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  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

terms. Assuming that they face an interpersonal or tactical barrier, suppliers often seek training on the principles of persuasion, joint brainstorming, how to make advantageous initial offers, body language, and so on. Yet apparent... View Details
Keywords: by Martha Lagace
  • Web

Faculty - Private Capital Project

assistant professor of management at the Wharton School, University of Pennsylvania. Professor Huang’s research examines early-stage entrepreneurship, and the role of interpersonal relationships and implicit factors in the investment... View Details
  • 22 Aug 2005
  • Research & Ideas

The Hard Work of Failure Analysis

technical skills, expertise in analysis, and diverse views, allowing them to brainstorm and explore different interpretations of a failure's causes and consequences. Because this usually involves the potential for conflict that can escalate, people skilled in View Details
Keywords: by Amy Edmondson & Mark D. Cannon
  • Web

Power and Influence for Positive Impact | HBS Online

Earning Trust and Exercising Influence Understand how to earn people’s trust so that you can uncover and respond to what they value and apply a repertoire of behaviors for leveraging influence in relationships. Navigate difficult conversations and View Details
  • July 2020
  • Article

Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity

By: J. Schroeder, M. Rosenblum and F. Gino
When a person’s language appears political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who... View Details
Keywords: Language; Interpersonal Communication; Perception
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  • Article

Olfactory Cues from Romantic Partners and Strangers Moderate Women's Responses to Stress

By: Marlise Hofer, Hanne Collins, Ashley V. Whillans and Frances Chen
The scent of another person can activate memories, trigger emotions, and spark romantic attraction; however, almost nothing is known about whether and how human scents influence responses to stress. In the current study, 96 women were randomly assigned to smell one of... View Details
Keywords: Interpersonal Communication; Personal Characteristics; Perception
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  • April 16, 2019
  • Article

Research Confirms: When Receiving Bad News, We Shoot the Messenger

By: Leslie John, Hayley Blunden and Heidi Liu
Most jobs require us at some point to deliver bad news—whether it be a minor revelation such as a recruiter telling a prospective employee that there’s no wiggle room in salary, or something major, like when a manager must fire an employee. We dread such discussions... View Details
Keywords: Interpersonal Communication; Perception; Judgments
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  • 14 May 2009
  • Sharpening Your Skills

Sharpening Your Skills: Managing Teams

research. Key concepts include: Employees' perceptions of team leader support are more positive when the leader gives timely feedback; supports team member's actions and decisions; recognizes good work privately and publicly; and asks for... View Details
Keywords: Re: Multiple Faculty
  • 2020
  • Working Paper

Topic Preference Detection: A Novel Approach to Understand Perspective Taking in Conversation

By: Michael Yeomans and Alison Wood Brooks
Although most humans engage in conversations constantly throughout their lives, conversational mistakes are commonplace— interacting with others is difficult, and conversation re-quires quick, relentless perspective-taking and decision making. For example: during every... View Details
Keywords: Natural Language Processing; Interpersonal Communication; Perspective; Decision Making; Perception
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  • 01 Mar 2014
  • News

Research Brief: Better to Be Safe with a Sorry

"Never apologize, mister," John Wayne's character famously said in She Wore a Yellow Ribbon. "It's a sign of weakness." And while previous academic research has similarly concluded that apologizing during negotiations hurts perceptions of... View Details
Keywords: Morrell, Daniel; Information
  • 24 Jul 2018
  • First Look

New Research and Ideas, July 24, 2018

learning; when staff believe that support for learning-oriented culture, practices, and leadership is low, they may be less willing or able to share ideas. Purpose: We examined how staff perception of organizational support for learning... View Details
Keywords: Dina Gerdeman
  • Web

Harvard Business School

Organization of a Bank; a Study of Selected New Banks R. Roosevelt Thomas Jr. (DBA) 1974 The Management of the Liberal Arts College: A Case Study Rudolph Winston Jr. (DBA) 1975 A Study to Determine How Personnel Managers' Perceptions of... View Details
  • October 2022
  • Article

Underestimating Counterparts' Learning Goals Impairs Conflictual Conversations

By: Hanne K. Collins, Charles A. Dorison, Francesca Gino and Julia A. Minson
Given the many contexts in which people have difficulty engaging with views that disagree with their own— from political discussions to workplace conflicts—it is critical to understand how conflictual conversations can be improved. Whereas previous work has focused on... View Details
Keywords: Interpersonal Communication; Conflict and Resolution; Values and Beliefs; Learning; Perception
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  • 13 Mar 2018
  • First Look

March 13, 2018

little is known about the interpersonal consequences of the advice-seeking process. In this paper, we investigate the interpersonal consequences when an advisor believes his or her advice will be ignored. We... View Details
Keywords: Sean Silverthorne
  • 15 Jan 2019
  • First Look

New Research and Ideas, January 15, 2019

Human Decision Processes Seeker Beware: The Interpersonal Costs of Ignoring Advice By: Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino Abstract—Prior advice research has focused on understanding when... View Details
Keywords: Dina Gerdeman
  • 01 Sep 2016
  • News

Ask the Expert: How to Build a More Diverse Board

pursue your business career as aggressively and professionally as you can so that when and if the opportunity arises you will be recognized for your expertise and interpersonal skills. It does not hurt to make sure you have developed some... View Details
  • 18 Dec 2018
  • First Look

New Research and Ideas, December 18, 2018

Mitigating Malicious Envy: Why Successful Individuals Should Reveal Their Failures By: Brooks, Alison Wood, Karen Huang, Nicole Abi-Esber, Ryan W. Buell, Laura Huang, and Brian Hall Abstract—People often feel malicious envy, a destructive View Details
Keywords: Dina Gerdeman
  • 06 Mar 2018
  • First Look

First Look at Research and Ideas, March 6, 2018

the city of Boston, Massachusetts, show that revealing the “submerged state”—ensuring that citizens can see the often-hidden work that government performs—enhances both perceptions of and engagement with government. In Study 1, viewing a... View Details
Keywords: Sean Silverthorne
  • 08 Jan 2020
  • Research & Ideas

NFL Head Coaches Are Getting Younger. What Can Organizations Learn?

these examples that can be applied to all fields. The NFL continues to be a source of insights for managers and organizations in all fields. Recently, for example, there is a perception among observers that the NFL is going younger with... View Details
Keywords: by Boris Groysberg, Evan M.S. Hecht, and Abhijit Naik; Sports
  • 27 Apr 2021
  • Research & Ideas

New Research: Surviving Bankruptcy, Useful Economics, and Retirement

variable analysis and use the differences in the likelihood of retirement driven by Social Security retirement incentives in the United States to find a sizable increase in purpose in life as an outcome of retirement.” Emotional Acknowledgment: How Verbalizing Others’... View Details