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  • Research Summary

Research Summaries

Sameer's research examines the dynamics of social networks inside organizations and their consequences for individual attainment and organizational success.  His research encompasses three broad streams of activity.


Social Capital... View Details

  • 27 Feb 2017
  • Research & Ideas

Reputation is Vital to Survival in Turbulent Markets

suggests that it is in fact probably the only way to remain competitive in the long run. It is not an easy matter. Reputations take generations to build and can be hugely damaged by a single incident. Silverthorne: What new ideas does your paper contribute to academic... View Details
Keywords: by Sean Silverthorne
  • 18 Apr 2013
  • Working Paper Summaries

The Impact of Pooling on Throughput Time in Discretionary Work Settings: An Empirical Investigation of Emergency Department Length of Stay

Keywords: by Hummy Song, Anita L. Tucker & Karen L. Murrell; Health
  • 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
Citation
SSRN
Read Now
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Sebenius, James K. "Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems." Harvard Business School Working Paper, No. 14-091, March 2014.
  • 06 Mar 2006
  • Research & Ideas

Four Strategies for Making Concessions

Richard E. Walton and Robert B. McKersie's book A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System (ILR Press, 1991). The head of a manufacturing firm was preparing to initiate talks with the leadership... View Details
Keywords: by Deepak Malhotra
  • 04 Feb 2010
  • What Do You Think?

What’s the Best Way to Make Careful Decisions?

Summing Up What is the right mix between intuition and analysis? Several clear themes characterized responses to this month's column. Dominant among these was that the best way to reach a decision depends on a number of factors, including the nature of the decision,... View Details
Keywords: by James Heskett
  • 21 Feb 2005
  • Op-Ed

Is Business Management a Profession?

since the Middle Ages by the rise and ongoing progress of modern science. The development of the germ theory of disease in the nineteenth century, for example, and of the science of genetics in the twentieth, have gone into the formation... View Details
Keywords: by Rakesh Khurana, Nitin Nohria & Daniel Penrice
  • 08 May 2023
  • Research & Ideas

How Trump’s Anti-Immigrant Rhetoric Crushed Crowdfunding for Minority Entrepreneurs

their fundraising goals on Kickstarter. But during periods of higher anxiety, minorities experience an 8.2 percent lower success rate. Where and why it’s happening Meanwhile, Kerr and his co-authors considered—then knocked down— several different View Details
Keywords: by Scott Van Voorhis
  • 01 Sep 2021
  • What Do You Think?

Can We Train for Trust?

interests of others as well as your own” or is the effort merely window dressing? Means: Are methods employed perceived, among other things, as being fair? Impact: What are the results, good and bad, and do you take responsibility for them? These are not simple and... View Details
Keywords: by James Heskett
  • 10 Sep 2009
  • Working Paper Summaries

Feeling Good about Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior

Keywords: by Lalin Anik, Lara B. Aknin, Michael I. Norton & Elizabeth W. Dunn
  • 24 Jan 2018
  • Research & Ideas

How to Get People Addicted to a Good Habit

habit-forming behavior, whether people recognized it as such, whether it was possible to induce the habit with experimental interventions, and whether the habit would continue after the interventions ceased. The field experiment was based on the View Details
Keywords: by Carmen Nobel
  • 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
Citation
Read Now
Related
Sebenius, James K. "Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems. In Negotiating in Times of Conflict, edited by Gilead Sher and Anat Kurz, 107–124. Tel Aviv: Institute for National Security Studies, 2015. Electronic.
  • 01 Feb 2021
  • What Do You Think?

Has the New Economy Finally Arrived?

pandemic) that challenge traditional economic theory centered on the so-called Phillips curve. It’s a simple economic model named after the economist who explored the positive relationship between low unemployment and higher wage rates.... View Details
Keywords: by James Heskett
  • 07 Aug 2013
  • What Do You Think?

Is There Still a Role for Judgment in Decision-Making?

decision theory in which we were advised to construct decision trees, mapping outcomes, attaching values to each one, and estimating probabilities that various combinations of outcomes might occur. Judgment entered into the construction... View Details
Keywords: by James Heskett
  • 28 Apr 2014
  • Working Paper Summaries

Payout Policy

Keywords: by Joan Farre-Mensa, Roni Michaely & Martin C. Schmalz
  • Research Summary

Overview

By: Ethan S. Bernstein
I have spent my career studying novel talent management practices and their effect on collaboration and performance. My core research focuses on two interrelated organizational trends that have become salient in the 21st century: workplace transparency (who gets to... View Details
Keywords: Privacy; Transparency; Productivity; Field Experiments; Communication; Design; Human Resources; Leadership; Management; Organizational Design; Organizational Structure; Performance; Groups and Teams; Networks; Behavior; Social and Collaborative Networks; Satisfaction; North America; Europe; Asia; China; Japan; Latin America
  • 26 Mar 2013
  • Working Paper Summaries

How Elastic Are Preferences for Redistribution? Evidence from Randomized Survey Experiments

Keywords: by Ilyana Kuziemko, Michael I. Norton, Emmanuel Saez & Stefanie Stantchev
  • 05 Aug 2013
  • Research & Ideas

To Buy Happiness, Purchase an Experience

Video directed and produced by Joanie Tobin Conventional wisdom says that money can't buy happiness. Behavioral science begs to differ. In fact, research shows that money can make us happier—but only if we spend it in particular ways. In their book Happy Money: The... View Details
Keywords: by Carmen Nobel
  • 01 Feb 2010
  • Research & Ideas

The ‘Luxury Prime’: How Luxury Changes People

Are people who travel in town cars and on corporate jets different—on a psychological level—from you and me? Does the availability of luxury goods "prime" individuals to be less concerned about or considerate toward others? The answer from new research seems... View Details
Keywords: by Sarah Jane Gilbert
  • 11 Dec 2006
  • Working Paper Summaries

Three Perspectives on Team Learning: Outcome Improvement, Task Mastery, and Group Process

Keywords: by Amy C. Edmondson, James R. Dillon & Kathryn S. Roloff
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