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(812)
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Show Results For
- All HBS Web
(812)
- People (2)
- News (161)
- Research (458)
- Events (4)
- Multimedia (13)
- Faculty Publications (260)
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
- January 2024
- Article
Cost of Exempting Sole Orphan Drugs from Medicare Negotiation
By: Matthew Vogel, Olivia Zhao, William B. Feldman, Amitabh Chandra, Aaron S. Kesselheim and Benjamin N. Rome
Importance: The Inflation Reduction Act (IRA) requires Medicare to negotiate prices for some high-spending drugs but exempts drugs approved solely for the treatment of a single rare disease.
Objective: To estimate Medicare spending and global... View Details
Objective: To estimate Medicare spending and global... View Details
Vogel, Matthew, Olivia Zhao, William B. Feldman, Amitabh Chandra, Aaron S. Kesselheim, and Benjamin N. Rome. "Cost of Exempting Sole Orphan Drugs from Medicare Negotiation." JAMA Internal Medicine 184, no. 1 (January 2024): 63–69.
- September 2024 (Revised March 2025)
- Case
Burn the Gondolas? Venice, the Ghetto, and the Seasons of Capitalism
By: Sophus A. Reinert, Charlotte Robertson and Robert Fredona
This case uses the history of Venice—from the driving of the first pylons in the lagoon to the abdication of the city’s last doge, across the ages of Marco Polo and Vivaldi—to explore the invention and global diffusion of capitalism, as well as the cyclical rise and... View Details
Reinert, Sophus A., Charlotte Robertson, and Robert Fredona. "Burn the Gondolas? Venice, the Ghetto, and the Seasons of Capitalism." Harvard Business School Case 725-006, September 2024. (Revised March 2025.)
Frenemies in Platform Markets: Heterogeneous Profit Foci as Drivers of Compatibility Decisions
We study compatibility decisions of two competing platform owners that generate profits through both hardware sales and royalties from content sales. We consider a game-theoretic model in which two platforms offer different standalone utilities to users. We find that... View Details
- January 2025
- Supplement
Negotiating a Legacy at Sustainable Harvest (B)
By: Jillian Jordan, Julian Zlatev, Alicia Dadlani and Martha Hostetter
The specialty coffee importer Sustainable Harvest was the first certified B Corp in the coffee industry due to its investments in building coffee farmers’ capacity and livelihood. But in 2022, after coffee prices plummeted and the company’s bank declined to extend its... View Details
Keywords: Negotiation; Mergers and Acquisitions; Trust; Ethics; Plant-Based Agribusiness; Volatility; Futures and Commodity Futures; Social Enterprise; Valuation; Business Model; Credit; Corporate Social Responsibility and Impact; Food and Beverage Industry; United States; Europe
Jordan, Jillian, Julian Zlatev, Alicia Dadlani, and Martha Hostetter. "Negotiating a Legacy at Sustainable Harvest (B)." Harvard Business School Supplement 925-011, January 2025.
- November 2021
- Article
The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training
By: Doug J. Chung, Byungyeon Kim and Byoung G. Park
This study provides a comprehensive model of an agent’s behavior in response to multiple sales management instruments, including compensation, recruiting/termination, and training. The model on agents’ behavior takes into account many of the key elements that... View Details
Keywords: Salesforce Management; Recruitment; Selection and Staffing; Compensation and Benefits; Resignation and Termination; Training; Behavior; Analysis
Chung, Doug J., Byungyeon Kim, and Byoung G. Park. "The Comprehensive Effects of Sales Force Management: A Dynamic Structural Analysis of Selection, Compensation, and Training." Management Science 67, no. 11 (November 2021): 7046–7074.
- Web
Alumni Network
As a member of the exclusive HBS alumni network, you'll join more than 85,000 alumni in over 160 countries. You'll also gain exclusive access to discounts on programs, publications, and more. The following... View Details
- June 2020
- Article
Frenemies in Platform Markets: Heterogeneous Profit Foci as Drivers of Compatibility Decisions
By: Ron Adner, Jianqing Chen and Feng Zhu
We study compatibility decisions of two competing platform owners that generate profits through both hardware sales and royalties from content sales. We consider a game-theoretic model in which two platforms offer different standalone utilities to users. We find that... View Details
Keywords: Compatibility; Platform Competition; Profit Foci; Digital Platforms; Competition; Profit; Decision Making
Adner, Ron, Jianqing Chen, and Feng Zhu. "Frenemies in Platform Markets: Heterogeneous Profit Foci as Drivers of Compatibility Decisions." Management Science 66, no. 6 (June 2020): 2432–2451.
- August 2018
- Case
Garanti Payment Systems: Digital Transformation Strategy (A)
By: Shelle M. Santana and Esel Çekin
Işıl Akdemir Evlioğlu, executive vice president of marketing at Garanti Payment Systems (GPS), a subsidiary of Garanti Bank, is grappling with three questions. First, should GPS create its own mobile app for credit card customers or leverage the bank’s already... View Details
Keywords: Loyalty Program; Campaign Management; Campaign Enrollment; Branding; Customer Acquisition; Regulations; Regulatory Changes; Bank; Retail Banks; Banking; Credit Card; Payment Systems; Installment; Mobile App; Call Center; Data Analytics; Digital Technology; Banks and Banking; Business Subsidiaries; Mobile and Wireless Technology; Credit Cards; Brands and Branding; Governing Rules, Regulations, and Reforms; Decision Choices and Conditions; Digital Transformation; Financial Services Industry
Santana, Shelle M., and Esel Çekin. "Garanti Payment Systems: Digital Transformation Strategy (A)." Harvard Business School Case 519-014, August 2018.
- 2011
- Working Paper
Platform Competition under Asymmetric Information
In the context of platform competition in a two-sided market, we study how ex-ante uncertainty and ex-post asymmetric information concerning the value of a new technology affects the strategies of the platforms and the market outcome. We find that the incumbent... View Details
Keywords: Information; Technological Innovation; Market Entry and Exit; Two-Sided Platforms; Outcome or Result; Performance Efficiency; Risk and Uncertainty; Competitive Strategy
Halaburda, Hanna, and Yaron Yehezkel. "Platform Competition under Asymmetric Information." Harvard Business School Working Paper, No. 11-080, February 2011. (Revised June 2011, April 2012.)
- 2020
- Working Paper
Cutting the Gordian Knot of Employee Health Care Benefits and Costs: A Corporate Model Built on Employee Choice
By: Regina E. Herzlinger and Barak D. Richman
The U.S. employer-based health insurance tax exclusion created a system of employer-sponsored insurance (ESI) with limited insurance choices and transparency that may lock employed households into health plans that are costlier or different from those they prefer to... View Details
Keywords: After-tax Income; Consumer-driven Health Care; Health Care Costs; Health Insurance; Income Inequality; Tax Policy; Health Care and Treatment; Cost; Insurance; Employees; Income; Taxation; Policy; United States
Herzlinger, Regina E., and Barak D. Richman. "Cutting the Gordian Knot of Employee Health Care Benefits and Costs: A Corporate Model Built on Employee Choice." Duke Law School Public Law & Legal Theory Series, No. 2020-4, December 2019. (Revised January 2021.)
- August 2018
- Supplement
Garanti Payment Systems: Digital Transformation Strategy (B)
By: Shelle M. Santana and Esel Çekin
Supplements the (A) case. Işıl Akdemir Evlioğlu, executive vice president of marketing at Garanti Payment Systems (GPS), a subsidiary of Garanti Bank, is grappling with three questions. First, should GPS create its own mobile app for credit card customers or leverage... View Details
Keywords: Loyalty Programs; Campaign Management; Campaign Enrollment; Branding; Customer Acquisition; Regulations; Regulatory Changes; Bank; Retail Bank; Banking; Payment Systems; Installment; Mobile App; Call Center; Data Analytics; Digital; Technology; Banks and Banking; Business Subsidiaries; Mobile and Wireless Technology; Credit Cards; Brands and Branding; Governing Rules, Regulations, and Reforms; Decision Choices and Conditions; Digital Transformation
Santana, Shelle M., and Esel Çekin. "Garanti Payment Systems: Digital Transformation Strategy (B)." Harvard Business School Supplement 519-015, August 2018.
- 06 Oct 2023
- Book
Yes, You Can Radically Change Your Organization in One Week
organizations, the senior team is almost exclusively men. There are no women at the table. This conversation has become quite politicized in some settings, and I think that politicization has created a disconnect from the raw performance... View Details
Keywords: by Kristen Senz
- October 2013
- Article
Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work
By: Lakshmi Ramarajan and Erin M. Reid
How much of our self is defined by our work? Fundamental changes in the social organization of work are destabilizing the relationship between work and the self. As a result, parts of the self traditionally considered outside the domain of work, i.e., "non-work"... View Details
Ramarajan, Lakshmi, and Erin M. Reid. "Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work." Academy of Management Review 38, no. 4 (October 2013): 621–644.
- July 2007 (Revised March 2008)
- Background Note
Staging Two-Sided Platforms
By: Thomas R. Eisenmann and Andrei Hagiu
Firms that aspire to develop two-sided platforms face a formidable challenge. Prospective users on each side will not invest in the platform until they are confident there will be enough users on the other side. Traditional strategies for dealing with this... View Details
Keywords: Business Model; Risk Management; Two-Sided Platforms; Supply Chain; Strategy; Retail Industry
Eisenmann, Thomas R., and Andrei Hagiu. "Staging Two-Sided Platforms." Harvard Business School Background Note 808-004, July 2007. (Revised March 2008.)
- September 2001
- Background Note
Note on Application of the Antitrust Laws to the New Economy: An Analysis of United States v. Microsoft Corporation
Analyzes the 1991 decision of the U.S. Court of Appeals for the District of Columbia Circuit in the seminal New Economy antitrust case United States vs. Microsoft Corp., 253 F.3rd 34 (D.C. Cir. 2001), which arose out of Microsoft's efforts to promote Internet Explorer... View Details
Keywords: Lawsuits and Litigation; Software; Intellectual Property; Monopoly; Laws and Statutes; Information Technology Industry; District of Columbia
Bagley, Constance E. "Note on Application of the Antitrust Laws to the New Economy: An Analysis of United States v. Microsoft Corporation." Harvard Business School Background Note 802-090, September 2001.
- Program
Senior Executive Leadership Program—Middle East
Learning Upon completing the Senior Executive Leadership Program—Middle East, you will become a lifetime member of the HBS alumni community—gaining exclusive access to our vast global alumni network and an array of resources that... View Details
- 03 Jul 2008
- Working Paper Summaries
The Future of Social Enterprise
- January–February 2025
- Article
What People Still Get Wrong About Negotiations: They Assume the Size of the Pie Is Fixed—and So Miss Opportunities to Create Value
By: Max H. Bazerman
Most executives leave value on the negotiating table, for two main reasons: First, many executives mistakenly believe that they’re negotiating over a fixed pie and that gains for one side necessarily mean losses for the other. Second, they focus exclusively on how to... View Details
Bazerman, Max H. "What People Still Get Wrong About Negotiations: They Assume the Size of the Pie Is Fixed—and So Miss Opportunities to Create Value." Harvard Business Review 103, no. 1 (January–February 2025): 71–77.
- May 2020 (Revised June 2020)
- Case
TransDigm's Acquisition and Integration of Arkwin Industries
By: Benjamin C. Esty and Daniel W. Fisher
In May 2013, TransDigm, a company that manufactured a wide range of highly engineered aerospace parts for both military and civilian aircraft, announced it was buying Arkwin Industries for $286 million in cash (3 times Arkwin’s sales of $91 million). Having acquired... View Details
Keywords: Business Model; Value Creation; Strategy; Acquisition; Integration; Talent and Talent Management; Aerospace Industry
Esty, Benjamin C., and Daniel W. Fisher. "TransDigm's Acquisition and Integration of Arkwin Industries." Harvard Business School Case 720-467, May 2020. (Revised June 2020.)