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- Faculty Publications (1)
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- 08 Dec 2003
- Research & Ideas
Is That Really Your Best Offer?
grievances? This article, the first in a series on negotiation dynamics, identifies six ways to more effectively separate fact from fiction at the bargaining table. The focus will be on the interactive quality of the process—specifically,...
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by Michael Wheeler
- 08 Jun 2009
- Research & Ideas
The Return of the Salesman
customer. All the aspects of the profession that had to do with promoting change and overcoming resistance made the figure of the salesperson popular to fiction writers—and most of the characterizations have been negative, from jokes...
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- 16 Sep 2002
- Research & Ideas
The Irrational Quest for Charismatic CEOs
guess one could have accused me of being opportunistic in writing this book, but the fact is the book was finished last year and is only now getting published. I actually wrote my dissertation in 1998 on this topic. The common thread that...
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by Martha Lagace
- 14 May 2008
- Research & Ideas
Getting Down to the Business of Creativity
business world. Yet any entrepreneur can attest to the creative power required to build an organization where none existed before. "Look, I made a hat /Where there never was a hat," sings Georges Seurat in the musical Sunday in the Park with George, a View Details
- 02 Aug 2006
- Research & Ideas
Investor Protection: The Czech Experience
entitled We Shall Not Surrender this Television Station. As Tom Wolfe says, who needs fiction with reality like this! Writing and teaching a case with material like this is a real pleasure. Q: Can you...
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- 24 Sep 2013
- First Look
First Look: September 24
project designed to enhance MBA and practicing executives in case learning. The work is built on the foundation of HBS field cases employing the monomyth "hero's journey" classic story structure along with the creation of associated View Details
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Sean Silverthorne
- 31 Jul 2015
- Research & Ideas
The Faculty Reader: Who is Reading What This Summer?
Huang I like to switch up what I’m reading—so I often alternate between fiction and non-fiction, different time periods and settings, and books that I’m reading for the first time read versus books that I’ve re-read dozens of times. I...
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- 01 Oct 2013
- First Look
First Look: October 1
practicing executives in case learning. The work is built on the foundation of HBS field cases employing the monomyth "hero's journey" classic story structure along with the creation of associated fictional case characters...
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Sean Silverthorne
- 07 Jun 2017
- Research & Ideas
How an African History Scholar Became a Modern Righter of Wrongs
still a junior faculty member, focused on making tenure and writing a second book. That’s the year she got a call from the law firm Leigh Day, which was looking to sue the British government for reparations on behalf of the Kikuyu...
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by Carmen Nobel