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  • Article

Conversational Receptiveness: Expressing Engagement with Opposing Views

By: M. Yeomans, J. Minson, H. Collins, H. Chen and F. Gino
We examine “conversational receptiveness”—the use of language to communicate one’s willingness to thoughtfully engage with opposing views. We develop an interpretable machine-learning algorithm to identify the linguistic profile of receptiveness (Studies 1A-B). We then... View Details
Keywords: Receptiveness; Natural Language Processing; Disagreement; Interpersonal Communication; Relationships; Conflict Management
Related
  • 05 Aug 2009
  • Working Paper Summaries

Authority versus Persuasion

Keywords: by Eric J. Van den Steen
  • 06 Jun 2005
  • Research & Ideas

Don’t Listen to “Yes”

decisions. But conflict does not mean browbeating. In his new book, Why Great Leaders Don't Take Yes for an Answer: Managing for Conflict and Consensus (Wharton School Publishing), Roberto describes the toll... View Details
Keywords: by Martha Lagace
  • August 1978 (Revised December 1986)
  • Case

Assistant Professor Graham and Ms. Macomber (A)

By: C. R. Christensen
A student takes a position on a case which is in conflict with the other students' conclusions. The professor believes the student's answer is correct but does not indicate so in class. As a result, the student withdraws from further class participation. View Details
Keywords: Conflict Management; Interpersonal Communication; Leadership Style; Emotions; Education Industry
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  • October 2003
  • Case

Henry Tam and the MGI Team

By: Jeffrey T. Polzer, Ingrid Vargas and Hillary Anger Elfenbein
Within a short time frame, seven diverse team members assemble to write a business plan for a new company and struggle to define their roles, make decisions together, and resolve conflict. Henry Tam, a second-year Harvard MBA student, who joins an aspiring start-up... View Details
Keywords: Interpersonal Communication; Business Plan; Groups and Teams; Decision Making; Jobs and Positions; Leadership Style; Human Resources; Management Teams; Conflict and Resolution; Diversity
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  • 2022
  • Conference Presentation

Organizational Competition: A Catalyst for Workplace Diversity and Desires for Uniqueness

By: Samantha N. Smith, Edward H. Chang, Erika L. Kirgios and Katherine L. Milkman
Competition is prevalent in organizations. For example, people often compete against their colleagues for status and recognition in the workplace or for opportunities for advancement. Workers also compete against others to get hired into organizations in the first... View Details
Keywords: Status and Position; Organizational Culture; Motivation and Incentives; Behavior
Related
  • September 2008
  • Supplement

Adobe Systems: Working Towards a "Suite" Release (B)

By: David A. Thomas and Lauren Barley
The case examines the tools a manager can use to keep her project on track and manage conflict and tension as Adobe prepares to launch Creative Suite 3, the biggest software release in the company's 25-year history. The protagonist, Yvonne Murray, is a group program... View Details
Keywords: Change; Interpersonal Communication; Crisis Management; Product Launch; Projects; Conflict of Interests; Integration; Software
Related
  • January 1992 (Revised August 1992)
  • Case

Lexon Corp. (A)

By: Lynn S. Paine
A general manager at Lexon Computer Corp. must decide whether interception and surveillance of employees' e-mail is acceptable company practice, and whether to follow the advice of his computer operations manager who wants to fire the person who complained that the... View Details
Keywords: Information; Rights; Managerial Roles; Interpersonal Communication; Employee Relationship Management; Ethics; Computer Industry
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  • Article

The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation

By: Michael Yeomans, Maurice E. Schweitzer and Alison Wood Brooks
The meaning of success in conversation depends on people’s goals. Often, individuals pursue multiple goals simultaneously, such as establishing shared understanding, making a favorable impression, and persuading a conversation partner. In this article, we introduce a... View Details
Keywords: Conversation; Goal Pursuit; Communication; Interpersonal Communication; Goals and Objectives; Framework
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  • Research Summary

Dissertation: Is the Ideal Worker Still Real? Sources and Consequences of Men's Professional Identities

My dissertation examines the implications of men's changing lives for their work identities and for gender inequality in organizations. Current theories of workplace gender inequality hinge upon the widely-shared cultural image of an "ideal worker,"... View Details

  • Web

Organizational Behavior - Doctoral

psychological approach to the study of interpersonal relationships within organizations and groups, and the effects that groups have on individuals. In macro organizational behavior, scholars use sociological methods to examine the... View Details
  • October 2022
  • Article

Underestimating Counterparts' Learning Goals Impairs Conflictual Conversations

By: Hanne K. Collins, Charles A. Dorison, Francesca Gino and Julia A. Minson
Given the many contexts in which people have difficulty engaging with views that disagree with their own— from political discussions to workplace conflicts—it is critical to understand how conflictual conversations can be improved. Whereas previous work has focused on... View Details
Keywords: Interpersonal Communication; Conflict and Resolution; Values and Beliefs; Learning; Perception
Related
  • 03 Oct 2017
  • First Look

First Look at Research and Ideas, October 3, 2017

in the conflict zone, with incumbents and insurgents competing for their loyalties. Yet in many cases—such as the current conflict in Syria, which we examine—large numbers of civilians leave the View Details
Keywords: by Sean Silverthorne
  • 2025
  • Book

Talk: The Science of Conversation and the Art of Being Ourselves

By: Alison Wood Brooks
We all struggle with difficult conversations, but we're often not very good at easy ones either. Though we do it all the time, conversation is one of the most complex, demanding, and delicate of all human tasks, rife with possibilities for misinterpretation and... View Details
Keywords: Interpersonal Communication
Related
  • 10 Jan 2023
  • Research & Ideas

How to Live Happier in 2023: Diversify Your Social Circle

Virginia’s Darden School of Business and Esade Business School in Barcelona. Close versus weak ties Past studies, says Norton, have shown two seemingly conflicting findings about relationships. On the one hand, spending time with... View Details
Keywords: by Michael Blanding

    Publications

    2000-2005 Selected

     

    Chiu, C-y, Morris, M.W., Hong, Y-y, & Menon, T. (2000).  Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of Need for Closure.... View Details

    • 26 Aug 2002
    • Research & Ideas

    High-Stakes Decision Making: The Lessons of Mount Everest

    making, insuring that the process is fair and legitimate, and minimizing the level of interpersonal conflict that emerges during the deliberations. Without strong buy-in, they risk numerous delays including... View Details
    Keywords: by Michael A. Roberto
    • 05 Apr 2004
    • Research & Ideas

    Six Ways to Build Trust in Negotiations

    What began as a misunderstanding about specifications and deadlines between a manager at RLX, a software development firm, and a manager at Impress, one of its clients, had escalated into a conflict charged with growing mistrust. Both RLX... View Details
    Keywords: by Deepak Malhotra
    • Web

    Topics - HBS Working Knowledge

    Complexity (3) Conflict Management (4) Conflict and Resolution (13) Conflict of Interests (1) Construction (1) Consumer Behavior (173) Contracts (7) Cooperation (3) Cooperative... View Details
    • Web

    Skydeck - Alumni

    better prepare for the future fan Keeping the Beat Artist and activist Madame Gandhi (MBA 2015) on writing music in quarantine and migrating musical events online Effective Communication in the Age of Zoom Interpersonal communication... View Details