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Show Results For
- All HBS Web
(849)
- People (2)
- News (153)
- Research (515)
- Events (2)
- Multimedia (3)
- Faculty Publications (314)
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- 24 Nov 2009
- First Look
First Look: Nov. 24
"setup" of a negotiation itself—its parties, their interests, their no-deal options, the sequence and basic process choices or design-into the realm of strategic and tactical choice. Hiding the Evidence of Valid Theories: How... View Details
Keywords: Martha Lagace
- 03 Jan 2016
- Research & Ideas
NFL Black Monday: How Much Do Coaches Really Matter?
important question: Can able managers create value for their organizations by applying the resources at their disposal, and are they thus a source of competitive advantage? In general, NFL head coaches are responsible for player management and View Details
- 19 Apr 2011
- First Look
First Look: April 19
margins from its Help Desk contract with Fonaveu, a large, strategically important customer. Emergia is considering tactics such as overdelivering on calls that incur lower costs (while underdelivering on high cost calls), offshoring the... View Details
Keywords: Sean Silverthorne
- 31 Jul 2006
- Research & Ideas
When Not to Trust Your Gut
information, unforeseen issues, and tactics that you did not anticipate. In negotiation, patience often generates significant dividends. To avoid falling back on System 1 thinking, structure a process that allows you to rethink or... View Details
Keywords: by Max H. Bazerman & Deepak Malhotra
- 27 Sep 2004
- Research & Ideas
IBM Finds Profit in Diversity
task forces' progress at various junctures to IBM's Worldwide Management Council. Gerstner and Childs followed up with the task force sponsors to ensure that the groups were gathering meaningful information and connecting it to the business. The task forces' work has... View Details
Keywords: by David A. Thomas
- 1985
- Book
The Manager as Negotiator and Dispute Resolver
By: James K. Sebenius, D. A. Lax, R. Weber, W. Samuelson and T. Weeks
Keywords: Negotiation Tactics
Sebenius, James K., D. A. Lax, R. Weber, W. Samuelson, and T. Weeks. The Manager as Negotiator and Dispute Resolver. NIDR teaching materials series. Washington, D.C.: National Institute for Dispute Resolution, 1985.
- March 2017
- Article
Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others
By: Todd Rogers, Richard Zeckhauser, F. Gino, Michael I. Norton and Maurice E. Schweitzer
Paltering is the active use of truthful statements to convey a misleading impression. Across two pilot studies and six experiments, we identify paltering as a distinct form of deception. Paltering differs from lying by omission (the passive omission of relevant... View Details
Rogers, Todd, Richard Zeckhauser, F. Gino, Michael I. Norton, and Maurice E. Schweitzer. "Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others." Journal of Personality and Social Psychology 112, no. 3 (March 2017): 456–473.
- 12 Feb 2013
- First Look
First Look: Feb. 12
charcoal and fuel wood. Antitrust Scrutiny of Google Authors:Edelman, Benjamin G. Publication:Journal of Law Abstract I evaluate antitrust claims against Google and propose possible remedies. While Google's specific tactics are often... View Details
Keywords: Sean Silverthorne
- 10 Jan 2011
- Research & Ideas
Is Groupon Good for Retailers?
accounts—a tactic that consumers have already used at many online retailers. And industry norms let consumers find ways around almost any rule intended to block multiple purchases. For example, even when consumers are limited to a single... View Details
- 27 Feb 2018
- First Look
First Look at New Research and Ideas, February 27, 2018
funding for their startups when responding to prevention-focused questions with promotion-focused answers. As we offer evidence regarding tactics that can be employed to diminish the gender disadvantage in funding outcomes, this study has... View Details
Keywords: Sean Silverthorne
- 22 Jul 2002
- Research & Ideas
How Business Strategy Tamed the “Invisible Hand”
strategic and tactical planning. Many argued that the Army, Navy, Marines, and Air Force would be more efficient if they were unified into a single organization. As the debate raged, Philip Selznick, a sociologist, noted that the Navy... View Details
Keywords: by Pankaj Ghemawat
- 26 Feb 2019
- First Look
New Research and Ideas, February 26, 2019
organizational mechanisms can help: guardrails that protect the weaker of the two goals, dynamic decision-making that treats high-level goals as sacrosanct but tactical decisions as provisional, and leaders dedicated to “both/and”... View Details
Keywords: Dina Gerdeman
- 20 Feb 2006
- HBS Case
Oprah: A Case Study Comes Alive
[Harpo Productions] has a sense of that.—Nancy Koehn "For example, no one starts a meeting at Harpo without stating, 'Here is my intention.' It operates this way at high levels in the company as well as on day-to-day tactical... View Details
- August 1996 (Revised December 1996)
- Background Note
Two Psychological Traps in Negotiation
Two psychological traps, anchoring and framing, and their role in negotiation are described. The anchoring section describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's... View Details
Keywords: Negotiation Tactics
Wu, George. "Two Psychological Traps in Negotiation." Harvard Business School Background Note 897-036, August 1996. (Revised December 1996.)
- April 1995 (Revised June 1995)
- Background Note
Anchoring and First Offers in Negotiation
Describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's perception of the other side's bottom line and hence the set of possible outcomes. View Details
Wu, George. "Anchoring and First Offers in Negotiation." Harvard Business School Background Note 895-070, April 1995. (Revised June 1995.)
- 24 Feb 2009
- First Look
First Look: February 24, 2009
distribution services (GDSs)—such as SABRE—to reach travel agents. But GDSs held significant tactical advantages. For example, GDSs had signed long-term exclusive contracts with the corporate customers who were American's best customers.... View Details
Keywords: Martha Lagace
- June 2002 (Revised March 2011)
- Supplement
Discount & Hawkins Openings: Highlights of the Transcript
This case presents a transcript of a video that illustrates two possible ways that two professional negotiators might perform in a negotiation simulation. It ighlights two possible "openings" of the negotiation, displaying possible ways value might be created and/or... View Details
Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the Transcript." Harvard Business School Video Supplement 902-225, June 2002. (Revised March 2011.)
- 16 Jul 2013
- First Look
First Look: July 16
that may be to do. In this article, the authors look at research from behavioral economics, social psychology, and other disciplines and offer practical tactics for leaders hoping to project a healthy amount of both qualities. Publisher's... View Details
Keywords: Anna Secino
- 17 Jul 2012
- First Look
First Look: July 17
and civil aviation authorities might undertake over time horizons of months to years as well as tactical measures that may be adopted on a daily basis in response to dynamic, "real time" developments like poor weather or... View Details
Keywords: Sean Silverthorne
- October 1997 (Revised December 1997)
- Case
Arrow Electronics: The Schweber Acquisition
The CEO of Arrow is about to negotiate the acquisition of a smaller competitor to achieve economies of scale. The case presents data to permit evaluation of prices to bid and negotiating strategy. View Details
Rosenbloom, Richard S., and Stephen Kaufman. "Arrow Electronics: The Schweber Acquisition." Harvard Business School Case 798-020, October 1997. (Revised December 1997.)