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Show Results For
- All HBS Web
(499)
- News (69)
- Research (379)
- Events (5)
- Multimedia (4)
- Faculty Publications (237)
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- 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
- 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
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
required if the firm was to leap into the future. Even the few employees who were mobilized into action found that the firm's needs were overwhelming. Morale sank. Losses continued to grow. Then the firm was bought by someone at a bargain... View Details
Keywords: by John P. Kotter
- 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
- 07 May 2018
- Research & Ideas
Why Online Retailers Should Hide Their Best Discounts
New advice for online retailers suggests bargain items should not be too easy for shoppers to find. (Matjaz Slanic) Retailers have long known where to put the bargain bin—in the back of the store, where... View Details
- 21 Nov 2005
- Research & Ideas
Making Credibility Your Strongest Asset
Negotiation is a breeze if you're selling a unique product or service that others desperately need: Just sit back and let the bidding begin. Likewise, if you're a buyer in a buyer's market, getting a bargain is a snap. But what happens... View Details
Keywords: by Michael Wheeler
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
Muccio: Negotiating the P&G Relationship with Wal-Mart," HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details
- 29 Mar 2016
- First Look
March 29, 2016
many industries. Extant papers largely assume that platforms dominate the pricing decision, whereas in practice, prices in business-to-business transactions are often determined by a bargaining process. We study how the relative View Details
Keywords: Sean Silverthorne
- 18 Feb 2009
- First Look
First Look: February 18, 2009
laissez faire policy favors the better-regulated economy, level playing fields are good for weaker regulators. We show that multinational banking mitigates the cherry-picking effect and reduces the damage that a level playing field causes in the better-regulated... View Details
Keywords: Martha Lagace
- 11 Mar 2015
- Research & Ideas
How Do You Grade Out as a Negotiator?
We all know the feeling. After a hard negotiation we make the deal, put down the money, and feel excitement and relief that the bargaining is over. And then the doubts creep in. Did I get everything I could have? The truth is, it's very... View Details
Keywords: by Michael Blanding
- 01 Dec 2020
- What Do You Think?
How Can We Get Companies to Invest More in Low-Wage Workers?
train people we pay poorly. Among other things, the study recommends empowering unions to close the gap between returns to capital and labor. Proposals include modifying labor laws to support collective bargaining in all types of jobs as... View Details
Keywords: by James Heskett
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details
- 18 Dec 2007
- First Look
First Look: December 18, 2007
David Townsend analyze the results of comprehensive interviews they performed with senior risk officers. Prudence in Bargaining: The Effect of Uncertainty on Bargaining Outcomes Author:Lucy White Periodical:Games and Economic Behavior... View Details
Keywords: Martha Lagace
- 10 Aug 2015
- Research & Ideas
Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers
explored whether bargain prices would counterbalance the negative effects of a high pay ratio—and the mandated disclosure thereof. Source: "Paying Up for Fair Pay: Consumers Prefer Firms with Lower CEO-to-Worker Pay Ratios." The team... View Details
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
elements. These elements can include how each person understands himself or herself; how they understand their relationship with the other person as well as that person's characteristics; and what they perceive and know about the View Details
Keywords: by Martha Lagace
- 28 Feb 2007
- Research & Ideas
Capital Rules: The Tensions of Global Finance
Outside the EU and OECD, the rest of the world is actually running on what can only be called ad hoc globalization, led by the United States, the consequences of which are potentially problematic for the maintenance of the bargains that... View Details
Keywords: by Rawi Abdelal
- 29 Dec 2014
- Research & Ideas
Most Popular Articles and Research Papers of 2014
language it uses to communicate. Why Do Outlet Stores Exist? Created in the 1930s, outlet stores allowed retailers to dispose of unpopular items at fire sale prices. Today, outlets seem outmoded and unnecessary—stores have bargain racks,... View Details
- 10 Jan 2017
- First Look
First Look at New Research: January 10, 2017
increases one’s bargaining power. A minimally necessary condition for an agreement to be mutually acceptable is that each side prefers the deal to its BATNA. Thus, how well each party’s BATNA serves its interests determines whether a zone... View Details
Keywords: Sean Silverthorne
- 08 Mar 2011
- First Look
First Look: March 8
PublicationsConcentrating on Governance Authors:Dalida Kadyrzhanova, and Matthew Rhodes-Kropf Publication:Journal of Finance (forthcoming) Abstract This paper develops a novel trade-off view of corporate governance. Using a simple model that integrates agency costs... View Details
Keywords: Sean Silverthorne
- 20 Dec 2018
- Research & Ideas
Most Popular Stories and Research Papers of 2018
Why Ethical People Become Unethical Negotiators You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. The year’s 5 most downloaded research papers... View Details
Keywords: by Sean Silverthorne