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- All HBS Web
(3,362)
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- Research (1,447)
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- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
higher prices," says Frank V. Cespedes, a senior lecturer at Harvard Business School, who spent 12 years running a professional services firm. That's right. Higher prices, not lower. “Competing on price is ultimately a bet on your... View Details
- 06 Jul 2011
- Research & Ideas
Are You a Level-Six Leader?
The central, most telling question to ask a leader is, whom do you serve? Some leaders will tell you, using a popular descriptor, that they aspire to be "servant leaders." The question still remains, however, a servant to whom: to yourself, to View Details
Keywords: by Mitch Maidique
- 21 Feb 2012
- First Look
First Look: Feb. 21
incremental improvements to it. Each firm has its own assessment of the market potential for the radical innovation, and the reliability of these market forecasts can differ. We show that when the entrant's market-assessment capability is... View Details
Keywords: Sean Silverthorne
- 12 Jan 2010
- First Look
First Look: Jan. 12
Christianity—monotheistic religions whose adherents have so often clashed—the potential unifying power of this conception has attracted a remarkable range of supporters from around the world. From a notion crystallized at Harvard in 2004,... View Details
Keywords: Martha Lagace
- 03 Jan 2018
- Sharpening Your Skills
5 Career-Related New Year’s Resolutions (and 5 Tips for Keeping Them)
web shortly after you post them or share them with friends. Out of sight, out of mind, right? Problem solved, right? Might as well Snapchat that lampshade on your head, right? Wrong. It turns out that if a View Details
Keywords: by Carmen Nobel
- 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
Sebenius, James K., and Michael K. Singh. "Is a Nuclear Deal with Iran Possible? An Analytical Framework for the Iran Nuclear Negotiations." International Security 37, no. 3 (Winter 2012): 52–91.
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)
By: Michael Wheeler
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
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.)
- December 2009
- Article
Negotiation? Auction? A Deal Maker's Guide
What's the best way to buy or sell an asset? Should you hold an auction and accept the most attractive offer? Or should you identify the most likely prospects and negotiate with them privately? Auctions became increasingly popular after the internet opened wide the... View Details
Keywords: Assets; Auctions; Market Transactions; Negotiation; Strategy; Decision Choices and Conditions
Subramanian, Guhan. "Negotiation? Auction? A Deal Maker's Guide." Harvard Business Review 87, no. 12 (December 2009).
- 12 Jun 2019
- Research & Ideas
Investors Have More Than Money to Offer Entrepreneurs
insights on how your company is perceived as a workplace from their own perspective or from feedback they’ve garnered in the market. Finally, but very carefully, investors may be able to help you get backdoor references on View Details
Keywords: by Julia Austin
- 09 Aug 2004
- Research & Ideas
A Diagnostic for Disruptive Innovation
revisit another. But the goal remains the same: Find the option that can set your company on the path to disruptive growth. Customer Diagnostic This diagnostic assesses customers in order to identify "disruptable" market... View Details
- 20 Jan 2016
- Research & Ideas
Maybe Uber isn't God's Gift to Mankind
Uber and its ilk, but then spells out various ways consumers might be negatively affected by the business practices of transportation network companies (or TNCs). IS UBER DRIVING UP YOUR CAR INSURANCE RATES? Regarding car insurance,... View Details
- December 2021
- Article
Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing
By: Julia Lee Cunningham, Francesca Gino, Dan Cable and Bradley Staats
Teams often fail to reach their potential because members’ concerns about being socially accepted prevent them from offering their unique perspectives to the team. Drawing on relational self and self-affirmation theory, we argue that affirmation of team members’ social... View Details
Keywords: Social Worth Affirmation; Relational Identity; Self-affirmation; Information Sharing In Teams; Concerns About Social Acceptance; Groups and Teams; Identity; Relationships; Knowledge Sharing
Cunningham, Julia Lee, Francesca Gino, Dan Cable, and Bradley Staats. "Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing." Academy of Management Journal 64, no. 6 (December 2021): 1816–1841.
- July 2000 (Revised October 2019)
- Exercise
Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)
By: Michael Wheeler
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
Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.)
- 09 Oct 2017
- Research & Ideas
Fearing Fox News, Democratic-leaning Companies Delayed Negative Announcements
cable providers to be included in their lineups, which spurred the channel's rapid growth. "They reached out to all these local cable companies and gave them financial incentives to broadcast Fox News instead of some other... View Details
- 14 Jun 2004
- Research & Ideas
The Big Money for Big Projects
road improvement project built through the heart of the city. Ann Cullen: The Big Dig in Boston is coming to completion. In terms of project financing, what are your thoughts on this project? Was there a better way to finance the project... View Details
- 2010
- Working Paper
Integrity: A Positive Model That Incorporates the Normative Phenomena of Morality, Ethics, and Legality Abridged
By: Werner H. Erhard, Michael C. Jensen and Steve Zaffron
We present a positive model of integrity that, as we distinguish and define integrity, provides powerful access to increased performance for individuals, groups, organizations, and societies. Our model reveals the causal link between integrity and increased... View Details
Keywords: Trust; Performance Productivity; Information Technology; Knowledge; Moral Sensibility; Opportunities; Competitive Advantage; Legal Liability; Cost vs Benefits
Erhard, Werner H., Michael C. Jensen, and Steve Zaffron. "Integrity: A Positive Model That Incorporates the Normative Phenomena of Morality, Ethics, and Legality Abridged." Harvard Business School Working Paper, No. 10-061, February 2010.
- September 2007
- Article
Investigative Negotiation
By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
- 07 Oct 2019
- Sharpening Your Skills
How Companies Can Make Up with (Very) Unhappy Customers
collection of research and readings about head-on collisions between corporations and consumers, how to think through potential problems in advance, and course-correcting when the inevitable disaster occurs. A Good Place to Start... View Details
- 03 Dec 2018
- Research & Ideas
How Companies Can Increase Market Rewards for Sustainability Efforts
ESG principles, according to the paper. Such a big pool of potential investments can make it difficult for investors to distinguish between companies paying lip service to ESG, known as greenwashing or goodwashing, from those that truly... View Details
Keywords: by Rachel Layne
- 26 Jan 2010
- First Look
First Look: Jan. 26
integrating the latest research about the interplay between human behavior, societal needs, and regulatory institutions. The book concludes by setting out a potential research agenda for the social sciences. Creating Value through... View Details
Keywords: Martha Lagace