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- All HBS Web
(866)
- People (2)
- News (166)
- Research (524)
- Events (2)
- Multimedia (3)
- Faculty Publications (323)
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- 30 Jun 2014
- Lessons from the Classroom
The Role of Emotions in Effective Negotiations
A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house knows, however, negotiations are... View Details
- 26 Sep 2023
- Cold Call Podcast
The PGA Tour and LIV Golf Merger: Competition vs. Cooperation
Keywords: Sports
- 07 May 2012
- Research & Ideas
The Art of Haggling
Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties chest their cards, each hoping the other will misplay his hand.... View Details
Keywords: by Katie Johnston
- 10 Jan 2023
- Op-Ed
Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage
you wish for each other to encourage their path forward. For example, wishing them a great new partnership or a challenging new role. Finally, commit to each other. This may be very tactical like committing to getting together once a... View Details
Keywords: by Julia Austin
- 1986
- Book
The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain
By: David A Lax and James K. Sebenius
Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
- 14 Apr 2014
- Working Paper Summaries
Facts and Figuring: An Experimental Investigation of Network Structure and Performance in Information and Solution Spaces
- 2009
- Working Paper
Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy
When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be... View Details
Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Corporate Governance; Negotiation Process; Organizational Culture; Business and Government Relations
Sebenius, James K. "Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy." Harvard Business School Working Paper, No. 10-050, December 2009.
- 2009
- Working Paper
Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation
When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
Sebenius, James K. "Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation." Harvard Business School Working Paper, No. 10-048, December 2009.
- 28 Feb 2018
- Sharpening Your Skills
Master the Team Meeting
of the tougher topics (budget, staffing, etc.). This fortifies the culture of your team both inside and outside of the meeting. Tactical Stuff The time of the meeting and who attends is just as important as the agenda and the content. Pro... View Details
Keywords: by Julia Austin
- 24 Apr 2018
- Op-Ed
Op-Ed: What Mark Zuckerberg Can Learn About Crisis Leadership from Starbucks
it are not representative of our Starbucks mission and values.” In contrast, Zuckerberg ducked the spotlight for five days and even then tried to shift the argument away from data privacy. In terms of public support, this tactic backfired... View Details
- 19 Dec 2022
- Research & Ideas
What Motivates People to Give Generously—and Why We Sometimes Don't
because you feel obligated. There are tactics that you can use to increase giving in, in the short-term, but it’s always important to consider the effects of this short-term success on people’s feelings toward that charity, in the... View Details
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. The following excerpt describes strategies and tactics to overcome another party's counterproductive behavior and keep the deal on track. These are ideas that... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 11 Aug 2008
- Research & Ideas
Strategy Execution and the Balanced Scorecard
in the book the different roles, frequencies, participants, and agendas for operational review meetings and strategy review meetings. We open the book with a great quote often but perhaps inaccurately attributed to Sun Tzu in The Art of War: "Strategy without... View Details
Keywords: by Martha Lagace
- 03 Jun 2013
- Research & Ideas
The Power of Rituals in Life, Death, and Business
food rituals with its 1990s ad campaign for Reese's Peanut Butter Cups: "There's no wrong way to eat a Reese's." Nabisco has used similar tactics in advertising Oreo cookies. Click to watch. To see whether they could achieve the... View Details
Keywords: by Carmen Nobel
- 21 Sep 2020
- Research & Ideas
Are You Sabotaging Your Own Company?
self-sabotaging their companies by mistakenly adhering to practices on the list. When Thomke shares portions of the field manual with business executives in class, they tend to respond with a nervous chuckle. But then the room grows quiet, the sober realization that... View Details
Keywords: by Dina Gerdeman
- 09 Jun 2022
- HBS Case
From Truck Driver to Manager: US Foods’ Novel Approach to Staff Shortages
its hourly wages and offering signing and retention bonuses. The company also started to rethink the jobs themselves. “If you can't find people to recruit because they don’t care for the job, another tactic is to modify the job, so they... View Details
Keywords: by Pamela Reynolds
- 2007
- Book
Negotiation Genius
By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
Keywords: Experience and Expertise; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Behavior
Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
- 09 Jan 2012
- Research & Ideas
Location, Location, Location: The Strategy of Place
as nearby supporting industries; the company's ability to seek and retrieve knowledge in this setting; and its capability to do something better than competitors. An example of a firm playing tactical checkers instead of strategic chess... View Details
Keywords: by Dina Gerdeman
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
Parties are often motivated to discount and devalue each other's concessions and contributions, because doing so relieves them of the obligation to reciprocate. As a result, many concessions go unnoticed or unacknowledged. This may lead to confusion, resentment, or an... View Details
Keywords: by Deepak Malhotra
- 16 Feb 2010
- Research & Ideas
The Outside-In Approach to Customer Service
with external partners to identify and solve customer problems. The first four levers are the tactics for integration that rebuild an organization around a customer axis. Connection is what finally busts down the silo of the company... View Details