keywords:
Experience and Expertise;
Negotiation Preparation;
Negotiation Process;
Negotiation Tactics;
Behavior
Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)