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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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- 15 Dec 2015
- First Look
December 15, 2015
findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining... View Details
Keywords: Carmen Nobel
- 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
- 09 Jul 2013
- Research & Ideas
Catching Up With Boards--Jay Lorsch
that establish the going rate for talent according to company size, industry, and geography. Salaries in these tables are reported in quartiles, from highest to lowest amounts, and no corporate compensation committee wants to say that it went View Details
Keywords: by Jim Aisner
- 15 Nov 2004
- Research & Ideas
Solving the Health Care Conundrum
commodity, the major actors have focused primarily on lowering and shifting costs, increasing their bargaining power, and restricting services. Providers have offered broad and undifferentiated services, competing based on convenience and... View Details
- 03 Oct 2017
- First Look
First Look at Research and Ideas, October 3, 2017
are skewed disproportionately amongst the rich, as the evidence suggests, then poorer matching in the marriage market will in turn lead to weaker bargaining positions for females. I test this theory and examine its implications for later... View Details
Keywords: by Sean Silverthorne
- 20 Aug 2024
- Book
Why Competing With Tech Giants Requires Finding Your Own Edge
turn, strengthens their bargaining position against each of these technology behemoths. To hub or not to hub: Finding the right path to grow your ecosystem When building an ecosystem, companies have choices: they can be a hub or a... View Details
- 04 Mar 2015
- What Do You Think?
Can a Laissez-Faire Approach Fix Labor Market Inequality?
wage disparity, which is more a symptom than a cause of the larger problem. These discussions often elicit an observation that, in many developed economies, too many workers can't live on the money they make. For whatever reason—globalization of and competition for... View Details
- 04 Dec 2000
- What Do You Think?
Have We Overdone Deregulation and Privatization?
that they just don't want to have to study or worry about. Life is already complex enough. Willis Emmons of the Georgetown University faculty and author of a new book, The Evolving Bargain (HBS Press), has spent several years studying the... View Details
Keywords: by James Heskett
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
Power at the bargaining table is rarely distributed evenly. A job seeker lacking alternative offers is not going to have much "hammer" in salary discussions with a prospective employer. But what happens when you are perceived to... View Details
Keywords: by Mallory Stark
- 13 May 2008
- First Look
First Look: May 13, 2008
procedures of Pratt (2007), including the Nash bargaining procedure, satisfy this. Other prominent efficient procedures do not. In two-agent problems, reducing the feasible set between the solution and one agent's maximum point increases... View Details
Keywords: Martha Lagace
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
does it." Q: What makes a great, ethical negotiator in your view? A: Foresight is critical to maintaining ethical standards. People get into trouble when they make hasty decisions, or when they feel as if they've been backed into a corner. Before you go to the... View Details
Keywords: by Martha Lagace
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
Uncertain Environment? Negotiating When the Rules Suddenly Change Following the adoption of a collective bargaining agreement in 2005, National Hockey League GMs had one month to absorb the new rules and put a team together. How to best... View Details
- 22 Dec 2009
- First Look
First Look: Dec. 22
receive significantly more capital expenditures than divisions through which the new CEO has advanced. The pattern of reverse-favoritism in capital allocation is more pronounced if the new CEO has less authority or if the unaffiliated divisions have more View Details
Keywords: Martha Lagace
- 12 Oct 1999
- Research & Ideas
Media Metamorphosis: Advertising in the Technology Age
the long-standing "full service" industry norm, there has been a growing trend toward agencies unbundling the media function from creative and other services provided to clients. At the same time, multiproduct advertisers have sought to increase their View Details
- 27 Jan 2009
- First Look
First Look: January 27, 2009
models and policies are incomplete without taking into account the bargaining process and, in particular, the way in which this process interacts with underlying control structures in the household. Testing the Commitment Hypothesis in... View Details
Keywords: Martha Lagace
- 16 Jul 2008
- Op-Ed
What Should Employers Do about Health Care?
and value. But health care has been treated as a commodity and cost reduction has been the dominant approach. Employers have gone to their vendors, health plans, or third-party administrators in the case of self insured plans, and tried to View Details
- 27 Feb 2013
- Research & Ideas
Sidetracked: Why Can’t We Stick to the Plan?
"Nike" shoes, "Versace" T-shirts, "Louis Vuitton" bags, "Prada" wallets, and "Ray-Ban" sunglasses — all of them at bargain prices, and all of them closely resembling the authentic products... View Details
Keywords: Re: Francesca Gino
- 15 Jan 2008
- First Look
First Look: January 15, 2008
arbitrary bargaining sets and existence is proved. For two or three participants, the expected utilities are unique. For more, under additivity, the geometric mean separates the prices where uniqueness holds and where it fails; it holds... View Details
Keywords: Martha Lagace