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  • All HBS Web  (827)
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Show Results For

  • All HBS Web  (827)
    • People  (2)
    • News  (166)
    • Research  (526)
    • Events  (2)
    • Multimedia  (3)
  • Faculty Publications  (324)
← Page 16 of 827 Results →
  • 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
  • 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
  • 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
  • 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
  • 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

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
  • 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
  • 26 Sep 2023
  • Cold Call Podcast

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

Keywords: Sports
  • 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
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Lax, David A., and James K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. NY: Free Press, 1986. (Also published in Czech, French, Italian, and Spanish editions.)
  • 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
  • April 2017
  • Article

BATNAs in Negotiation: Common Errors and Three Kinds of 'No'

By: James K. Sebenius
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
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Read Now
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Sebenius, James K. "BATNAs in Negotiation: Common Errors and Three Kinds of 'No'." Negotiation Journal 33, no. 2 (April 2017): 89–99.
  • 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
  • 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
  • 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
  • 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
  • 01 Sep 2023
  • News

Startup Success Beyond Silicon Valley

this kind of work than at HBS,” he says. Gompers hopes the new course will inspire students from emerging economies to return home and start companies. “Over the course of my career, I have seen how entrepreneurship can lift entire economies. Equipped with the... View Details
Keywords: Jennifer Mele
  • 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
  • 10 Jan 2023
  • Op-Ed

Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage

you wish for each other to encourage their path forward. For example, wishing them a great new partnership or a challenging new role. Finally, commit to each other. This may be very tactical like committing to getting together once a... 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
  • Web

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
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