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    • All HBS Web  (120,184)
      • Faculty Publications  (2,004)

      Negotiation, Organizations & MarketsRemove Negotiation, Organizations & Markets →

      ← Page 19 of 2,004 Results →
      • September 2020 (Revised June 2021)
      • Case

      Gong: Resonating Conversational Insights

      By: Alison Wood Brooks and Trevor Spelman
      In 2015, Amit Bendov was struck by a realization about a new technology that might be able to transcribe musical notation in real-time, which eventually became known as Gong. Gong’s business proposition was simple: provide software that automatically captures,... View Details
      Keywords: Applications and Software; Technological Innovation; Communication; Performance Effectiveness; Sales; Customer Satisfaction; Competitive Strategy
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      Brooks, Alison Wood, and Trevor Spelman. "Gong: Resonating Conversational Insights." Harvard Business School Case 921-015, September 2020. (Revised June 2021.)
      • 2020
      • Book

      Better, Not Perfect: A Realist's Guide to Maximum Sustainable Goodness

      By: Max Bazerman
      Every day, you make hundreds of decisions. They’re largely personal, but these choices have an ethical twinge as well; they value certain principles and ends over others. Bazerman argues that we can better balance both dimensions—and we needn’t seek perfection to make... View Details
      Keywords: Decision Making; Moral Sensibility; Ethics; Corporate Social Responsibility and Impact
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      Bazerman, Max. Better, Not Perfect: A Realist's Guide to Maximum Sustainable Goodness. New York: Harper Business, 2020.
      • 27 Aug 2020
      • Other Presentation

      How Social Media Can Kill or Enhance Your Deals

      By: David A. Lax, James K. Sebenius and Ben Cook
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      Lax, David A., James K. Sebenius, and Ben Cook. "How Social Media Can Kill or Enhance Your Deals." Part 1, New Rules for Negotiators, Lax Sebenius LLC, August 27, 2020.
      • 10 Sep 2020
      • Other Presentation

      Negotiation in the Era of Social Media

      By: James K. Sebenius
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      Sebenius, James K. "Negotiation in the Era of Social Media." Part 2, New Rules for Negotiators, Lax Sebenius LLC, September 10, 2020.
      • August 2020 (Revised October 2020)
      • Teaching Note

      To Prioritize Money or Time? The P-Mot Exercise (Instructor)

      By: Ashley Whillans and Liz Goldenberg
      Teaching Note for HBS Case No. 921-012. Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents... View Details
      Keywords: Time; Time As Money; Trade-offs; Money; Time Management; Decision Making
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      Whillans, Ashley, and Liz Goldenberg. "To Prioritize Money or Time? The P-Mot Exercise (Instructor)." Harvard Business School Teaching Note 921-013, August 2020. (Revised October 2020.)
      • August 2020 (Revised October 2020)
      • Exercise

      To Prioritize Money or Time? The P-Mot Exercise (Student)

      By: Ashley Whillans and Liz Goldenberg
      Working professionals are often in the predicament of needing to make a choice between activities that will grant them more money or more time. Indeed, in large-scale representative panels of working adults, most respondents report feeling pressed for both time and... View Details
      Keywords: Time; Time-as Money; Money; Time Management; Decision Making
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      Whillans, Ashley, and Liz Goldenberg. "To Prioritize Money or Time? The P-Mot Exercise (Student)." Harvard Business School Exercise 921-012, August 2020. (Revised October 2020.)
      • August 24, 2020
      • Editorial

      How to (Actually) Save Time When You're Working Remotely

      By: Lauren C. Howe, A.V. Whillans and Jochen I. Menges
      The pandemic has given many of us the opportunity to ditch the commute and work from home long-term, offering huge potential time savings. But to truly reap the benefits of remote work during the current crisis and beyond, we need to think proactively about how we... View Details
      Keywords: Time; Remote Work; COVID-19 Pandemic; Work-Life Balance; Time Management; Well-being
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      Howe, Lauren C., A.V. Whillans, and Jochen I. Menges. "How to (Actually) Save Time When You're Working Remotely." Harvard Business Review (website) (August 24, 2020).
      • 2020
      • Working Paper

      Consumers Punish Firms That Cut Employee Pay in Response to COVID-19

      By: Bhavya Mohan, Serena Hagerty and Michael Norton
      Two experiments, including one incentive compatible study, examine the impact of cutting pay for executives versus employees in response to COVID-19 on consumer behavior. Study 1 explores the effect of announcing cuts or no cuts to CEO and employee pay, and shows that... View Details
      Keywords: Employee Furloughs; CEO Pay Cuts; Pay Ratios; Purchase Intention; Health Pandemics; Employees; Wages; Executive Compensation; Consumer Behavior
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      Mohan, Bhavya, Serena Hagerty, and Michael Norton. "Consumers Punish Firms That Cut Employee Pay in Response to COVID-19." Harvard Business School Working Paper, No. 21-020, August 2020.
      • 2020
      • Book

      Dealmaking: The New Strategy of Negotiauctions

      By: Guhan Subramanian
      Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal.
      Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business... View Details
      Keywords: Negotiation; Auctions; Strategy; Competition; Markets; Negotiation Deal
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      Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. 2nd edition. New York: W. W. Norton & Company, 2020.
      • Article

      Common Variants of the Oxytocin Receptor Gene Do Not Predict the Positive Mood Benefits of Prosocial Spending

      By: Ashley V. Whillans, Lara B. Aknin, Colin Ross, Lihan Chen and Frances S. Chen
      Who benefits most from helping others? Previous research suggests that common polymorphisms of the oxytocin receptor gene (OXTR) predict whether people behave generously and experience increases in positive mood in response to socially-focused experiences in daily... View Details
      Keywords: Prosocial Behavior; Positivity; Behavior Genetics; Individual Differences; Behavior; Emotions; Genetics; Spending
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      Whillans, Ashley V., Lara B. Aknin, Colin Ross, Lihan Chen, and Frances S. Chen. "Common Variants of the Oxytocin Receptor Gene Do Not Predict the Positive Mood Benefits of Prosocial Spending." Emotion 20, no. 5 (August 2020): 734–749.
      • August 2020
      • Article

      Contextual Determinants of Parental Reflective Functioning: Children with Autism versus Their Typically Developing Siblings

      By: Yael Enav, Dana Erhard-Weiss, Amit Goldenberg, Marguerite Knudston, Antonio Y. Hardan and James J. Gross
      In this study, we examined parental reflective functioning using the Parental Developmental Interview when parents were talking about their interactions with their child with autism versus the child’s typically developing siblings. Our sample included 30 parents who... View Details
      Keywords: Autism Spectrum Disorders; Family Functioning And Support; Parents; Reflective Functioning; Siblings; Health Disorders; Family and Family Relationships
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      Enav, Yael, Dana Erhard-Weiss, Amit Goldenberg, Marguerite Knudston, Antonio Y. Hardan, and James J. Gross. "Contextual Determinants of Parental Reflective Functioning: Children with Autism versus Their Typically Developing Siblings." Autism 24, no. 6 (August 2020).
      • August 2020
      • Article

      Do Physician Incentives Increase Patient Medication Adherence?

      By: Edward Kong, John Beshears, David Laibson, Brigitte Madrian, Kevin Volpp, George Loewenstein, Jonathan Kolstad and James J. Choi
      We conducted a randomized experiment (911 primary care practices and 8,935 nonadherent patients) to test the effect of paying physicians for increasing patient medication adherence in three drug classes: diabetes medication, antihypertensives, and statins. We measured... View Details
      Keywords: Health Economics; Medication Adherence; Physician Payment Incentives; Primary Care; Quality Improvement; Health Care and Treatment; Motivation and Incentives; Behavior
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      Kong, Edward, John Beshears, David Laibson, Brigitte Madrian, Kevin Volpp, George Loewenstein, Jonathan Kolstad, and James J. Choi. "Do Physician Incentives Increase Patient Medication Adherence?" Health Services Research 55, no. 4 (August 2020): 503–511.
      • August 2020
      • Article

      Does Spending Money on Others Promote Happiness? A Registered Replication Report

      By: Lara B. Aknin, Elizabeth W. Dunn, Jason Proulx, Iris Lok and Michael I. Norton
      Research indicates that spending money on others—prosocial spending—leads to greater happiness than spending money on oneself (e.g., Dunn, Aknin, & Norton, 2008, 2014). These findings have received widespread attention because they offer insight into why people engage... View Details
      Keywords: Prosocial Spending; Generosity; Well-being; Replication; Happiness; Behavior; Spending
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      Aknin, Lara B., Elizabeth W. Dunn, Jason Proulx, Iris Lok, and Michael I. Norton. "Does Spending Money on Others Promote Happiness? A Registered Replication Report." Journal of Personality and Social Psychology 119, no. 2 (August 2020).
      • 2020
      • Chapter

      Emotions and Emotion Regulation

      By: Svenja A. Wolf, Amit Goldenberg and Mickaël Campo
      This is the first textbook to explore and explain the contribution of social groups and social identity to all aspects of sports and exercise—from leadership, motivation and communication to mental health, teamwork, and fan behaviour. In the context of increasing... View Details
      Keywords: Emotion Regulation; Emotions; Social Psychology
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      Wolf, Svenja A., Amit Goldenberg, and Mickaël Campo. "Emotions and Emotion Regulation." In The New Psychology of Sport & Exercise: The Social Identity Approach, edited by S. Alexander Haslam, Katrien Fransen, and Filip Boen, 147–164. London: SAGE Publications, 2020.
      • Article

      Forgoing Earned Incentives to Signal Pure Motives

      By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
      Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are... View Details
      Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception
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      Kirgios, Erika L., Edward H. Chang, Emma E. Levine, Katherine L. Milkman, and Judd B. Kessler. "Forgoing Earned Incentives to Signal Pure Motives." Proceedings of the National Academy of Sciences 117, no. 29 (July 21, 2020): 16891–16897.
      • 2020
      • Working Paper

      Older People Are Less Pessimistic About the Health Risks of COVID-19

      By: Pedro Bordalo, Katherine B. Coffman, Nicola Gennaioli and Andrei Shleifer
      A central question for understanding behaviour during the COVID-19 pandemic, at both the individual and collective levels, is how people perceive the health and economic risks they face. We conducted a survey of over 1,500 Americans from May 6–13, 2020, to understand... View Details
      Keywords: Health Pandemics; Risk and Uncertainty; Perception; Age
      Citation
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      Bordalo, Pedro, Katherine B. Coffman, Nicola Gennaioli, and Andrei Shleifer. "Older People Are Less Pessimistic About the Health Risks of COVID-19." NBER Working Paper Series, No. 27494, July 2020.
      • 2022
      • Working Paper

      Optimal Illiquidity

      By: John Beshears, James J. Choi, Christopher Clayton, Christopher Harris, David Laibson and Brigitte C. Madrian
      We calculate the socially optimal level of illiquidity in an economy populated by households with taste shocks and naive present bias. The government chooses mandatory contributions to accounts, each witha different pre-retirement withdrawal penalty. Collected... View Details
      Keywords: Illiquidity; Commitment; Flexibility; Savings; Social Security; Retirement; Government Legislation; Taxation; Saving
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      Beshears, John, James J. Choi, Christopher Clayton, Christopher Harris, David Laibson, and Brigitte C. Madrian. "Optimal Illiquidity." Working Paper, July 2022.
      • July–August 2020
      • Article

      Sarcasm, Self-Deprecation, and Inside Jokes: A User's Guide to Humor at Work

      By: Brad Bitterly and Alison Wood Brooks
      Humor is widely considered essential in personal relationships, but in leaders, it’s seen as an ancillary behavior. Though some leaders use humor instinctively, many more could wield it purposefully. Humor helps build interpersonal trust and high-­quality work... View Details
      Keywords: Managing People; Humor; Leadership; Relationships
      Citation
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      Bitterly, Brad, and Alison Wood Brooks. "Sarcasm, Self-Deprecation, and Inside Jokes: A User's Guide to Humor at Work." Harvard Business Review 98, no. 4 (July–August 2020): 96–103.
      • June 2020
      • Teaching Plan

      Chief

      By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
      Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details
      Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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      Coffman, Katherine B., Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein, and Katherine Chen. "Chief." Harvard Business School Teaching Plan 920-033, June 2020.
      • 2020
      • Chapter

      Building Emergency Savings Through Employer-Sponsored Rainy-Day Savings Accounts

      By: John Beshears, James J. Choi, J. Mark Iwry, David C. John, David Laibson and Brigitte C. Madrian
      Roughly half of Americans live paycheck to paycheck. When financial shocks occur during their working life, many of these households tap into their retirement savings accounts. We explore the practical considerations and challenges associated with helping households... View Details
      Keywords: Savings; Household; Saving
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      Beshears, John, James J. Choi, J. Mark Iwry, David C. John, David Laibson, and Brigitte C. Madrian. "Building Emergency Savings Through Employer-Sponsored Rainy-Day Savings Accounts." In Tax Policy and the Economy, Volume 34, edited by Robert A. Moffitt, 43–90. Chicago: University of Chicago Press, 2020.
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