Tactics - Publications - Faculty & Research

April 2017
Article

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: Agreements and Arrangements; Negotiation Tactics

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Leading in the Classroom - Christensen Center for Teaching & Learning

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

19 Dec 2022
Research & Ideas

What Motivates People to Give Generously—and Why We Sometimes Don't

because you feel obligated. There are tactics that you can use to increase giving in, in the short-term, but it’s always important to consider the effects of this short-term success on people’s feelings toward that charity, in the... View Details

Keywords: by Jen McFarland Flint, HBS Alumni Bulletin

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Resources - Christensen Center for Teaching & Learning

Teaching Quantitative Material Strategies and Tactics for Sensitive Topics Featured Video In this video Professor Jan Rivkin explores General Shoe Company, the first Harvard Business School case study, how the case method came to be at... View Details

1986
Book

The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain

By: David A Lax and James K. Sebenius

Keywords: Negotiation Tactics; Competitive Advantage

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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

26 Sep 2023
Cold Call Podcast

The PGA Tour and LIV Golf Merger: Competition vs. Cooperation

Keywords: Sports

07 May 2012
Research & Ideas

The Art of Haggling

Let's say a successful businessman is in the process of buying a lakeside cottage from the original owner. The prospective buyer makes a lowball offer. The owner counters with a high demand. Both parties chest their cards, each hoping the other will misplay his hand.... View Details

Keywords: by Katie Johnston

Teaching Interest

Negotiation

By: Kevin P. Mohan

Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... View Details

28 Feb 2018
Sharpening Your Skills

Master the Team Meeting

of the tougher topics (budget, staffing, etc.). This fortifies the culture of your team both inside and outside of the meeting. Tactical Stuff The time of the meeting and who attends is just as important as the agenda and the content. Pro... View Details

Keywords: by Julia Austin

09 Jan 2012
Research & Ideas

Location, Location, Location: The Strategy of Place

as nearby supporting industries; the company's ability to seek and retrieve knowledge in this setting; and its capability to do something better than competitors. An example of a firm playing tactical checkers instead of strategic chess... View Details

Keywords: by Dina Gerdeman

11 Aug 2008
Research & Ideas

Strategy Execution and the Balanced Scorecard

in the book the different roles, frequencies, participants, and agendas for operational review meetings and strategy review meetings. We open the book with a great quote often but perhaps inaccurately attributed to Sun Tzu in The Art of War: "Strategy without... View Details

Keywords: by Martha Lagace

01 Sep 2023
News

Startup Success Beyond Silicon Valley

Professor Paul Gompers visited Endeavor Saudi Arabia, a nonprofit that promotes startups in emerging markets. Pictured are Alpana Thapar and Fares Khrais (both of the Middle East and North Africa Research Center), Gompers, Lateefa Alwaalan (Endeavor Saudi Arabia), and... View Details

Keywords: Jennifer Mele

29 Mar 2022
Book

5 Qualities That Help Companies Thrive for Decades—Even Centuries

write the authors. The book explores tactics used by several long-time entrepreneurs: Ratan Tata, former chairperson of Tata Group; Anu Aga, former head of Thermax; Adi Godrej, chairperson of the Godrej Group; Kiran Mazumdar-Shaw,... View Details

Keywords: by Sean Silverthorne

30 May 2005
Research & Ideas

Six Steps for Making Your Threat Credible

made its threat credible. This may be more than enough of an incentive for you to decide not to bid after all. As the CEO's strategy illustrates, increasing the costs you will incur by not following through on your threats can persuade others that you mean business.... View Details

Keywords: by Deepak Malhotra

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Women’s Leadership Summit - Alumni

of interesting speakers and topics.” — HBS Alumna (MBA 2013) “Love the breadth of topics across industries, functions, soft and hard skills, aspirational and tactical - something for everyone!!” — Alumni Board Member (MBA 2014) “(I) was... View Details

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Virtual Job Search Teams - Alumni

ready to take the next step in their careers and launch a job search. You will get the most out of the program if you have an idea of what you want to try next and you are ready to tactically approach the job search. What is the structure... View Details

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Women at HBS - Alumni

and mobilizes professionals who deliver strategic and tactical advice to a wide range of clients. Chief , cofounded by Carolyn Childers (MBA 2008) , supports New York—based women in their journey to executive leadership. The private... View Details

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

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Pre-Class Arrival - Christensen Center for Teaching & Learning

instructor energize the subsequent class discussion and signal strong commitment to learning. Transcript Christensen Center Tip Sheets Characteristics of Effective Case Method Teaching Elements of Effective Class Preparation Guidelines for Effective Observation of Case... View Details

Publications