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  • 09 Feb 2016
  • First Look

February 9, 2016

forthcoming Berrett-Koehler Publishers Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) By: Malhotra, Deepak Abstract—Some negotiations are easy. Others... View Details
Keywords: Sean Silverthorne
  • 13 Nov 2012
  • First Look

First Look: November 13

have the chance to be cruel or kind to someone entirely different-to pay it forward? In five experiments, participants received greedy, equal, or generous divisions of money or labor from an anonymous person, and then divided additional... View Details
Keywords: Sean Silverthorne
  • 07 Aug 2007
  • First Look

First Look: August 7, 2007

from imperfect local institutions in developing countries. Download the paper: http://www.hbs.edu/research/pdf/08-003.pdf Improving Patient Outcomes: The Effects of Staff Participation and Collaboration in Healthcare Delivery... View Details
Keywords: Martha Lagace
  • 31 Jul 2012
  • First Look

First Look: July 31

have a large impact on the dynamics of corporate investment and growth. Investment is "locked in" in profitable firms when payout is heavily taxed. Thus, apart from any level effects, payout taxes change the allocation of capital. View Details
Keywords: Carmen Nobel
  • 19 Dec 2011
  • Research & Ideas

Climbing the Great Wall of Trust

In recent conversations with US executives doing business in China, Harvard Business School Assistant Professor Roy Y.J. Chua heard about a new trend. In an East Asian version of cutting deals on the golf course, Chinese executives often take partners to teahouses to... View Details
Keywords: by Michael Blanding
  • 17 Aug 2010
  • First Look

First Look: August 17

companies increasingly are participants in open communities of science and technology. To participate in the system of exchange in such communities, firms often publicly disclose what would otherwise remain... View Details
Keywords: Martha Lagace
  • 15 Dec 2015
  • First Look

December 15, 2015

clinicians, and facilities. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50194 December 2015 Harvard Business Review Control the Negotiation Before It Begins By: Malhotra, Deepak Abstract—Countless books and articles... View Details
Keywords: Carmen Nobel
  • 31 May 2011
  • First Look

First Look: May 31

mathematical models has turned the negotiated order of organizational activities, which necessarily include particularistic elements, into abstract generalizations that favor quantifiable variables. This paper offers another logic, a... View Details
Keywords: Sean Silverthorne
  • 24 Sep 2013
  • First Look

First Look: September 24

view, the fact remains that an effective conversation about sustainability requires the participation of both sides of the market. There are two main mechanisms for companies to communicate to the market as a way of starting this... View Details
Keywords: Sean Silverthorne
  • 01 Aug 2017
  • First Look

First Look at New Research and Ideas, August 1

funded HIV clinic in Atlanta, Georgia, USA. Intervention: The study involved three arms. First, participants in the provider visit incentive (PVI) arm received $30 after attending each scheduled provider visit. Second, View Details
Keywords: Sean Silverthorne
  • 03 Apr 2012
  • First Look

First Look: April 3

of new ideas in their intercultural ties but not intracultural ties. Study 3 required participants to work collaboratively with a non-acquaintance from another culture and found that higher metacognitive CQ engendered greater idea sharing... View Details
Keywords: Carmen Nobel
  • 26 Jun 2018
  • First Look

New Research and Ideas, June 26, 2018

increases demand. Results also show that small third-party sellers affected by Amazon's entry appear to be discouraged from growing their businesses on the platform subsequently. The results have implications for complementors View Details
Keywords: Dina Gerdeman
  • 21 Feb 2017
  • First Look

First Look at New Research: February 21

explores how language shapes the ways in which employees who work in global organizations communicate and negotiate linguistic and cultural differences. Bringing together 650 interviews conducted across Rakuten’s locations in Brazil,... View Details
Keywords: Carmen Nobel
  • 17 Jan 2017
  • First Look

First Look at New Research: January 17

we test the prediction that novel rituals—arbitrary hand and body gestures enacted in a stereotypical and repeated fashion—can impact intergroup bias in newly formed groups. In four studies, participants practiced novel rituals at home... View Details
Keywords: Sean Silverthorne
  • 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
  • 28 Feb 2005
  • Research & Ideas

How to Harness Auction Fever

commitment, and what you call "auction fever." How are these phenomena related? A: The phenomena are related in that they lead to a similar outcome: overbidding in auctions. That is, any of these might lead to an auction View Details
Keywords: by Manda Salls; Web Services; Technology
  • 16 Sep 2015
  • Research & Ideas

Can Applied Economics Save Homeless Puppies?

must be “thick,” meaning there are enough participants for the market to thrive. “Pet finding is definitely a thick market,” Exley says. “About 23 million people each year are looking for a new pet. The majority of those individuals are... View Details
Keywords: by Carmen Nobel; Retail
  • 10 Oct 2007
  • First Look

First Look: First Look: October 10

Negotiation Strategy: Pattern Recognition Game Harvard Business School Note 908-015 In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior—or adapt... View Details
Keywords: Martha Lagace

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