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  • 06 Mar 2007
  • First Look

First Look: March 6, 2007

designed to enhance safety and effectiveness had the unintended effect of changing how men enacted their masculine identities at work. Interview and participant observation data show that the major reorientation was away from seeking to... View Details
Keywords: Martha Lagace
  • January 1999
  • Exercise

Seneca Systems (B): General and Confidential Instructions for R. Thompson, Vice President, Marketing

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
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  • April 2009 (Revised April 2009)
  • Case

Immusol and Novartis

By: Regina E. Herzlinger, Keyne M. Monson, Juan D. Betancourt and Victor Li
Should Immusol strive to become a fully integrated pharmaceutical company? How should a small pharmaceutical company structure a deal for its novel technology with the giant Novartis? View Details
Keywords: Technological Innovation; Rights; Negotiation Deal; Negotiation Participants; Alliances; Pharmaceutical Industry
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  • 16 Jun 2009
  • First Look

First Look: June 16

research. We test this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings reveal a continuum of open-systems to... View Details
Keywords: Martha Lagace
  • January 1999
  • Exercise

Seneca Systems (B): General and Confidential Instructions for C. Stevens, Vice President, Assembly Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
Related
  • January 1999
  • Exercise

Seneca Systems (B): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
Related
  • January 1999
  • Exercise

Seneca Systems (A): General and Confidential Instructions for Dr. D. Monosoff, Vice President, Data Devices Division

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
Related
  • January 1999
  • Exercise

Seneca Systems (A): General and Confidential Instructions for R. Thompson, Vice President, Marketing

Seneca is a three-party negotiation-mediation simulation. The context is a product failure crisis in a manufacturing company with highly autonomous units. The heads of two divisions are in a dispute over who has responsibility for failures in a key product. The head of... View Details
Keywords: Negotiation Participants; Business Divisions; Power and Influence; Manufacturing Industry
Related
  • 12 Aug 2008
  • First Look

First Look: August 12, 2008

Harvard Business School Exercise 908-051 A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation... View Details
Keywords: Sean Silverthorne
  • 20 Aug 2001
  • Research & Ideas

Making an Ally of Uncle Sam

creation, interpretation, and enforcement of rules. To elaborate, the model rests on five conceptual pillars: 1. Business strategy as game playing. In the new lexicon of business strategy, companies participate in ongoing games in which... View Details
Keywords: by Michael Watkins, Mickey Edwards & Usha Thakrar
  • May 2004
  • Teaching Note

Seagate Technology Buyout (TN)

By: Stuart C. Gilson
Teaching Note to (9-201-063). View Details
Keywords: Leveraged Buyouts; Negotiation Deal; Negotiation Participants; Equity; Value; Volatility; Assets; Capital; Computer Industry
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  • 20 Dec 2004
  • Research & Ideas

How an Order Views Your Company

the Order Management Cycle Sales Marketing CustomerService Engineering Purchasing Finance Operations Logistics Top Mgmt Participation plans to buy 1. Order Planning coordinates gets sales pitch 2. Order Generation some View Details
Keywords: by Sarah Jane Johnston
  • 03 Nov 2015
  • First Look

November 3, 2015

https://www.hbs.edu/faculty/Pages/item.aspx?num=50057 November 2015 Negotiation and Conflict Management Research Done but Not Published: The Dissertation Journeys of Roy J. Lewicki and J. Keith Murnighan By: Kopelman, Shirli, Anne L.... View Details
Keywords: Sean Silverthorne
  • 12 Jul 2004
  • Research & Ideas

Michael Porter’s Prescription For the High Cost of Health Care

responsibility for their choices. But co-pays would be the same inside and outside of the network. Antitrust authorities would scrutinize system participants so that one hospital system or health plan did not unfairly dominate an... View Details
Keywords: by Michael E. Porter; Health
  • 23 Jan 2008
  • First Look

First Look: January 23, 2008

failures. To work well, marketplaces have to provide thickness, i.e., they need to attract a large enough proportion of the potential participants in the market; they have to overcome the congestion that thickness can bring, by making it... View Details
Keywords: Martha Lagace
  • 11 Sep 2012
  • First Look

First Look: September 11

unconscious thought (UT), more so than after conscious thought (CT). We aimed to test the hypothesis that UT decreases intrusions and increases conceptual organization in memory. Methods. Participants were shown a stressful film and were... View Details
Keywords: Sean Silverthorne
  • 16 Mar 2010
  • First Look

First Look: March 16

"course researchers," whose class participation can be exceptionally valuable in the theory-building process. Buy Local? The Geography of Successful Venture Captial Expansion Authors:Paul A. Gompers, Henry Chen, Anna Kovner, and... View Details
Keywords: Martha Lagace
  • 12 Jul 2016
  • First Look

July 12, 2016

July–August 2016 Harvard Business Review How to Negotiate with a Liar By: John, Leslie Abstract—People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best... View Details
Keywords: Sean Silverthorne
  • 15 Jan 2008
  • First Look

First Look: January 15, 2008

organizational studies research. We empirically assess this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details
Keywords: Martha Lagace
  • 21 Sep 2011
  • Research & Ideas

Gender and Competition: What Companies Need to Know

2011, using cooperative and competitive scenarios in which participants performed both a verbal and a math test at Harvard Business School's Computer Lab for Experimental Research. Each participant was given... View Details
Keywords: by Kim Girard

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