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- All HBS Web
(45)
- News (21)
- Research (17)
- Multimedia (1)
- Faculty Publications (7)
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- Article
Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details
Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal
Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Deal-Making by Signaling Cooperative Intent." Journal of Personality and Social Psychology 116, no. 5 (May 2019): 743–768.
- 15 Oct 2018
- Research & Ideas
Shaky Business: How Handshakes Win Negotiations
professor Michael Norton, Harold M. Brierley Professor of Business Administration. “We shake when we say hello to someone, and we shake again after a deal is done.” Centuries ago, the handshake may have originated as a way for people to... View Details
Keywords: by Michael Blanding
- 13 Jun 2014
- Working Paper Summaries
Handshaking Promotes Cooperative Dealmaking
- 2014
- Working Paper
Handshaking Promotes Cooperative Dealmaking
By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
- summer 1973
- Article
Joint Venture Partners - Successful Handshake or Painful Headache?
By: Louis T Wells Jr
Wells, Louis T., Jr. "Joint Venture Partners - Successful Handshake or Painful Headache?" European Business, no. 38 (summer 1973).
- 07 Aug 2018
- First Look
New Research and Ideas, August 8, 2018
improvements in delivering specific healthcare services and justify further investigation of process improvements. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54827 in press Journal of Personality and Social Psychology View Details
Keywords: by Sean Silverthorne
- March 2022 (Revised January 2024)
- Case
Moksha Data: Delivering Insights for Public Service
By: Ashish Nanda and Zack Kurtovich
Moksha Data, a boutique consulting firm specializing in public sector work, started in January 2017 with a handshake between friends and a shared commitment to the principles of egalitarianism, ownership, and collaboration. The Houston-based firm had built momentum... View Details
Keywords: Professional Service Firms; Professional Service Firm; Strategy Formulation; Data; Data As A Service; Government Contracting; Consulting; Consulting Firms; Consulting Services; Entrepreneurship; Public Sector; Analytics and Data Science; Growth and Development; Strategy; Consulting Industry; Texas
Nanda, Ashish, and Zack Kurtovich. "Moksha Data: Delivering Insights for Public Service." Harvard Business School Case 722-397, March 2022. (Revised January 2024.)
- January 2023
- Case
Gerald Weiss (2023)
By: Brian J. Hall, Carleen Madigan, Andrew Wasynczuk and Caroline Witten
Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details
Keywords: Management Teams; Resignation and Termination; Executive Compensation; Organizational Culture; Agreements and Arrangements; Stock Options; Conflict and Resolution; New York (city, NY)
Hall, Brian J., Carleen Madigan, Andrew Wasynczuk, and Caroline Witten. "Gerald Weiss (2023)." Harvard Business School Case 923-038, January 2023.
- April 1999 (Revised March 2002)
- Case
Gerald Weiss
By: Brian J. Hall and Carleen Madigan
Gerald Weiss left Wall Street for the promise of a CFO position at a well-established corporation. He was given a 10-year options package with a guaranteed floor of $12 million and unlimited upside. To ensure the entire package would be worth at least $12 million after... View Details
Keywords: Management Teams; Resignation and Termination; Executive Compensation; Organizational Culture; Agreements and Arrangements; Stock Options; Conflict and Resolution; New York (city, NY)
Hall, Brian J., and Carleen Madigan. "Gerald Weiss." Harvard Business School Case 899-258, April 1999. (Revised March 2002.)
- 02 Apr 2024
- Research & Ideas
Employees Out Sick? Inside One Company's Creative Approach to Staying Productive
more effective to encourage more handshake contracts between managers to share workers than to create a central system for replacing employees, the researchers found. Since different people on production lines perform different tasks,... View Details
- 05 Dec 2022
- What Do You Think?
How Would Jack Welch’s Leadership Style Fare in Today’s World?
over, his problems even getting into the building, and what he calls “the official GE handshake.” The GE handshake was demonstrated by the head of building security who prevents Letterman from getting past the lobby of the building. Every... View Details
- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
Patriots, explores the sometimes intense role that emotions can play in negotiations and when passion is a positive at the table. Send The Right Message before Talks Begin Handshaking Promotes Cooperative Dealmaking View Details
Keywords: by Sean Silverthorne
- 10 Jun 2014
- First Look
First Look: June 10
potential to lower the incidence of "false negatives," by allowing projects the option to receive multiple evaluations and reach out to receptive communities that may not otherwise be represented by experts. Download working paper:... View Details
Keywords: Sean Silverthorne
- 10 Dec 2007
- HBS Case
One Laptop per Child
anticipated to nudge governments from polite handshakes to cash commitments. One problem: the price. Although originally envisioned as the "$100 PC," OLPC has struggled to bring the price below $175. And now it faces competition... View Details
- 18 Aug 2011
- Lessons from the Classroom
Business Plan Contest: 15 Years of Building Better Entrepreneurs
venture track, Sana Care wins with its low-cost mobile technology solution to performing cardiac diagnostic services in emerging markets. With trophies hoisted and handshakes all around, another contest comes to a close. A winning... View Details
- 20 Feb 2006
- Research & Ideas
Are Company Founders Underpaid?
force behind the company. The other founder kept her other job and contributed far less to the company, but still owned the same amount of equity in the company. The founder-CEO now says, "That was a really stupid handshake because... View Details
- 29 Oct 2007
- HBS Case
Marketing Maria: Managing the Athlete Endorsement
his marketing endorsements in exchange for McCormack's services. Of course Palmer later emerged as one of the greatest players in the history of golf, and the agreement was an extremely lucrative one for both parties. Their handshake... View Details