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- Faculty Publications (17)
Show Results For
- All HBS Web (79)
- Faculty Publications (17)
- 17 Dec 2013
- First Look
First Look: December 17
as an imperial power. Publisher's link: http://press.princeton.edu/titles/9952.html August 2013 American Economic Review Household Bargaining and Excess Fertility: An Experimental Study in Zambia By: Ashraf, Nava, Erica Field, and Jean... View Details
Keywords: Carmen Nobel
- 13 Jul 2010
- First Look
First Look: July 13
he was unsure how clients would respond. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/310064-PDF-ENG Nichol Negotiates with Walmart: Hard Bargains over Soft Goods (A) James K. Sebenius and Ellen KnebelHarvard Business School... View Details
Keywords: Martha Lagace
Best-selling and New Cases by Ben Esty
Best-Selling (MOST POPULAR) Cases:
1) Eaton: Portfolio Transformation & Cost of... View Details
- 29 Mar 2016
- First Look
March 29, 2016
2016 Boston: Cengage Learning Management: An Integrated Approach By: Gulati, Ranjay, Anthony Mayo, and Nitin Nohria Abstract—The goal of Management: An Integrated Approach, 2nd ed., is to prepare students... View Details
Keywords: Sean Silverthorne
- 27 Apr 2016
- Research & Ideas
How the FBI Reinvented Itself After 9/11
enforcer be the same person, the FBI can take advantage of the plea bargain system we have in the United States,” Gulati says. “Once the agent puts that person in jail, he or she can say to the criminal, ‘OK, if you want to get out of... View Details
Keywords: by Carmen Nobel
- 01 Oct 2001
- Research & Ideas
How To Make Restructuring Work for Your Company
necessary to decide how they will be spread over the merging companies' workforces. This decision can significantly impact the merger integration process and how the stock market values the merger, by sending employees and investors a... View Details
Keywords: by Stuart C. Gilson
- 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
- Web
Negotiation Course Online | HBS Online
strategies and techniques to achieve success at the bargaining table. Weekly, I negotiate strategic partnerships for my company, and Negotiation Mastery has given me additional skills that I have put into practice and have resulted in... View Details
- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
less at stake than I do." You might also suggest that your substitute is a harder bargainer than you are: " I don't want to walk away from this deal, but he's in charge and is not happy with the offer on the table." In both... View Details
Keywords: by Deepak Malhotra
- 07 May 2012
- Research & Ideas
The Art of Haggling
behavior and protracted disputes. Integrative bargaining is the process that is emphasized in most professional schools. Rightly so, says Harvard Business School Professor of Management Practice Michael A.... View Details
Keywords: by Katie Johnston
- 13 Dec 2016
- First Look
December 13, 2016
exception. Yet providers and payers continue to try to stymie competition. Many are actively pursuing consolidation, buying up market share, and increasing their bargaining power. In this article, the authors argue that health care payers... View Details
Keywords: Carmen Nobel
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details
Keywords: by Loren Gary
- 03 Jan 2011
- Research & Ideas
Most Popular Articles of 2010
Skills: Successful Negotiation Can you out-negotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? Recent research from Harvard Business School looks at important factors to consider before sitting down at the View Details
Keywords: by Staff
- Web
Frequently Asked Questions | HBS Online
provides both an analytical toolkit and interpersonal techniques for dealing effectively with different bargaining styles and tactics. Negotiation Mastery was developed by leading Harvard Business School faculty and is delivered in an... View Details
- 01 Dec 2006
- News
Faculty Books
David A. Lax and James K. Sebenius (HBS Press) Besides the dimensions of negotiating-table tactics and deal design, Professor Sebenius and his coauthor offer a third dimension in their negotiation method: setup, an arsenal of moves away from the table. Before the View Details
- 12 Jan 2016
- First Look
January 12, 2016
separate chapters and seemingly as alternative models of the process. Walton and McKersie themselves insightfully treat the tight relationship of these two processes in a series of "dilemmas." Yet it is common to this day to hear View Details
Keywords: Carmen Nobel
- Web
Negotiation - Course Catalog
both at and away from the bargaining table. It will give you the opportunity to enhance your strengths as a negotiator and to shore up your weaknesses. Course Content Moving from simple (two-party, one-shot, price deals) to complex... View Details
- 14 Oct 2008
- Research & Ideas
Should You Bring Advertising Expertise In-House?
managers to give serious consideration to the internalization of at least some advertising and marketing services," Silk says in this Q&A. Sarah Jane Gilbert: Can you explain the concept of vertical integration? Alvin Silk: Vertical View Details
- 16 Jul 2008
- Op-Ed
What Should Employers Do about Health Care?
and value. But health care has been treated as a commodity and cost reduction has been the dominant approach. Employers have gone to their vendors, health plans, or third-party administrators in the case of self insured plans, and tried to View Details
- 15 Dec 2015
- First Look
December 15, 2015
findings and advice. Anxiety leads to poor outcomes. You will be less nervous about negotiating, however, if you repeatedly practice and rehearse. You can also avoid anxiety by asking an outside expert to represent you at the bargaining... View Details
Keywords: Carmen Nobel