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- All HBS Web
(868)
- People (2)
- News (166)
- Research (524)
- Events (2)
- Multimedia (3)
- Faculty Publications (324)
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- 16 May 2000
- Research & Ideas
Getting the Message: How the Internet is Changing Advertising
environment for doing marketing." Deighton, who is the coeditor of the Journal of Interactive Marketing, heads the required MBA course in marketing and teaches an interactive marketing elective. He explains that traditional marketing View Details
Keywords: by Susan Young
- 18 Sep 2017
- Research & Ideas
'Likes' Lead to Nothing—and Other Hard-Learned Lessons of Social Media Marketing
message with a single Cheerio. “This was a death that was felt very deeply by the fan culture of Prince, and that’s not a time for a heavy marketing sell,” Avery says. “A common tactic right now is for brands to look at what’s hot, what’s... View Details
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
The problem with using crises to reduce complacency and create urgency is that the tactic is a potential diamond sitting on a rock surrounded by quicksand and very nasty beasts. Any naiveté about the downside risks can cause disaster. Big... View Details
Keywords: by John P. Kotter
- 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).
- 14 Feb 2017
- Research & Ideas
A Strategy For Steady Leadership in an Unsteady World
bold, not the meek and timid. Adaptability – If ever there were a need for leaders to be flexible in adapting to this rapidly changing environment, this is it. Long-range plans are often obsolete by the time they are approved. Instead, flexible View Details
Keywords: by Bill George
- 02 Jun 2010
- What Do You Think?
How Do You Weigh Strategy, Execution, and Culture in an Organization’s Success?
hope the comments were as helpful and thought-provoking to you as they were to me. Those of you willing to venture to place weights on the determinants of success gave the nod to culture by a wide margin. As Mouaz AlZayyat put it, "Growth plans and articulated... View Details
Keywords: by Jim Heskett
- November 1995 (Revised February 2017)
- Case
Luna Pen (A)
By: Kathleen McGinn and Michael Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm. View Details
Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan
McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business School Case 396-156, November 1995. (Revised February 2017.)
- December 2019 (Revised December 2021)
- Case
Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)
By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford
In 2019, members of the U.S. Women's National Soccer Team (WNT) filed a gender discrimination lawsuit against the U.S. Soccer Federation. The case describes the history of the WNT's quest for equal pay leading up to this event. View Details
Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States
Exley, Christine, John Beshears, Manuela Collis, and Davis Heniford. "Negotiating for Equal Pay: The U.S. Women's National Soccer Team (A)." Harvard Business School Case 920-029, December 2019. (Revised December 2021.)
- 11 Jan 2010
- Research & Ideas
Mixing Open Source and Proprietary Software Strategies
different scenarios between two competitive, for-profit firms. Can you talk about those findings? A: The method we use is a two-period game where in the first period (the strategy period) business models are chosen, and in the second period (the View Details
- 24 May 2022
- Research & Ideas
Career Advice for Minorities and Women: Sharing Your Identity Can Open Doors
career-related outcomes. “There are lots of open questions,” says Chang. “We're talking about using this tactic in a one-off interaction asking for help, but we don't know what's going to happen if it’s a prolonged interaction.” Feedback... View Details
Keywords: by Pamela Reynolds
- March 2023
- Teaching Note
Ransomware Attack at Colonial Pipeline Company
By: Suraj Srinivasan and Li-Kuan Ni
Teaching Note for HBS Case No. 123-069. On the morning of May 7, 2021, Colonial Pipeline Company became aware that the company had been the victim of a malicious ransomware attack that had stolen and locked up company data. The extortionists demanded 75 bitcoins (worth... View Details
Keywords: Disruption; Communication; Communication Strategy; Decision Making; Decision Choices and Conditions; Judgments; Corporate Accountability; Corporate Disclosure; Corporate Governance; Governance Controls; Policy; Employees; News; Cybersecurity; Digital Strategy; Information Infrastructure; Information Management; Internet and the Web; Crisis Management; Business or Company Management; Resource Allocation; Risk Management; Negotiation Tactics; Failure; Business and Stakeholder Relations; Attitudes; Behavior; Perception; Reputation; Trust; Public Opinion; Social Issues; Infrastructure; Distribution Industry; United States; Alabama
- 13 Jan 2021
- Research & Ideas
How 'Small C' Change Can Beat Large-Scale Rebuilding
data-id=_/ej8BGQKx29V5JBMZ7gF3][/div] Like Mourinho, Flick did not shuffle players or staff, nor did he reform the playing style or tactical formation. He did not rebuild the club’s facilities as some of his precursors did. For example,... View Details
- 1985
- Book
The Manager as Negotiator and Dispute Resolver
By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
Sebenius, James K., D. A. Lax, R. Weber, W. Samuelson, and T. Weeks. The Manager as Negotiator and Dispute Resolver. NIDR teaching materials series. Washington, D.C.: National Institute for Dispute Resolution, 1985.
- 13 Oct 2009
- Research & Ideas
7 Lessons for Navigating the Storm
who devise new strategies but fail to underpin them with detailed plans for marketplace execution. Emergent strategies are only as good as their execution. Sound execution requires not only attention to detailed planning, but adaptability to changing market conditions... View Details
Keywords: by Martha Lagace
- October 1997 (Revised December 1997)
- Case
Arrow Electronics: The Schweber Acquisition
The CEO of Arrow is about to negotiate the acquisition of a smaller competitor to achieve economies of scale. The case presents data to permit evaluation of prices to bid and negotiating strategy. View Details
Rosenbloom, Richard S., and Stephen Kaufman. "Arrow Electronics: The Schweber Acquisition." Harvard Business School Case 798-020, October 1997. (Revised December 1997.)
- 2017
- Working Paper
BATNAs in Negotiation: Common Errors and Three Kinds of 'No'
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than 14 million Google results). But the initial... View Details
Keywords: Negotiation; BATNA; Bargaining; Zone Of Possible Agreement; Reservation Price; Reservation Value; Agreements and Arrangements; Negotiation Tactics
Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Harvard Business School Working Paper, No. 17-055, December 2016. (Revised March 2017, a version of this article is forthcoming in the Negotiation Journal, April 2017.)
- Fall 2024
- Article
Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects
By: Olivier Baum and Guhan Subramanian
We present the first evidence on the incidence of “trip wire” versus “last look” poison pills. Using a hand-collected data set of 130 poison pills implemented and/or amended between January 1, 2020 and March 31, 2023, we find that pills are almost evenly divided... View Details
Baum, Olivier, and Guhan Subramanian. "Redemption Mechanisms in Poison Pills: Evidence on Pill Design and Law Firm Effects." Business Lawyer 79, no. 4 (Fall 2024): 1043–1069.
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
Sebenius, James K. "Negotiations: Statistical Aspects." In International Encyclopedia of the Social & Behavioral Sciences. 2nd ed. Edited by James D. Wright, 430–436. London: Elsevier, 2015.
- 09 Dec 2015
- Research Event
How Do You Predict Demand and Set Prices For Products Never Sold Before?
in a digitally-transformed economy. “All of these decisions would be easy to make if I knew what consumer demand will be. The problem is that I have a lot of uncertainty in demand” All retailers face tricky tactical decisions related to... View Details
- August 2007
- Column
Pitch Your Offer—and Close the Deal
By: Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... View Details
Malhotra, Deepak, and Max H. Bazerman. "Pitch Your Offer—and Close the Deal." Negotiation 10, no. 8 (August 2007).