Publications

Publications

Filter Results: (220) Arrow Down

Show Results For

tacticsRemove tactics →

← Page 11 of 220 Results

Are you looking for?

→Search All HBS Web
  • October 1988 (Revised July 2000)
  • Case

Matt Compton's Job Search

By: Shoshana Zuboff and Dave DeLong
Matt Compton wrestles with the problems of a post-MBA job search and finds himself captivated by the aggressive recruiting tactics of the large management consulting firms. The case raises issues of how a passive job search that relies on options presented by... View Details
Keywords: Recruitment; Job Search; Problems and Challenges
Related
  • 1986
  • Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius
Keywords: Negotiation Tactics; Competitive Advantage
Related
  • 1985
  • Book

The Manager as Negotiator and Dispute Resolver

By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
Related
  • 1984
  • Article

The Development of Choice Tactics in Low Involvement Situations

By: Mary Zimmer and Rohit Deshpandé
Related
  • September 1983 (Revised December 1988)
  • Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh
Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details
Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy
Related
  • May 1983 (Revised December 1987)
  • Case

Technical Data Corp.

By: William A. Sahlman
Describes a decision confronting the president of a small company about selling some or all of the shares in his company to another firm. Technical Data Corp. provides analytical services to professional bond market traders over a system of computer terminals operated... View Details
Keywords: Stocks; Entrepreneurship; Business Startups; Internet and the Web; Information Infrastructure; Mobile and Wireless Technology; Valuation; Negotiation Tactics; Mergers and Acquisitions; Corporate Strategy; Horizontal Integration; Information Industry; Service Industry
Related
  • 1982
  • Article

Low Involvement Decision Processes: The Importance of Choice Tactics

By: Rohit Deshpandé, Wayne D. Hoyer and Scott Jeffries
Related
  • Article

Tactics of Cash Takeover Bids

By: Samuel Hayes and Russell Taussig
Related
  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • Research Summary

Competing business models

By: Ramon Casadesus-Masanell
Building on the literatures on competitive positioning and the theory of industrial organization, my work seeks to tackle previously unaddressed questions by studying situations where firms compete in dissimilar ways. Some examples of these questions include:View Details
  • Teaching Interest

Deals

By: Kevin P. Mohan

This advanced negotiation course includes both negotiation simulations and analysis of actual corporate deals. In the first part of the course, students will participate in complex negotiation simulations and debrief their results in class. In the second part of the... View Details

  • Research Summary

Entrepreneurial Management: Customer Discovery and Business Development

By: Frank V. Cespedes
This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)... View Details
  • Teaching Interest

How to Talk Gooder in Business and Life

By: Alison Wood Brooks

This is an Elective Curriculum course for HBS MBA students. People must converse effectively to achieve success in every aspect of business and life – from pitching ideas to giving feedback, brainstorming and making strategic decisions, from interviewing to firing.... View Details

Keywords: Conversation; Strategic Decisions; Interactions
  • 2021
  • Chapter

Leapfrog Leaders: Accelerating Systems Leadership Skills

By: Laura Cabrera, Derek Cabrera and Hise O. Gibson
We need leaders who can execute at the Strategic, Operational, and Tactical (SOT) levels. But, research shows it takes time for skills to develop at all three levels—too much time. Why does it take too much time? First, because expertise is borne of experience. An... View Details
Keywords: DSRP; VCML; Strategy; Operations; Leadership Development; Decision Making; Organizational Structure
Related
  • Forthcoming
  • Article

Managerial Pluralism: Thirty Years of Teaching Business Ethics

By: Joseph L. Badaracco
The author reflects on 30 years of teaching business ethics at Harvard Business School. The paper presents tactical lessons for teaching courses in professional ethics and introduces “managerial pluralism.” This concept is akin to Isaiah Berlin’s value pluralism and... View Details
Keywords: Business Education; Ethics; Judgments
Related
  • Teaching Interest

MBA Elective Curriculum: Investment Strategies

By: Malcolm P. Baker

This is a CORE course for students pursuing careers in finance. Thus, students interested in pursuing careers in mutual funds, hedge funds, pension funds, endowments, wealth management, financial consulting, marketing and client service, sales and trading,... View Details

  • Teaching Interest

Negotiation

By: Kevin P. Mohan

Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details

  • Forthcoming
  • Article

Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects

By: Olivier Baum and Guhan Subramanian
We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details
Keywords: Acquisition; Negotiation Tactics; Contracts
Related
  • Teaching Interest

Strategic Negotiations: Dealmaking for the Long Term

By: Guhan Subramanian
To craft a complex deal with major implications for your organization's future, you need more than just persuasive tactics at the negotiating table. You need to bring together the right players, tackle the right issues, and develop the right process. By examining... View Details
  • Research Summary

The Psychology of Conversation

By: Alison Wood Brooks

Conversation is a profound part of the human experience. To share our ideas, thoughts, and feelings with each other, we converse face to face and remotely—via phone, email, text message, online comment boards, and in contracts. Conversations form the bedrock of our... View Details

Are you looking for?

→Search All HBS Web