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

Citation

Find at Harvard

Read Now

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

Web

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

Web

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

24 Apr 2018
Op-Ed

Op-Ed: What Mark Zuckerberg Can Learn About Crisis Leadership from Starbucks

it are not representative of our Starbucks mission and values.” In contrast, Zuckerberg ducked the spotlight for five days and even then tried to shift the argument away from data privacy. In terms of public support, this tactic backfired... View Details

Keywords: by Bill George; Technology; Food & Beverage

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

Web

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

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

15 Nov 2022
Book

Stop Ignoring Bad Behavior: 6 Tips for Better Ethics at Work

also advising the government—the drug-regulation division of the US Food and Drug Administration—on how to strengthen its oversight of pharma. In addition to this alleged conflict of interest, McKinsey recommended questionable sales View Details

Keywords: by Pamela Reynolds

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

Web

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

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

Citation

Find at Harvard

Web

Events - Business & Environment

impact or support. Investors, activists, and community members want returns faster. Please join us on January 23rd, 2025 in Miami for a session led by Professor Rosabeth Moss Kanter featuring leadership challenges, strategies, and tactics... View Details

26 Sep 2023
Cold Call Podcast

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

Keywords: Sports

Web

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

Web

Health Care - Faculty & Research

capabilities? Who should drive the pace of implementation - business units responsible for results or technology leaders pushing innovation? While Fandrich viewed AI as a strategic necessity that would transform the business, others saw it as a View Details

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

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

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

Publications