by James Sebenius - Publications - Faculty & Research - Harvard Business School

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2015
Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

By: James K. Sebenius

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal

02 Jul 2014
What Do You Think?

Are Today’s Business Heroes Challenging Our Ideas About Leadership?

to be inconsistent, if not contradictory. "In the ultimate analysis, however everything boils down to perception of the team members or subordinates or followers of the leader concerned." The importance of maintaining an open mind on the subject of leadership... View Details

Keywords: by James Heskett

08 Jul 2015
What Do You Think?

Do Americans Work Too Much and Think About Work Too Little?

Sheikh extended this idea when he proposed that, "the number of work hours should be dictated by productivity—i.e., very productive individuals in an organization should be rewarded with greater time off (within) upper and lower... View Details

Keywords: by James Heskett; Financial Services

06 May 2002
What Do You Think?

What’s Driving the “New Marketing?”

Summing Up Respondents to my column about the tenets of new strategic marketing by and large projected the view that new strategic marketing, as propounded by the authors of the new book, Marketing Moves: A... View Details

Keywords: by James Heskett

06 Jun 2012
What Do You Think?

Is Something Wrong with the Way We Work?

created by customers and clients and their increasing expectations that we be available day and night. Even more can be laid at the feet of leadership. But ultimately the primary culprit is us. That's my sense of the comments concerning... View Details

Keywords: by James Heskett; Consulting

05 Feb 2001
What Do You Think?

Do MBA Programs Face “The Innovator’s Dilemma”?

Summing Up The verdict of those responding to the column on the threat of the "disruptive technology" represented by online distance learning for in-class, onsite MBA programs is in. In your opinion, the trend represents an... View Details

Keywords: by James Heskett

06 Mar 2006
What Do You Think?

The China Dilemma for U.S. Firms: Comply, Resist, or Leave?

Google ended its service to China, China would respond by creating its own version of Google." Jack Carpenter advised, "If an organization is serious about doing business in China, it must 'ride out' all government restrictions.... View Details

Keywords: by James Heskett; Technology

08 Jan 2001
What Do You Think?

Have We Extended the Boundaries of the Firm Too Far?

described by Michael Porter is being fragmented by organizations; value addition ... is taking place in numerous forms ..." Their comments reflected the general assumptions among respondents that... View Details

Keywords: by James Heskett

01 Feb 2012
What Do You Think?

Is Support for Small Business Misplaced?

Summing Up Do Concerns About Job Creation By Small Businesses Miss The Point? Judging from responses to this month's column, there appears to be a visceral reaction to any suggestion that small business fails to live up to the many... View Details

Keywords: by James Heskett

03 Feb 2003
What Do You Think?

Can Business Schools Teach the Craft of Getting Things Done?

thought that there was a place in the business school curriculum for the teaching of topics that provide a context for subsequent action. Dr. B. V. Krishnamurthy summed up this view by saying, "...whether we can 'teach' the craft of... View Details

Keywords: by James Heskett

02 Jun 2003
What Do You Think?

What Can Aspiring Leaders Be Taught?

given to broader success factors which are ethical and value centered, are or certainly can be detrimental to the society they serve ...." A more acerbic point of view was offered by Mark Anton: "The area of ethics and values is... View Details

Keywords: by James Heskett

05 Apr 2004
What Do You Think?

Should We Brace Ourselves for Another Era of M&A Value Destruction?

Summing Up In the end, M&A is about buying more volume. It is a flawed process, invented by brokers, lawyers, and super-sized, ego-based CEOs." With this comment, Ellis Baxter summed up the thinking of the majority of those... View Details

Keywords: by James Heskett

06 Aug 2014
What Do You Think?

What Is Warren Bennis’s Legacy?

was his faculty advisor. Warren Briggs, a Professor Emeritus, wrote that "He was a favorite professor (and) an effective mentor to many, both personally and professionally." According to Karen Page, coauthor of Becoming a Chef Bennis demonstrated his lifelong... View Details

Keywords: by James Heskett; Education

03 Nov 2011
What Do You Think?

The Ultimate Question in Management

served?" (from David Witt), "What are you doing to enhance (your) company's, (your) team's, (your) organization's development"? (constructed from comments by Marlis Krichewsky), and "What are you doing for... View Details

Keywords: by James Heskett

07 Feb 2005
What Do You Think?

If You Blink, Will You Miss?

process." Steve Carnevale puts it more graphically: "I think blink is very dangerous. Read the book Fooled by Randomness. The author does a good job of explaining that our brain is great at pattern recognition, but not suited to... View Details

Keywords: by James Heskett

06 Mar 2013
What Do You Think?

Who Should Manage Our Work Time?

Summing Up Who Will Save Us From Our Work Habits? We have a problem in the workplace. Some of it is being forced upon us by forces in society. Some of it is of our own making. But we face increasing challenges in managing our work time... View Details

Keywords: by James Heskett

04 Aug 2003
What Do You Think?

Are We Facing an Attitude Shortage?

"The best way to go about it in the corporate world is to have good leaders who can lead by example with positive and solution-oriented attitudes." Kevin Bowe added, "Attitudes can be learned, and winning behaviors... View Details

Keywords: by James Heskett

05 Jun 2000
What Do You Think?

What’s Happening to Our Patience?

expectations. Matt Lynch observes that seconds can drag by on some tasks, namely those associated with high tech applications, while "an hour can pass by barely noticed" on other tasks. In order to... View Details

Keywords: by James Heskett

06 Nov 2000
What Do You Think?

Succession at GE: What’s Next?

beyond April 2001. With that in mind, questions arise about what capabilities GE's board should seek in Welch's replacement. Are there clues in the way Welch was selected in 1980? At the time, GE was led by Reg Jones, View Details

Keywords: by James Heskett

03 Apr 2013
What Do You Think?

Will Women Leaders Influence the Way We Work?

leaders on work, "it is extremely naive to expect that stereotypical ideas about what women in general are like will have any meaning for the behavior of women in senior management positions. Women who arrive in such positions will be very atypical ." The... View Details

Keywords: by James Heskett

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