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  • December 2024
  • Case

Blue Cross Blue Shield of Michigan (BCBSM): The AI Journey

By: Shikhar Ghosh
In early 2024, Bill Fandrich, Executive VP and CIO of Blue Cross Blue Shield of Michigan (BCBSM), faced a critical decision about AI adoption within the organization. Fandrich had championed AI implementation at BCBSM. After successfully developing three AI... View Details
Keywords: AI; Machine Learning; Blue Cross; Automation; Digital Strategy; Digital Transformation; Generative Ai; Health Insurance; Insurance Companies; Innovation; IT Strategy; Leadership; Organizational Transformations; Technology; Non-profit; Michigan; AI and Machine Learning; Health; Health Industry; Michigan
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  • Winter 2012
  • Article

Is a Nuclear Deal with Iran Possible?: An Analytical Framework for the Iran Nuclear Negotiations

By: James K. Sebenius and Michael K. Singh
Varied diplomatic approaches by multiple negotiators over several years have failed to conclude a nuclear deal with Iran. Mutual hostility, misperception, and flawed diplomacy may be responsible. Yet, more fundamentally, no mutually acceptable deal may exist. To assess... View Details
Keywords: Nuclear Proliferation; Zone Of Possible Agreement; International Relations; Negotiation; Iran; United States
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  • December 2005 (Revised August 2006)
  • Case

Bloemenveiling Aalsmeer

By: Felix Oberholzer-Gee, Vincent Marie Dessain, Daniela Beyersdorfer and Anders Sjoman
The Dutch "Verenigde Bloemenveiling Aalsmeer Cooperative" (VBA) was on of the world's largest flower exchanges. Around 6,300 flower growers, one half of them located in the Netherlands, used the auction to sell cut flowers and plants to more than 1,000 wholesalers. In... View Details
Keywords: Auctions; Bids and Bidding; Trade; Market Entry and Exit; Financial Markets; Segmentation; Agriculture and Agribusiness Industry; Netherlands
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  • Web

Live from Klarman Hall - Alumni

discuss how leaders can approach disagreements productively and help employees at all levels do so. Tactics include training that defuses fears of disagreeing; encourages people to cultivate a receptive mindset; teaches people to choose... View Details
  • August 2019
  • Background Note

Note on Shared Ownership

By: Ethan Bernstein and Nick Rekenthaler
While several tactics can drive company performance by instilling a sense of shared ownership among employees, perhaps the most direct is to actually share ownership with employees. Many public and private companies across industries have done just that, and studies... View Details
Keywords: Employee Stock Ownership Plan; Human Resources; Employees; Human Capital; Ownership; Cooperative Ownership; Employee Ownership; Customer Ownership; Governance
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  • 24 Oct 2023
  • HBS Case

From P.T. Barnum to Mary Kay: Lessons From 5 Leaders Who Changed the World

circus, was in fact the father of modern advertising, Simons’ case shows. As a child working in his father’s general store, Barnum learned to hustle, promote, and barter. He didn’t care if his tactics earned him jail time as long as they... View Details
Keywords: by Avery Forman
  • December 2013
  • Case

Bruce Allyn: Negotiating with the KGB (A)

By: James K. Sebenius
Isolated by the KGB in Moscow, Harvard graduate student Bruce Allyn faces high-pressure negotiation tactics to recruit him for the Soviet spy agency. At the tense height of the Cold War, with CIA agents systematically being exposed and executed in Russia, Allyn was... View Details
Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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  • Program

Strategic Negotiations

for complicated, multifaceted negotiations from a strategic perspective. As you learn how to take control of the strategic and tactical aspects of deals, you will approach each negotiation with greater skill and confidence. Details... View Details
  • 05 Dec 2016
  • Research & Ideas

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

Business executives regularly use sly tactics to get a better deal during negotiations—often making statements that are technically true, but are purposely skewed to mislead the other side. It’s a distinct form of deception called... View Details
Keywords: by Dina Gerdeman
  • 09 Jul 2014
  • Working Paper Summaries

Activist Directors: Determinants and Consequences

Keywords: by Ian D. Gow, Sa-Pyung Sean Shin & Suraj Srinivasan
  • 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

    Six Myths of Product Development

    Many companies approach product development as if it were manufacturing, trying to control costs and improve quality by applying zero-defect, efficiency-focused techniques. While this tactic can boost the performance of factories, it generally backfires with... View Details
    • November 2021
    • Case

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

    By: James K. Sebenius and Alex Green
    Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
    Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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    • 28 Jun 2016
    • First Look

    June 28, 2016

    forthcoming Management Science The First Deal: The Division of Founder Equity in New Ventures By: Hellmann, Thomas F., and Noam Wasserman Abstract—We examine the trade-off between efficiency and equality within the context of entrepreneurial founding teams. Using a... View Details
    Keywords: Sean Silverthorne
    • 01 Oct 2008
    • Working Paper Summaries

    Responding to Public and Private Politics: Corporate Disclosure of Climate Change Strategies

    Keywords: by Erin M. Reid & Michael W. Toffel
    • Article

    Navigating Talent Hot Spots

    By: William R. Kerr
    Innovation clusters like San Francisco and Boston have long had an outsize impact on the global economy, and their influence keeps growing. In 2017, for instance, America’s ten largest tech hubs accounted for 58% of U.S. patents. Globally, cities such as Tokyo, Paris,... View Details
    Keywords: Talent and Talent Management; Innovation and Invention; Urban Scope; Industry Clusters; Innovation and Management
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    • Web

    Teaching by the Case Method - Christensen Center for Teaching & Learning

    Teaching Questions for Class Discussions Teaching Quantitative Material Strategies and Tactics for Sensitive Topics Curriculum Innovation The case method has evolved so students may act as decision-makers in new engaging formats: Game... View Details
    • 26 Mar 2009
    • Working Paper Summaries

    The Bloody Millennium: Internal Conflict in South Asia

    Keywords: by Lakshmi Iyer
    • November 2021
    • Case

    Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (A)

    By: James K. Sebenius and Alex Green
    Blackstone Co-founder, Chairman, and CEO Stephen A. Schwarzman, whom Forbes has called “Wall Street’s Greatest Dealmaker,” played a major role in the negotiations that transformed Blackstone from a fragile startup in 1985 with $400,000 in capital into a dominant... View Details
    Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Conflict and Resolution; Entrepreneurship; Problems and Challenges; Negotiation Tactics; Financial Services Industry
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    • 12 Sep 2023
    • Book

    Successful, But Still Feel Empty? A Happiness Scholar and Oprah Have Advice for You

    evidence that they’re defective and broken,” says Brooks. “I want them to think less about what people are thinking about them and more about observing the outside world to get stronger and better and more effective as years go by.” The book offers three practical... View Details
    Keywords: by Avery Forman