Publications

October 2021
Article

Communicating Resource Scarcity and Interpersonal Connection

By: Grant E. Donnelly, Anne V. Wilson, Ashley V. Whillans and Michael I. Norton

Consumers often cite insufficient time or money as an excuse for rejecting social invitations. We explore the effectiveness of these excuses in preserving interpersonal relationships. Six studies—including perceptions of couples planning their wedding—demonstrate that... View Details

Keywords: Time; Interpersonal Relationships; Communication; Money; Relationships; Interpersonal Communication

Read Now

01 Dec 2013
News

Faculty Books

a Chaotic World by Michael Wheeler (Simon & Schuster) Wheeler, the MBA Class of 1952 Professor of Management Practice, retired, shows how master negotiators thrive in the face... View Details

01 Sep 2008
News

Faculty Books

Disrupting Class: How Disruptive Innovation Will Change the Way the World Learns by Clayton M. Christensen, Michael B. Horn (MBA ’06), and Curtis W. Johnson (McGraw-Hill) Taking a cue from Bill Gates’s 2005... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Real Estate

December 2006 (Revised February 2009)
Case

China Merchants Bank: Here Just For You

By: F. Warren McFarlan, GuoQing Chen, HengYuan Zhu, Bin Yang, Michael Shih-ta Chen, G.A. Donovan, Waishun Lo and Yan Yang

Founded in 1987, China Merchants Bank (CMB) is a pioneer in the use of technical innovation and IT as a competitive tool in the rapidly evolving Chinese banking sector. With a relatively small branch network when compared to its larger competitors, CMB uses an... View Details

Keywords: Credit Cards; Information Technology; Technological Innovation; Innovation Leadership; Competitive Strategy; Initial Public Offering; Emerging Markets; Opportunities; Banking Industry; China; Hong Kong

Educators

2015
Chapter

Innovating without Information Constraints: Organization, Communities, and Innovation when Information Costs Approach Zero

By: Elizabeth J. Altman, Frank Nagle and Michael Tushman

Innovation has traditionally taken place within an organization's boundaries and/or with selected partners. This Chandlerian approach to innovation has been rooted in transaction costs, organizational boundaries, and information processing challenges associated with... View Details

Keywords: Knowledge Sharing; Cost; Innovation and Management; Collaborative Innovation and Invention

October 2007 (Revised December 2007)
Case

TiVo 2007: DVRs and Beyond

By: David B. Yoffie and Michael Slind

Tom Rogers, CEO of TiVo, had placed multiple strategic bets on his company. In September 2007, that strategy was due for a major test. TiVo was a maker of digital video recorder (DVR) products and a distributor of DVR technology. Rogers believed that macro-trends in... View Details

Keywords: Advertising; Business Model; Television Entertainment; Intellectual Property; Lawsuits and Litigation; Management Analysis, Tools, and Techniques; Distribution; Problems and Challenges; Partners and Partnerships; Research; Internet; Entertainment and Recreation Industry; United States

Educators

10 Mar 2015
First Look

First Look: March 10

Publications February 2015 Academy of Management Review Reflections on the 2013 Decade Award: "Exploitation, Exploration, and Process Management: The Productivity Dilemma Revisited" Ten Years Later By: Benner, Mary, and View Details

Keywords: Carmen Nobel

July 2000 (Revised October 2019)
Exercise

Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)

The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis... View Details

Keywords: Agreements and Arrangements; Negotiation Participants; Negotiation Tactics; Value Creation; Computer Industry

January 2000 (Revised October 2014)
Exercise

Windham Negotiation: Confidential Information for Davis Stables

Six-party negotiation of land use and development. View Details

Keywords: Negotiation Types; Real Estate Industry

January 2000 (Revised October 2014)
Exercise

Windham Negotiation: Confidential Information for the Cooperative Savings Bank

Six-party negotiation of land use and development. View Details

Keywords: Negotiation Types; Real Estate Industry

Article

Which Comes First? How to Handle Linked Negotiations

Keywords: Negotiation

Article

Turn Chaos to Your Advantage

Keywords: Opportunities

September 2004
Article

Too Much of A Good Thing? The Role of Choice in Negotiation"

Keywords: Negotiation; Decision Choices and Conditions

March 2004
Article

How to Negotiate Successfully Online

Keywords: Negotiation; Internet and the Web; Success

28 Dec 2016
News

Harvard’s New Online Negotiation Course

06 Dec 2016
News

HBX Launches Negotiation Mastery: Unlocking Value in the Real World, February 2017

08 Jun 2010
First Look

First Look: June 8

Epstein, and Kristi Yuthas Publication:In Scaling Social Impact: New Thinking, edited by Paul Bloom and Edward Skloot. Palgrave Macmillan, forthcoming An abstract is unavailable at this time. Order this Book:... View Details

Keywords: Martha Lagace

January 2012
Article

Three Cheers for Teaching Distributive Bargaining

By: Michael A. Wheeler

Back in the 1990s, business school professors at an Academy of Management conference debated the propriety of teaching distributive bargaining to their students. The particulars of that exchange are lost in the mists of time, but at the end of the session, a straw poll... View Details

Keywords: Management; Conferences; Business Education; Debates; Negotiation; Problems and Challenges; Value Creation; Moral Sensibility