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- All HBS Web (600)
- Faculty Publications (339)
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- 2009
- Working Paper
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
By: Kathleen L. McGinn, Katherine L Milkman and Markus Noth
We study the framing effects of communication in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may effectively frame bargaining around a logic of fairness or...
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Keywords:
Equality and Inequality;
Competition;
Negotiation Process;
Negotiation Types;
Fairness;
Interpersonal Communication;
Game Theory;
Cooperation
McGinn, Kathleen L., Katherine L Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Harvard Business School Working Paper, No. 10-039, November 2009.
- September 2017 (Revised April 2022)
- Case
Tempur Sealy International (A)
By: Benjamin C. Esty and Lauren G. Pickle
This case explores the long-term relationship between Tempur Sealy (TPX, a mattress manufacturer) and Mattress Firm (MFRM, a bedding retailer and TPX's largest customer). For almost 20 years, the firms enjoyed a mutually beneficial and commercially prosperous...
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Keywords:
Porter's 5 Forces;
Bargaining Power;
Buyer Power;
Customer Power;
Supplier Power;
Negotiations;
Value Capture;
Consumer Durables;
Consumer Discretionary;
Mattresses;
B-2-B;
Industry Dynamics;
Compensation;
Corporate Strategy;
Business Strategy;
Value Creation;
Competition;
Cooperation;
Private Equity;
Distribution;
Negotiation;
Industry Structures;
Customers;
Relationships;
Leadership;
Distribution Industry;
Manufacturing Industry;
Retail Industry;
Consumer Products Industry;
United States;
South Africa
Esty, Benjamin C., and Lauren G. Pickle. "Tempur Sealy International (A)." Harvard Business School Case 718-422, September 2017. (Revised April 2022.)
- December 2012
- Article
The Microwork Solution: A New Approach to Outsourcing Can Support Economic Development—and Add to Your Bottom Line
By: Francesca Gino and Bradely R. Staats
What's the best way to lift people out of poverty? The social entrepreneurs in the new "impact sourcing" industry believe the answer is providing work, not aid. Their organizations hire people at the bottom of the pyramid to perform digital tasks such as transcribing...
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Keywords:
Outsourcing;
Job Cuts and Outsourcing;
Nonprofit Organizations;
Partners and Partnerships;
Development Economics;
Social Entrepreneurship;
Welfare;
Cooperation;
San Francisco
Gino, Francesca, and Bradely R. Staats. "The Microwork Solution: A New Approach to Outsourcing Can Support Economic Development—and Add to Your Bottom Line." Harvard Business Review 90, no. 12 (December 2012): 92–96.
- 2009
- Book
Reorganize for Resilience: Putting Customers at the Center of Your Organization
By: Ranjay Gulati
In an era of raging commoditization and eroding profit margins, survival depends on resilience: staying one step ahead of your customers. Sure, most companies say they're "customer focused," but they don't deliver solutions to customers' thorniest problems. Why?...
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Keywords:
Competency and Skills;
Customer Focus and Relationships;
Profit;
Organizational Culture;
Organizational Structure;
Cooperation
Gulati, Ranjay. Reorganize for Resilience: Putting Customers at the Center of Your Organization. Harvard Business Press, 2009.
- 17 Oct 2006
- First Look
First Look: October 17, 2006
Working PapersInstitutional Pressures and Environmental Strategies Authors: Magali A. Delmas and Michael W. Toffel Abstract This paper suggests how institutional theory can explain enduring differences in organizational strategies. We...
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Keywords:
Sean Silverthorne
- September 2007 (Revised December 2008)
- Case
Michael Fernandes at Nicholas Piramal
By: Michel Anteby and Nitin Nohria
Michael Fernandes, the Director of Custom Manufacturing Operations at the pharmaceutical company Nicholas Piramal India Limited (NPIL), schedules a meeting with three of his reports, whose interpersonal conflicts with one another are causing his business development...
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Keywords:
Interpersonal Communication;
Management Skills;
Groups and Teams;
Conflict Management;
Cooperation;
Pharmaceutical Industry;
India;
United Kingdom;
Canada
Anteby, Michel, and Nitin Nohria. "Michael Fernandes at Nicholas Piramal." Harvard Business School Case 408-001, September 2007. (Revised December 2008.)
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
As economic turmoil continues, many companies are reconsidering their strategies with an eye toward going lean and slashing prices. And that might work for a few companies—but very few. Instead, companies should compete "on the basis...
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- 2003
- Chapter
Supply-Chain Coordination: How Companies Leverage Information Flows to Generate Value
By: Susan Kulp, Elie Ofek and Jonathan Whitaker
Keywords:
Supply Chain Management;
Cooperation;
Information Management;
Knowledge Use and Leverage;
Knowledge Management;
Value Creation
Kulp, Susan, Elie Ofek, and Jonathan Whitaker. "Supply-Chain Coordination: How Companies Leverage Information Flows to Generate Value." In The Practice of Supply Chain Management: Where Theory and Application Converge. Vol. 62, edited by Terry P. Harrison, Hau L. Lee, and John J. Neale. International Series in Operations Research & Management Science. Kluwer Academic Publishers, 2003.
- 2020
- Case
The Ellen MacArthur Foundation: Accelerating a Circular Economy for Plastic Packaging
By: Andrew J. Hoffman
Plastic has become essential to global day-to-day activities, yet it is also causing extreme environmental degradation. Many leaders in the plastics industry are starting to question its sustainability. This case presents insights into the future of the plastic...
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Keywords:
Plastic Waste;
Environmental Sustainability;
Cooperation;
Supply Chain Management;
Corporate Social Responsibility and Impact;
Consumer Products Industry
Hoffman, Andrew J. "The Ellen MacArthur Foundation: Accelerating a Circular Economy for Plastic Packaging." William Davidson Institute Case 9-550-406, 2020.
- December 2012
- Article
Reflected Knowledge and Trust in Global Collaboration
By: Mark Mortensen and Tsedal Neeley
Scholars argue that direct knowledge about distant colleagues is crucial for fostering trust in global collaboration. However, their arguments focus mainly on how trust accrues from knowledge about distant collaborators' personal characteristics, relationships, and...
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Keywords:
Global Work;
Organizational Studies;
Knowledge;
Trust;
Cooperation;
Global Range;
Relationships;
Behavior;
Personal Characteristics
Mortensen, Mark, and Tsedal Neeley. "Reflected Knowledge and Trust in Global Collaboration." Management Science 58, no. 12 (December 2012): 2207–2224. (equal authorship.)
- 31 Jul 2006
- Research & Ideas
When Not to Trust Your Gut
article explores why we often think irrationally—and why, even when the stakes are high and mistakes are costly, we sometimes are unable to overcome our psychological biases. We begin with an overview of intuition and rationality in negotiation and then offer four...
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Keywords:
by Max H. Bazerman & Deepak Malhotra
- 23 Apr 2019
- First Look
New Research and Ideas, April 23, 2019
social and environmental policy issues not directly related to their company’s core business. Distinct from nonmarket strategy and traditional corporate social responsibility, the recent wave of CEO activism focuses on social issues...
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Keywords:
Dina Gerdeman
- 21 Nov 2006
- First Look
First Look: November 21, 2006
Friendster from maintaining its leadership position. As such, allows for integration of organization and strategy in an entrepreneurial setting, and should be taught with LinkedIn (A) to facilitate cross-case comparisons. Purchase this...
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Keywords:
Sean Silverthorne
- 04 Mar 2002
- Research & Ideas
Don’t Lose Money With Customers
at the market level, then translate these into strategies at the market segment level. A paper mill's marketing strategy, for instance, might call for selling newsprint to the publishing industry segment and paperboard to the packaging...
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Keywords:
by Peter K. Jacobs
- Article
Investors as Stewards of the Commons?
By: George Serafeim
Over the past few years, there has been a significant increase in the number of initiatives seeking to mobilize investor voice towards positive social impact. In this paper, I provide a framework outlining the role of investors as stewards of the commons. While...
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Keywords:
Collaboration;
Industry Self-regulation;
Sustainability;
ESG;
Capital Markets;
Investor Behavior;
Investment Activism;
Social Issues;
Environmental Sustainability;
Corporate Social Responsibility and Impact;
Cooperation
Serafeim, George. "Investors as Stewards of the Commons?" Journal of Applied Corporate Finance 30, no. 2 (Spring 2018): 8–17.
- February 2009 (Revised November 2016)
- Exercise
Congo River Basin Project: Role for Dr. Beni
By: Kathleen L. McGinn, Anne Starks Acosta, Deborah M. Kolb and Cailin B. Hammer
The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual...
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Keywords:
Decision Choices and Conditions;
Negotiation Process;
Projects;
Research and Development;
Non-Governmental Organizations;
Cooperation;
Congo Basin
McGinn, Kathleen L., Anne Starks Acosta, Deborah M. Kolb, and Cailin B. Hammer. "Congo River Basin Project: Role for Dr. Beni." Harvard Business School Exercise 909-041, February 2009. (Revised November 2016.)
- March 2003 (Revised August 2005)
- Case
National Parks Conservation Association
By: Forest L. Reinhardt and Briana Huntsberger
The National Parks Conservation Association seeks to help the U.S. National Park Service increase its efficiency by incorporating principles of business management so that American national parks will be better managed. Its efforts raise fundamental questions about the...
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Keywords:
Nonprofit Organizations;
Business or Company Management;
Corporate Governance;
Government and Politics;
Natural Environment;
Cooperation;
Entertainment and Recreation Industry;
Tourism Industry;
Public Administration Industry;
United States
Reinhardt, Forest L., and Briana Huntsberger. "National Parks Conservation Association." Harvard Business School Case 703-045, March 2003. (Revised August 2005.)
- January 2008 (Revised February 2008)
- Case
South Dakota Wheat Growers
By: David E. Bell and Mary L. Shelman
As a farmer-owned cooperative, South Dakota Wheat Growers (SDWG) serves the needs of its 3,600 active farmer-members by supplying farm inputs and organizing the marketing and transportation of grain produced in the co-op's service territory. For almost 80 years, the...
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Keywords:
Cooperative Ownership;
Plant-Based Agribusiness;
Production;
Rail Transportation;
Marketing Strategy;
Expansion;
Economic Growth;
Global Strategy;
Growth and Development Strategy;
Agriculture and Agribusiness Industry;
South Dakota
Bell, David E., and Mary L. Shelman. "South Dakota Wheat Growers." Harvard Business School Case 508-034, January 2008. (Revised February 2008.)
- July 2010 (Revised March 2013)
- Case
One Firm One Future at Davis Langdon (A)
By: Robert G. Eccles and Kaitlyn A. Simpson
Senior Partner Rob Smith just led construction consultancy firm Davis Langdon through a major organizational change in Europe and the Middle East. In the past, compensation arrangements had not incentivized partners to collaborate across the firm to serve clients'...
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Keywords:
Profit Sharing;
Global Strategy;
Compensation and Benefits;
Leading Change;
Organizational Change and Adaptation;
Partners and Partnerships;
Cooperation;
Expansion;
Consulting Industry;
Europe;
Middle East
Eccles, Robert G., and Kaitlyn A. Simpson. "One Firm One Future at Davis Langdon (A)." Harvard Business School Case 411-006, July 2010. (Revised March 2013.)
- 22 Nov 2016
- First Look
November 22, 2016
Abstract—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...
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Keywords:
Sean Silverthorne