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- Faculty Publications (146)
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- All HBS Web (451)
- Faculty Publications (146)
- 28 Feb 2005
- Research & Ideas
How to Harness Auction Fever
commitment, and what you call "auction fever." How are these phenomena related? A: The phenomena are related in that they lead to a similar outcome: overbidding in auctions. That is, any of these might lead to an auction View Details
- 14 Mar 2019
- News
The Merchant of Osaka
situations. She had participated in negotiations with tough-as-nails CEOs and landed major clients like Nike and Coca-Cola. “But when the doctor threw the chart at me, I was about to cry,” she says. She grew... View Details
Keywords: Health, Social Assistance
- 11 Sep 2012
- First Look
First Look: September 11
unconscious thought (UT), more so than after conscious thought (CT). We aimed to test the hypothesis that UT decreases intrusions and increases conceptual organization in memory. Methods. Participants were shown a stressful film and were... View Details
Keywords: Sean Silverthorne
- 24 Sep 2013
- First Look
First Look: September 24
view, the fact remains that an effective conversation about sustainability requires the participation of both sides of the market. There are two main mechanisms for companies to communicate to the market as a way of starting this... View Details
Keywords: Sean Silverthorne
- 23 Nov 2010
- First Look
First Look: November 23
Abstract Because the market for online advertising is both new and fast-changing, participants experiment with all manner of variations. Should an advertiser's payment reflect the number of times an ad was shown, the number of times it... View Details
Keywords: Sean Silverthorne
- Web
Harvard Business School and Polaroid - Edwin H. Land & Polaroid | Harvard Business School
the Harvard Business School (HBS) campus on June 4, 1927 marked the formal recognition of HBS as a major research institution, partner with American enterprise, and participant in the greater Boston business community. A leading example... View Details
- Web
Creating Brand Value - Course Catalog
firms, consumers, and other cultural producers, and of brands as meaning-based, relational assets that must be carefully designed, curated, and negotiated to unlock their considerable value. As branding becomes more participatory,... View Details
- 10 Jun 2014
- First Look
First Look: June 10
gestures in negotiations because people feel comfortable initiating negotiations with them and believe they signal cooperation (Study 1). We show that handshakes increase cooperative behaviors, affecting... View Details
Keywords: Sean Silverthorne
- Career Coach
Philippe Taieb
Media, Sports & Entertainment, and CPG) on the entire career transition continuum, from self-assesment to salary negotiation. He has also coached participants of Executive Education programs and he has mentored over a dozen teams of... View Details
- 16 Mar 2010
- First Look
First Look: March 16
"course researchers," whose class participation can be exceptionally valuable in the theory-building process. Buy Local? The Geography of Successful Venture Captial Expansion Authors:Paul A. Gompers, Henry Chen, Anna Kovner, and... View Details
Keywords: Martha Lagace
- 01 Sep 2004
- News
Promise & Perils
Arrival: Forum participants were greeted at Shanghai’s new international airport. Forum: Dean Clark with GLF chair Andrew Yao (MBA ’92); Han Zheng, Shanghai’s Mayor; Wang Mengkui, state development director. Breakout Sessions: Alumni... View Details
- 11 Feb 2014
- First Look
First Look: February 11
may lead to dishonesty (as shown in prior work), and dishonesty may lead to creativity (the hypothesis we tested in this research). In five experiments, participants had the opportunity to behave dishonestly by overreporting their... View Details
Keywords: Sean Silverthorne
- 13 Nov 2012
- First Look
First Look: November 13
have the chance to be cruel or kind to someone entirely different-to pay it forward? In five experiments, participants received greedy, equal, or generous divisions of money or labor from an anonymous person, and then divided additional... View Details
Keywords: Sean Silverthorne
- 21 Feb 2017
- First Look
First Look at New Research: February 21
explores how language shapes the ways in which employees who work in global organizations communicate and negotiate linguistic and cultural differences. Bringing together 650 interviews conducted across Rakuten’s locations in Brazil,... View Details
Keywords: Carmen Nobel
- 21 Oct 2008
- First Look
First Look: October 21, 2008
2002). No prior evidence at a societal level has manipulated both structural predictors and measured both stereotypes and prejudices. In the present study, participants (n = 120) responded to an immigration scenario depicting a high- or... View Details
Keywords: Martha Lagace
- 01 Dec 2005
- News
Winning Legally
actively participate in a dialogue. When an attorney is asked to draft a contract, he or she should have enough knowledge about the broader business context to speak up if the rationale behind the deal seems flawed. Similarly, if a lawyer... View Details
Keywords: Deborah Blagg
- 05 Jan 2010
- First Look
First Look: January 5
that action is taken to address the problems, and (3) communicating about actions taken. Sixty-nine randomly selected hospitals, 20 of which were randomly selected to engage in the three activities for 18 months, participated in the... View Details
Keywords: Martha Lagace
- 19 Aug 2008
- First Look
First Look: August 19, 2008
Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=409023 Negotiating Equity Splits at UpDown Harvard Business School Case 809-020 Michael Reich is having severe doubts about how he split the equity with... View Details
Keywords: Sean Silverthorne
- 12 Jul 2016
- First Look
July 12, 2016
July–August 2016 Harvard Business Review How to Negotiate with a Liar By: John, Leslie Abstract—People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best... View Details
Keywords: Sean Silverthorne
- 15 Jan 2008
- First Look
First Look: January 15, 2008
organizational studies research. We empirically assess this assertion by analyzing studies of negotiation published in top peer-reviewed management, psychology, sociology, and industrial relations journals from 1990 to 2005. Our findings... View Details
Keywords: Martha Lagace