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- All HBS Web (78)
- Faculty Publications (12)
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Podcasts - Managing the Future of Work
face—but has the contract labor market improved for white-collar workers, as more, particularly younger professionals, opt in? A look at the benefits for both sides of the bargain and how AI changes the calculus. ManpowerGroup’s Jonas... View Details
- 07 Jul 2022
- HBS Case
How a Multimillion-Dollar Ice Cream Startup Melted Down (and Bounced Back)
fell in love with a Brooklyn storefront and bargained down its rent. But on the day they were to sign a lease and open their scoop shop, Smith was offered a sought-after executive position at an audiobook company. His two children weighed... View Details
Keywords: by Pamela Reynolds
- 17 Jan 2024
- HBS Case
Psychological Pricing Tactics to Fight the Inflation Blues
businesses today will need to lean hard on psychological pricing strategies to convince customers to overcome their reluctance to spend, according to recent research by Elie Ofek, the Malcolm P. McNair Professor of Marketing at Harvard... View Details
- 07 Feb 2012
- First Look
First Look: February 7
communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of... View Details
Keywords: Sean Silverthorne
- 19 Dec 2023
- Research & Ideas
15 Podcast Episodes That Grabbed Listeners in 2023
an Impact Great business leaders are problem solvers. That’s what sparked Susan Tynan to found Framebridge, a custom framing company. When Tynan couldn’t find a reasonably priced place to frame her beloved posters, she launched a business, which took off after years of... View Details
Keywords: by Danielle Kost
- 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
- 08 Mar 2021
- In Practice
COVID Killed the Traditional Workplace. What Should Companies Do Now?
A year ago, COVID-19 forced many companies to send employees home—often with a laptop and a prayer. Now, with COVID cases subsiding and vaccinations rising, the prospect of returning to old office routines appears more possible. But will employees want to flock back to... View Details
Keywords: by Dina Gerdeman
- 27 Apr 2016
- Research & Ideas
How the FBI Reinvented Itself After 9/11
It is hard to imagine a more difficult and tragic trial by fire for a new leader. On September 4, 2001, Robert Mueller started his new job as the sixth director of the Federal Bureau of Investigation. A mere week later, on September 11,... View Details
Keywords: by Carmen Nobel
- 22 Apr 2019
- Research & Ideas
Why Salespeople Struggle at Leading
shouldn’t ever manage, Cespedes cautions. Quite the contrary; sales managers make important decisions that affect salespeople’s lives—doling out territories and quotas—and it’s hard to gain the staff’s respect if managers have never... View Details
Keywords: by Dina Gerdeman
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
for being willing to sacrifice dollars for principle. Some negotiators intentionally bargain hard every time to create reputational capital, which entails an investment (in this example, in how you are... View Details
Keywords: by Deepak Malhotra
- 13 May 2013
- Research & Ideas
How to Spot a Liar
to lie," Van Swol says. "Using so much of your brain to lie may make it hard to monitor yourself in other areas." Liars used far more third-person pronouns than truth tellers or omitters. "This is a way of distancing... View Details
Keywords: by Carmen Nobel
- 27 Feb 2006
- Research & Ideas
When Rights of First Refusal Are a Bad Deal
a sweet opportunity for the tenant. But the timing of the deal works in favor of the landlord, who can now present an ultimatum to the third party saying that if the third party offers a price below $100,000 the renter has a right to match the offer. The BA-ROFR not... View Details
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about... View Details
Keywords: by Martha Lagace
- 01 Jun 2007
- What Do You Think?
How Should Pay Be Linked to Performance?
items caught my eye recently. The first was the report from the Home Depot annual meeting contrasting this year's investor-friendlier tone set by the company's new CEO, Frank Blake, with last year's, led by then-CEO Robert Nardelli. It's View Details
Keywords: by Jim Heskett
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
keep a tight rein on costs—but the dynamics of the budgeting process often undermine this effort. "In tough times like these, any significant real cost growth feels imprudent and is hard to justify for most businesses," writes... View Details
Keywords: by Loren Gary
- 08 Oct 2008
- Research & Ideas
Book Excerpt: A Sense of Urgency
required if the firm was to leap into the future. Even the few employees who were mobilized into action found that the firm's needs were overwhelming. Morale sank. Losses continued to grow. Then the firm was bought by someone at a bargain... View Details
Keywords: by John P. Kotter
- Web
Frequently Asked Questions | HBS Online
completing one of these sample business lessons. Why aren’t you offering one of your full courses for free? We wanted to provide a free, helpful resource for all those who are interested in gaining new skills, while still honoring the View Details
- Portrait Project
Andrea Coravos
mausoleum. “Would you like a guide?” he eventually asked. Muhammad’s three-hour tour cost a paltry $6, an uncomfortable bargain for his hustle and magic. In America, we are told that success comes from hard... View Details
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
Muccio: Negotiating the P&G Relationship with Wal-Mart," HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details
- 01 Mar 2008
- News
Negotiating with Wal-Mart
the P&G Relationship with Wal-Mart,” HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details