tactics - Publications - Faculty & Research

25 Jan 2016
News

When Negotiating a Price, Never Bid with a Round Number

Keywords: Finance

28 Jan 2019
Research & Ideas

Forget Cash. Here Are Better Ways to Motivate Employees

is often enough for employees to feel like their contributions are valued and will motivate them to try harder. To be most effective, the praise should be specific, highlighting the worker’s unique contributions. It’s a tactic that’s... View Details

Keywords: by Dina Gerdeman

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Preparing to Teach - Christensen Center for Teaching & Learning

Preparation Guidelines for Effective Observation of Case Instructors In-Class Assessment of Discussion-Based Teaching Questions for Class Discussions Teaching Quantitative Material Strategies and Tactics for Sensitive Topics View Details

16 Nov 2021
HBS Case

How a Company Made Employees So Miserable, They Killed Themselves

Markets Unit at HBS. The cases hold a crucial lesson for business leaders: Tormenting workers can result in dire consequences. While the cases describe an extreme example, Montgomery wonders if the improper pressure tactics used at France... View Details

Keywords: by Michael Blanding

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Publications - Institute For Strategy And Competitiveness

(VBHC) agenda. They do so for different reasons, using different foundations, and variations on the tools and tactics to effect their strategic goals. The role of governments,... 01 Jul 2020 Article Assessing the Training Costs and Work... View Details

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2023 Reunion Presentations - Alumni

challenges they pose to business and personal life. Positive action requires leaders to “think outside the building” to open new pathways, forge new coalitions, and find sources of personal nurturance. Professor Kanter outlines 5 tactics... View Details

17 Jan 2023
In Practice

8 Trends to Watch in 2023

As 2023 begins, businesses and employees face an uncertain economy and labor market, as the twin dilemmas of inflation and interest rates weigh on forecasts. Harvard Business School faculty share the top trends that they believe will shape the workplace and markets... View Details

Keywords: by Avery Forman

29 Jan 2014
Working Paper Summaries

The Rising Cost of Consumer Attention: Why You Should Care, and What You Can Do about It

Keywords: by Thales S. Teixeira

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Technology & Innovation - Faculty & Research

tactics to align and inspire employees. de Meo’s unique leadership style—an unusual blend of visionary decisiveness and collaborative engagement—is explored, along with the challenges of building the will and skill of top management teams... View Details

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Sample Class - Christensen Center for Teaching & Learning

Guidelines for Effective Observation of Case Instructors In-Class Assessment of Discussion-Based Teaching Questions for Class Discussions Teaching Quantitative Material Strategies and Tactics for Sensitive Topics View Details

13 May 2013
Research & Ideas

How to Spot a Liar

Want to know if someone's lying to you? Telltale signs may include running of the mouth, an excessive use of third-person pronouns, and an increase in profanity. These are among the findings of a recent study that delves into the language of deception, detailed in the... View Details

Keywords: by Carmen Nobel

August 2000 (Revised December 2014)
Background Note

Negotiation Analysis: An Introduction

By: Michael A. Wheeler

Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a... View Details

Keywords: Framework; Negotiation Tactics; Negotiation Preparation

Citation

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Skydeck - Alumni

era Basket Chase Baskits president and CEO Robin Kovitz (MBA 2007) on the tactics and the trials of her “acquisition entrepreneurship” journey Quantum Leap Quantum computing has revolutionary potential, but it’s been stuck in the lab.... View Details

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Leadership - Faculty & Research

within an incumbent firm, including pulling mid-level managers out of their day jobs to help implement strategy and leveraging different communication tactics to align and inspire employees. de Meo’s unique leadership style—an unusual... View Details

March 2025
Article

Novice Risk Work: How Juniors Coaching Seniors on Emerging Technologies Such as Generative AI Can Lead to Learning Failures

By: Katherine C. Kellogg, Hila Lifshitz-Assaf, Steven Randazzo, Ethan Mollick, Fabrizio Dell'Acqua, Edward McFowland III, François Candelon and Karim R. Lakhani

The literature on communities of practice demonstrates that a proven way for senior professionals to upskill themselves in the use of new technologies that undermine existing expertise is to learn from junior professionals. It notes that juniors may be better able... View Details

Keywords: Rank and Position; Competency and Skills; Technology Adoption; Experience and Expertise; AI and Machine Learning

Citation

Read Now

07 Jul 2008
Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

defraud shareholders had already entered guilty pleas. Skilling and Lay argued that these 15 plea bargainers were all honest men who had been bullied into false confessions by the "witch hunt" tactics of the Justice Department.... View Details

Keywords: by Martha Lagace; Energy; Utilities

08 Mar 2019
Research & Ideas

Seven Negotiation Lessons from Amazon's HQ Disaster in Queens

As Amazon’s stunning pullout from New York fades into the news archives, its potent lessons for business negotiators risk being lost. Highly promising deals in diffuse multiparty settings with many potential spoilers, like Amazon’s planned headquarters in Queens, often... View Details

Keywords: by James K. Sebenius; Real Estate; Construction

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

Keywords: by Michael Blanding; Entertainment & Recreation; Sports

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Providing Assessment & Feedback - Christensen Center for Teaching & Learning

Observation of Case Instructors In-Class Assessment of Discussion-Based Teaching Questions for Class Discussions Teaching Quantitative Material Strategies and Tactics for Sensitive Topics View Details

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Topics - HBS Working Knowledge

(9) Nationality (2) Natural Disasters (4) Natural Environment (204) Negotiation Deal (1) Negotiation Offer (1) Negotiation Participants (1) Negotiation Preparation (3) Negotiation Process (4) Negotiation Style (4) Negotiation Tactics (15)... View Details

Publications