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  • All HBS Web  (12,695)
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  • January–February 2000
  • Article

The Electronic Negotiator: Negotiations over Email

By: Kathleen L. Valley
It's tempting to save time and money by negotiating through e-mail, rather than in person or by phone. But new research finds that people can be contentious-even dishonest-when negotiating solely by e-mail. View Details
Keywords: Negotiation; Communication Strategy
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Valley, Kathleen L. "The Electronic Negotiator: Negotiations over Email." Harvard Business Review 78, no. 1 (January–February 2000): 16–17. (Reprint F00103.)

    Madame Nguyen Thi Phuong Thao

    Keywords: Aviation

      Paul A. Gompers

      Paul Gompers, Professor of Business Administration at the Harvard Business School, specializes in research on financial issues related to start-up, high growth, and newly public companies. Professor Gompers has an appointment in both the View Details
      Keywords: electronics; health care; high technology; information technology industry; investment banking industry; pharmaceuticals; semiconductor; venture capital industry
      • August 2012 (Revised October 2015)
      • Technical Note

      A Note on Trust

      By: Jim Sharpe and Charles H. Green
      The effective manager and leader understands and appreciates trust at both the personal and the organizational levels. Most managers focus more on being trusted than on trusting. The best way to be trusted is to be worthy of trust—to be trustworthy. View Details
      Keywords: Turnarounds; Leadership Skills; Financial Crisis; Entrepreneurs; Entrepreneurship; Trust; Management Style; Leadership Style
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      Sharpe, Jim, and Charles H. Green. "A Note on Trust." Harvard Business School Technical Note 813-058, August 2012. (Revised October 2015.)
      • 18 Jul 2011
      • Research & Ideas

      Looking in the Mirror: Questions Every Leader Must Ask

      questions that will help them regroup, mobilize their team, formulate a plan of action, and move forward." In his new book, What to Ask the Person in the Mirror, Kaplan argues against the notion that... View Details
      Keywords: by Carmen Nobel
      • November 2014 (Revised February 2016)
      • Case

      DoubleDutch

      By: Frank V. Cespedes and Matthew G. Preble
      Lawrence Coburn and Pankaj Prasad, co-founders of the event solution startup DoubleDutch, have to make a significant decision about their young company's sales function. DoubleDutch's key product was a mobile application (app) and event management platform that... View Details
      Keywords: Sales Management; Selling; Marketing Management; Strategy Implementation; Business Marketing; Sales Force Management; Salesforce Management; Marketing; Sales; Marketing Strategy; Strategy; Entrepreneurship; Business Startups; Technology Industry; United States; Europe; Asia
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      Cespedes, Frank V., and Matthew G. Preble. "DoubleDutch." Harvard Business School Case 815-044, November 2014. (Revised February 2016.)
      • 10 Dec 2010
      • News

      Something for the weekend

      • November 2008
      • Case

      Eden McCallum

      By: Heidi K. Gardner and Robert G. Eccles
      This case illustrates the leadership and management challenges of starting a new firm based on a new business model and how success creates pressures that challenge the work/life balance which was one of the original goals of its two founders. The case also raises... View Details
      Keywords: Business Model; Business Startups; Entrepreneurship; Leadership; Work-Life Balance
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      Gardner, Heidi K., and Robert G. Eccles. "Eden McCallum." Harvard Business School Case 409-060, November 2008.
      • 09 Jun 2016
      • Blog Post

      Pursuing an Interest in Nonprofits at HBS

      There are a number of ways to pursue an interest in nonprofit organizations while at HBS.  I have personally explored this interest through joining the Board Fellows and Social Enterprise Consulting Club,... View Details
      • October 1993 (Revised July 1997)
      • Case

      Measure of Delight: The Pursuit of Quality at AT&T Universal Card Services (A)

      By: Roy D. Shapiro and Michael D. Watkins
      AT&T's Universal Card Services (UCS) has been extremely successful during its short lifetime. Dedicated to improving service quality and customer satisfaction, chief quality officer Rob Davis and his quality team have designed and put into place an unusual measurement... View Details
      Keywords: Customer Satisfaction; Policy; Compensation and Benefits; Performance Evaluation; Quality; System; Telecommunications Industry
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      Shapiro, Roy D., and Michael D. Watkins. "Measure of Delight: The Pursuit of Quality at AT&T Universal Card Services (A)." Harvard Business School Case 694-047, October 1993. (Revised July 1997.)

        Gerald Zaltman

        *Joined Harvard Faculty: 1991
        Prior Faculty Appointments: Northwestern University, 1968-75;
        University of Pittsburgh, 1975-91

        *Doctoral Degree in Sociology Received from: The John Hopkins University;
        MBA Degree Received from: The University of... View Details

        Keywords: advertising; apparel; automotive; beverage; biotechnology; consumer products; entertainment; financial services; food; health care; marketing industry; pharmaceuticals; retailing; sports; telecommunications
        • 30 Jul 2019
        • Blog Post

        Leadership That Defines you – Reflecting on my Time at HBS

        friends I've made and the experiences we've shared have been nothing short of transformative for me both personally and professionally. However, my time at HBS was a whirlwind... View Details
        • 21 Aug 2007
        • First Look

        First Look: August 21, 2007

        innovating managers will instead segment their markets by the different jobs that customers might use their products for, their probability of success will be much higher. Understanding the job is much more important than understanding... View Details
        Keywords: Martha Lagace
        • 04 May 2009
        • Research & Ideas

        What’s Next for the Big Financial Brands

        with their predicament. They consult their friends and neighbors more than ever. Advertising that captures these mood shifts is more effective. Thus, in Kansas, billboards use the first person to proclaim... View Details
        Keywords: by John Quelch; Banking; Financial Services
        • January 2009 (Revised March 2010)
        • Case

        LeBron James

        By: Anita Elberse and Jeff McCall
        In 2005, to the astonishment of many sports industry insiders, superstar basketball player LeBron James fired his agent and established his own firm, LRMR, to handle all aspects of his business ventures and marketing activities and named his childhood friend Maverick... View Details
        Keywords: Talent and Talent Management; Compensation and Benefits; Brands and Branding; Marketing Strategy; Sports; Sports Industry
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        Elberse, Anita, and Jeff McCall. "LeBron James." Harvard Business School Case 509-050, January 2009. (Revised March 2010.)
        • 01 May 2017
        • News

        Bad At Your Job? Maybe It's the Job’s Fault

        • July 1996
        • Case

        Craig Parks (A)

        By: David A. Thomas and Lisa J. Chadderdon
        Craig Parks is a 1992 HBS graduate who, without much deliberation, returns to work for his former employer, Taylor Burton on Wall Street. The choice proves to be a poor fit for Craig. The case documents his decision-making process, personal history, and the dilemma he... View Details
        Keywords: Personal Development and Career; Decision Choices and Conditions; Problems and Challenges
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        Thomas, David A., and Lisa J. Chadderdon. "Craig Parks (A)." Harvard Business School Case 497-013, July 1996.
        • 29 May 2013
        • News

        Companies Try to Make the First Day for New Hires More Fun

        • 18 Dec 2019
        • News

        2019 Awards Episode!

        • July 1994 (Revised January 1997)
        • Case

        Steamboat Ski & Resort Corporation

        By: Jeffrey F. Rayport
        The largest ski resort in Colorado must determine how to select customer segments to focus its promotional and service-delivery efforts. Making segmentation work depends on reordering its pricing policy and "service packages." View Details
        Keywords: Marketing Strategy; Service Delivery; Entertainment and Recreation Industry; Colorado
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        Rayport, Jeffrey F., Mary E. Callahan, Don Bramley, Katie King, and Hilary Nicholas. "Steamboat Ski & Resort Corporation." Harvard Business School Case 395-019, July 1994. (Revised January 1997.)
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