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- All HBS Web
(3,194)
- People (1)
- News (896)
- Research (1,991)
- Events (7)
- Multimedia (36)
- Faculty Publications (938)
- 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.
- 21 Mar 2018
- Research & Ideas
Why Artificial Intelligence Isn't a Sure Thing to Increase Productivity
future, 50 percent of all tasks currently done by humans could be done by machine learning and artificial intelligence,” says Prithwiraj (Raj) Choudhury, assistant professor at Harvard Business School.... View Details
- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
Totally eliminating friction is unrealistic on the battlefield and at the bargaining table. In both instances, you need the authority and the emotional steadiness to cope in spite of uncertainty. Strategy is further complicated by the... View Details
- 13 Jan 2020
- Research & Ideas
Do Private Equity Buyouts Get a Bad Rap?
firms often hunt for target companies they see as undervalued. By cutting costs or reorganizing, the acquirer can improve productivity and position the firm for profitable operations or a future sale. In some quarters, fears persist that... View Details
- 23 Jun 2021
- Research & Ideas
One More Way the Startup World Hampers Women Entrepreneurs
new apps and other products, offering feedback to help entrepreneurs refine their ideas. However, there’s a caveat to this feedback: 90 percent of users on Product Hunt are men, according to a recent working paper by a trio of Harvard... View Details
Keywords: by Michael Blanding
- 18 Jun 2024
- Research & Ideas
What Your Non-Binary Employees Need to Do Their Best Work
themselves much more than men, who tend to overestimate their performance. Showed more impatience than men and women, but their risk tolerance fell somewhere between men and women. Preferred solitary work. They were less likely to want to work with other people than... View Details
Keywords: by Michael Blanding
- 05 Sep 2023
- Book
Thriving After Failing: How to Turn Your Setbacks Into Triumphs
it. Those emotions are deep-seated from an evolutionary standpoint. “From a survival perspective, we are risk-averse,” she says. “Just as we are interested in other people thinking well of us. Long ago, rejection by the group could, in... View Details
Keywords: by Michael Blanding
- 28 Mar 2016
- Research & Ideas
What's a Boss Worth?
We all have our boss horror stories. The underminer. The bad communicator. The credit hog. The snake. Then again, if we’re lucky, we’ve all had those amazing bosses as well—the supervisor who encourages all employees to take their work up to the next level; the manager... View Details
- 13 Jan 2016
- Research & Ideas
The Problem with Productivity of Multi-Ethnic Teams
unit. “The working atmosphere was more cohesive among co-ethnic teams” Pons wanted to see if the same kind of door-to-door outreach could work in Kenya, which had been wracked by ethnic violence in the 2007 election. Specifically, he... View Details
Keywords: by Michael Blanding
- 10 May 2017
- Research & Ideas
Amazon Web Services Changed the Way VCs Fund Startups
with Michael Ewens of the California Institute of Technology and Matthew Rhodes-Kropf of MIT Sloan School of Management. The researchers focus on one of the most important technological shifts in recent years—the introduction of Amazon... View Details
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
bazaar—measure the exact difference between the price paid by a first-timer and the price paid by an experienced haggler. Stanton and Thomas obtained the complete database on all administrative support jobs... View Details
- 16 Nov 2015
- Research & Ideas
Does Competition Make Us More Creative?
Competition can bring out the best in salespeople, athletes, and participants in hot dog eating contests—but can it make employees more creative? A recent working paper by Daniel P. Gross finds that competition can motivate creative types... View Details
- 18 Jul 2024
- Research & Ideas
New Hires Lose Psychological Safety After Year One. How to Fix It.
welcome. In fact, new hires often enter fresh roles feeling optimistic and confident their organizations are eager to hear from them, but over time, employees increasingly feel less “psychologically safe” to contribute ideas, new research View Details
- 04 Dec 2019
- Book
Creating the Experimentation Organization
biggest problems in innovation is that it can generate uncertainty, says Thomke. Even in an age of Big Data, companies are stymied by the fact that they don’t know what they don’t know. “If something is very novel, there is little data... View Details
Keywords: by Michael Blanding
- 23 Jun 2022
- Research & Ideas
All Those Zoom Meetings May Boost Connection and Curb Loneliness
remote work. “There’s a huge value to real interactions even if they are occurring virtually,” says Goldenberg, who is a psychologist by training and an assistant professor at HBS. To test online experiences, the group took advantage of... View Details
Keywords: by Michael Blanding
- 08 Dec 2020
- Research & Ideas
Why Companies Hunt for Talent on Digital Platforms, Not in Resume Piles
field studies, researchers tend to think that workers submit resumes to open positions. In fact, scholars have learned a lot about discrimination in labor markets by sending resumes to job postings to see who gets called back and who... View Details
- 05 Sep 2023
- Book
Failing Well: How Your ‘Intelligent Failure’ Unlocks Your Full Potential
necessarily means experiencing failures along the way, Edmondson says. Taking this approach may be especially important now, as employers struggle to retain talent and boost employee morale in workplaces that were completely reshaped by... View Details
Keywords: by Michael Blanding
- 31 Jan 2018
- Research & Ideas
American Idle: Workers Spend Too Much Time Waiting for Something to Do
says Amabile. “We wanted to investigate idle time, in part, to raise everyone’s awareness of how widespread and pernicious it can be.” “With idle time, the organization is often hurt by it, and it’s not enjoyable for employees either”... View Details
Keywords: by Michael Blanding
- 15 Oct 2024
- Research & Ideas
We Have Better Ways to Break Habits Than Willpower. Why Don't We Use Them?
The deadline on an important work project is looming, but you keep getting distracted by news stories and silly cat videos online. Even though installing an Internet-blocking app might help you stay focused, you resist the idea, telling... View Details
Keywords: by Michael Blanding
- 25 Sep 2019
- Research & Ideas
The Economic Cost of Physician Burnout
stress experienced by doctors themselves. Sinsky is one of the authors of the latest paper. “It was a great opportunity to explore this issue with thought leaders on the subject,” Goh says. “I could provide my technical skills on... View Details