Publications

Publications

Filter Results: (278) Arrow Down

Show Results For

← Page 4 of 278 Results →
  • 2014
  • Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style
Related
  • 23 Jan 2007
  • First Look

First Look: January 23, 2007

service industry such as commercial banking. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=707485 Shahla Nawabi: Reconstructing Afghanistan Harvard Business School Case 807-023 Explores the strategies of Shahla Nawabi to build a... View Details
Keywords: Martha Lagace
  • 2015
  • Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius
Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal
Related
  • 30 Oct 2006
  • First Look

First Look: October 31, 2006

international economic and financial crises highlights the need for a comprehensive framework to assess the robustness of national economic and financial systems. This paper proposes a new comprehensive approach to measure, analyze, and manage macroeconomic risk based... View Details
Keywords: Sean Silverthorne
  • 20 May 2009
  • Working Paper Summaries

On Good Scholarship, Goal Setting, and Scholars Gone Wild

Keywords: by Lisa D. Ordóñez, Maurice E. Schweitzer, Adam D. Galinsky & Max H. Bazerman
  • Research Summary

Dissertation: A Relational Perspective on Boundary Work: How Attorneys Manage Work-Life Boundaries

Many professionals struggle with managing boundaries between work and life outside of work. For decades researchers have been trying to understand this issue but we still have much to learn about it. With my dissertation, I aim to improve our understanding of... View Details

  • 03 Jun 2008
  • First Look

First Look: June 3, 2008

require construction of broader coalitions of policymakers, place more constraints on executive decision making, and have more competitive selection processes. As a result, there are stronger political motivations for Vietnamese leaders... View Details
Keywords: Martha Lagace
  • 06 Mar 2007
  • First Look

First Look: March 6, 2007

centered on proving masculinity—in which such displays and interactions were absent. We use this case to develop theory about how organizational features, such as work practices and norms, can disrupt conventional masculine... View Details
Keywords: Martha Lagace

    Publications

    2000-2005 Selected

     

    Chiu, C-y, Morris, M.W., Hong, Y-y, & Menon, T. (2000).  Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of Need for Closure.... View Details

    • 25 Aug 2015
    • First Look

    First Look Tuesday

    short- and long-term direct monetary effects of operating a winning athletics program for an academic institution of higher education. We construct a unique panel dataset from multiple sources and utilize the latest dynamic panel data... View Details
    • 21 Jun 2010
    • Research & Ideas

    Strategy and Execution for Emerging Markets

    of countries has its own fascination. That's why we prefer to think about a cross section of countries and understand what is similar and different. We focus on many different emerging markets to develop a theory that spans all emerging... View Details
    Keywords: by Martha Lagace
    • Web

    Organizational Behavior - Faculty & Research

    personal and organizational effectiveness. Although specific research interests span a wide range of subjects, the faculty share a problem driven, interdisciplinary, multi method approach that has led to significant impact on theory and... View Details
    • 20 Jun 2005
    • Research & Ideas

    Creating a Positive Professional Image

    As HBS professor Laura Morgan Roberts sees it, if you aren't managing your own professional image, others are. "People are constantly observing your behavior and forming theories about your competence, character, and commitment,... View Details
    Keywords: by Mallory Stark
    • Research Summary

    Models of optimal experience (flow)

    Flow is a state of profound task-absorption, involvement, and intrinsic enjoyment that makes the person feel one with the activity. Csikszentmihalyi's Flow Theory states that flow is more likely to occur in situations in which the person feels that the activity is very... View Details
    • Web

    Students on the Job Market - Doctoral

    Next, I show that investors also display this biased reaction to news, with stock returns reacting less negatively to negative surprises from male-led companies relative to their female-led peers on earnings announcement days. I then shed light on the underlying... View Details
    • 11 May 2010
    • First Look

    First Look: May 11

    Standard theories of corporate ownership assume that because markets are efficient, insiders ultimately bear agency costs and therefore have a strong incentive to minimize conflicts of interest with outside investors. We show that if... View Details
    Keywords: Martha Lagace
    • 26 Aug 2002
    • Research & Ideas

    High-Stakes Decision Making: The Lessons of Mount Everest

    to test critical assumptions vigorously to root out overly optimistic projections. Fostering constructive dissent poses another challenge for managers. As we see in the Everest case, insufficient debate among team members can diminish the... View Details
    Keywords: by Michael A. Roberto
    • 07 Apr 2015
    • First Look

    First Look: April 7

      Publications April 2015 Harvard Business Review How to Really Motivate Salespeople By: Chung, Doug J. Abstract—Much of what we believe about the best ways to compensate and motivate the sales force is based on theory and lab... View Details
    Keywords: Sean Silverthorne
    • 13 Apr 2010
    • First Look

    First Look: April 13

      PublicationsDriven to Lead: Good, Bad, and Misguided Leadership Author:Paul R. Lawrence Publication:Jossey-Bass, forthcoming (2010) Abstract The author applies the four drive theory of human behavior (to acquire, to defend, to... View Details
    Keywords: Martha Lagace
    • 09 Dec 2002
    • Research & Ideas

    Unilever—A Case Study

    free-market economy, and proclivity toward trade protectionism, the United States has always been a major host economy for foreign firms. It has certainly been the world's largest host since the 1970s, and probably was before 1914 also. 6 Given that most View Details
    Keywords: by Geoffrey Jones; Consumer Products; Entertainment & Recreation; Food & Beverage; Manufacturing; Retail