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- All HBS Web
(499)
- News (69)
- Research (379)
- Events (5)
- Multimedia (4)
- Faculty Publications (237)
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- 27 Feb 2006
- Research & Ideas
When Rights of First Refusal Are a Bad Deal
a sweet opportunity for the tenant. But the timing of the deal works in favor of the landlord, who can now present an ultimatum to the third party saying that if the third party offers a price below $100,000 the renter has a right to match the offer. The BA-ROFR not... View Details
- 25 Jan 2016
- Research & Ideas
When Negotiating a Price, Never Bid with a Round Number
to be bargained down. The same holds true for salary negotiations. Hukkanen and Keloharju wanted to find out whether these social psychology findings held true in the financial market, focusing on mergers and acquisitions for a few... View Details
Keywords: by Carmen Nobel
- 27 Apr 2016
- Research & Ideas
How the FBI Reinvented Itself After 9/11
enforcer be the same person, the FBI can take advantage of the plea bargain system we have in the United States,” Gulati says. “Once the agent puts that person in jail, he or she can say to the criminal, ‘OK, if you want to get out of... View Details
Keywords: by Carmen Nobel
- January 2016
- Case
Haiti Hope: Innovating the Mango Value Chain
By: Amy C. Edmondson and Jean-François Harvey
This case study examines a market-based approach to economic development through the eyes of NGO TechnoServe's project manager, implementing a US$9.5 million five-year public-private partnership between Coca-Cola, IDB, and USAID. The case ends at the beginning of the... View Details
Keywords: Sustainability; Economic Development; Corporate Social Responsibility; Emerging Country; Teaming; Public-private Partnership; Inter-organizational Relationships; Collaboration; Strategy Implementation; Agricultural Commodity; Plant-Based Agribusiness; Public Sector; Supply Chain Management; Customer Value and Value Chain; Corporate Social Responsibility and Impact; Learning; Partners and Partnerships; Private Sector; Developing Countries and Economies; Social Enterprise; Food and Beverage Industry; Agriculture and Agribusiness Industry; Haiti
Edmondson, Amy C., and Jean-François Harvey. "Haiti Hope: Innovating the Mango Value Chain." Harvard Business School Case 616-040, January 2016.
- 01 Oct 2001
- Research & Ideas
How To Make Restructuring Work for Your Company
necessary to decide how they will be spread over the merging companies' workforces. This decision can significantly impact the merger integration process and how the stock market values the merger, by sending employees and investors a signal about which merging company... View Details
Keywords: by Stuart C. Gilson
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
less at stake than I do." You might also suggest that your substitute is a harder bargainer than you are: " I don't want to walk away from this deal, but he's in charge and is not happy with the offer on the table." In both... View Details
Keywords: by Deepak Malhotra
- 04 Sep 2012
- Working Paper Summaries
Level II Negotiations: Helping the Other Side Meet Its ‘Behind the Table’ Challenges
Keywords: by James Sebenius
- 13 Feb 2006
- Research & Ideas
When Gender Changes the Negotiation
was negotiable became unclear. When parties understand little about the limits of the bargaining range and appropriate standards for agreement, the ambiguity of a negotiation increases. In highly ambiguous negotiations, it becomes more... View Details
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about... View Details
Keywords: by Martha Lagace
- 13 May 2013
- Research & Ideas
How to Spot a Liar
Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond by Deepak Malhotra and Max H. Bazerman. Follow Malhotra on Twitter at @Prof_Malhotra. View Details
Keywords: by Carmen Nobel
- 30 Jun 2014
- Lessons from the Classroom
The Role of Emotions in Effective Negotiations
something where both sides are going to benefit." No matter what emotions are present at the bargaining table, a smart negotiator first becomes aware of what they are—and then works to emphasize the positive emotions that can help... View Details
- Research Summary
Markets of Progress: Coffee, Commerce, and Community in the Soconusco, Chiapas, 1867-1920
Markets of Progress presents a new holistic story of rural development in Mexico at the turn of the century. In the Soconusco, as in regions throughout the world, the accelerating circulation of commodities and capital, ideas and immigrants reshaped society... View Details
Keywords: Commodities; Coffee; Mexico; Foreign Investment; Institutions; Immigration; Developing Agriculture; Development; Export Crop; Emerging Market; Property Rights; Labor History; History; Capital Markets; Business History; Agriculture and Agribusiness Industry; Latin America; Mexico; Central America
- 21 Sep 2021
- Office Hours
Readers Ask: How Can I Gain Power and Influence?
vacancies job applicants have more choice and more bargaining power. But with less than 11 percent of American workers being unionized and given that in the vast majority of companies, workers have no representation on the board of... View Details
Keywords: by Kristen Senz
- 09 Jul 2007
- Research & Ideas
Five Steps to Better Family Negotiations
negotiate only considering the interests of those at the bargaining table when those who are not at the table will be affected by what is negotiated and can assert their rights or power in the future. A typical strength of family... View Details
Keywords: by John A. Davis and Deepak Malhotra
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details
Keywords: by Loren Gary
- 03 Jan 2011
- Research & Ideas
Most Popular Articles of 2010
Skills: Successful Negotiation Can you out-negotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? Recent research from Harvard Business School looks at important factors to consider before sitting down at the View Details
Keywords: by Staff
- 23 Jan 2013
- Research & Ideas
Three-Dimensional Strategy: Winning the Multisided Platform
products; however, an MSP model is more cost-effective if a business is built on sales of low-demand items. Resellers have a greater ability to aggregate their bargaining power, bundle, and otherwise benefit from complementary products... View Details
Keywords: by Julia Hanna
- 02 Aug 2021
- Research & Ideas
What If Closing the Wage Gap Means Everyone Earns Less?
laws that seek to give workers more bargaining power by requiring companies to disclose employee salaries. However, opening up the books for all to see has put 2 to 3 percent less cash in workers’ pockets, at least in the US private... View Details
Keywords: by Avery Forman
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details
Keywords: by Michael Blanding
- 28 May 2020
- Research & Ideas
Coronavirus Could Create a 'Bankruptcy Pandemic'
that have other so-called executory contracts like supply agreements and collective bargaining agreements which receive similar favorable treatment under the Bankruptcy Code; and those that have deeper business problems that might benefit... View Details