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- Faculty Publications (15)
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- All HBS Web (77)
- Faculty Publications (15)
- 9 AM – 9 AM EDT, 19 Sep 2018
- HBS Online
HBX Negotiation Mastery
Hone your negotiation skills with analytical tools, interpersonal techniques, and real-world practice to secure maximum value for yourself and your organization. Program Dates: September 19, 2018 - November 14, 2018
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- 21 Nov 2005
- Research & Ideas
Making Credibility Your Strongest Asset
they're willing to help even when they are busy, and they're unlikely to haggle about return favors. The same dynamic applies to external relationships with longtime customers, vendors, and clients. Negotiating successfully in a...
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by Michael Wheeler
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions to be answered: How can I negotiate more skillfully and confidently? How can I negotiate in an uncertain environment? Do...
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- 01 Dec 2006
- News
Faculty Books
dynamics and strategies used by firms that recognize the transformative power of these “invisible engines.” Shorter discussions of Internet-based software platforms offer glimpses into a future in which the way we buy, pay, watch, listen,...
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- 01 Dec 2018
- News
Researching Business and Politics in China and Southeast Asia
Associate Professor Meg Rithmire The dynamic relationship between a country’s political system and its business environment is a topic that intrigues Meg Rithmire, the F. Warren McFarlan Associate Professor of Business Administration. An...
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- 01 Feb 1997
- News
Leading the Way In Negotiation and Decision Making
the future and the managerial skills required of the "conflict-competent organization." Assistant Professor Patrick W. Sileo mathematically analyzes bargaining behavior and how people should select negotiating situations and tactics. For...
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Judith A. Ross
- Web
Managing International Trade and Investment - Course Catalog
strategic environment for transnational business. These informal rules and bargains include the political coalitions that sustain globalization and the dynamics of international business in different...
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- 15 Dec 2015
- First Look
December 15, 2015
findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining...
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Carmen Nobel
- 18 Dec 2007
- First Look
First Look: December 18, 2007
between modularity and evolution has had limited success. Three major challenges persist: first, it is difficult to measure modularity in a robust and repeatable fashion; second, modularity is a property of individual components, not systems as a whole, hence we must...
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Martha Lagace
- 02 Jan 2007
- Research & Ideas
Most Popular Articles of 2006
Here then are our most-read stories in 2006. Microsoft vs. Open Source: Who Will Win? Using formal economic modelling, professors Pankaj Ghemawat and Ramon Casadesus-Masanell consider the competitive dynamics of the software wars between...
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by Sean Silverthorne
- 01 Sep 2006
- News
Redefining Health Care
wrong kind of competition. We have a zero-sum competition to assemble bargaining power, shift the cost to others, grab more of the revenue versus other actors in the system, and restrict services. Zero-sum competition undermines value by...
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- 12 Oct 1999
- Research & Ideas
Media Metamorphosis: Advertising in the Technology Age
horizontal integration," Silk explains. To better understand the dynamics that mold the media industry from within, Silk and his coauthors adapted the "five forces" model of competitiveness developed by HBS professor...
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- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,...
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by Michael Watkins
- 30 Jul 2014
- Lessons from the Classroom
Teaching The Deal
campaign outcome. Some students blatantly voice their interests across the bargaining table, while others are more guarded—and they learn through the process of getting to a deal how much information it makes sense to share along the way....
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- 05 Feb 2008
- First Look
First Look: February 5, 2008
ad auctions as a dynamic game of incomplete information, so we can study the convergence and robustness properties of various strategies. In particular, we consider best-response bidding strategies for a repeated auction on a single...
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Martha Lagace
- 28 Aug 2018
- First Look
New Research and Ideas, August 28, 2018
https://www.hbs.edu/faculty/Pages/item.aspx?num=54899 forthcoming Management Science How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove-Arrow Framework By: Chung, Doug J., Byungyeon Kim, and Byoung G. Park Abstract—...
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Dina Gerdeman
- 27 Jan 2009
- First Look
First Look: January 27, 2009
models and policies are incomplete without taking into account the bargaining process and, in particular, the way in which this process interacts with underlying control structures in the household. Testing the Commitment Hypothesis in...
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Martha Lagace
- 19 Dec 2005
- Research & Ideas
Public Education Goes to School
Comstat model developed by the New York City Police Department in the 1990s, to take a problem-solving approach to improving student results. All of these efforts are complicated by the environment in which districts operate—their elected governance structures,...
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- 04 Nov 2014
- First Look
First Look: November 4
resulted in evaluations strongly related to products' attractiveness or desirability, viewing prices first appeared to promote overall evaluations related to products' monetary worth. Consistent with this framework, we show that price primacy can increase purchase of...
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Sean Silverthorne
- 02 Mar 2016
- News
On Credit
be. From outsiders we learn that she is a very industrious & prudent old lady, well meaning & will not bargain for more than she intends to pay for, that she is doing a snug business (which is managed by her son ‘Herman,’ aged 24, who has...
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Julia Hanna