Publications

Educators

19 Jul 2012
Working Paper Summaries

Charitable Giving When Altruism and Similarity are Linked

Keywords: by Julio J. Rotemberg

2015
Chapter

"Level II" Negotiation Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Negotiation Tactics; Negotiation Participants; Negotiation Deal

30 Sep 2019
Book

6 Steps to Building a Better Workplace for Black Employees

feeling unable to bring their whole selves to work, and believing they should nod in agreement with company values, according to the book. Mayo says creating opportunities for people to bring their authentic selves to work boosts... View Details

Keywords: by Dina Gerdeman

22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

seller groups as well as between them. It, in fact, leads to better agreements that provide more value to the buyer and lower cost to the seller. Customers only receive and pay for what they value and suppliers can reduce costs by... View Details

Keywords: by Benson Shapiro; Manufacturing

22 Aug 2005
Research & Ideas

Restoring a Global Economy, 1950–1980

Africa had accounted for 33 percent of global liabilities. In the 1990s, they accounted for 11 percent.2 World trade barriers were reduced under the auspices of the General Agreement on Tariffs and Trade (GATT) signed in 1947. This... View Details

Keywords: by Geoffrey Jones

01 Oct 2007
Research & Ideas

Encouraging Dissent in Decision-Making

in the 1920s, GM president Alfred P. Sloan Jr. said, "Gentlemen, I take it we are all in complete agreement on the subject here." Heads nodded around the table. "Then," continued Sloan, "I propose we postpone... View Details

Keywords: by Garry Emmons

11 Jun 2008
Working Paper Summaries

Gender in Job Negotiations: A Two-Level Game

Keywords: by Hannah Riley Bowles & Kathleen L. McGinn

2014
Working Paper

Stepping Stone, Stopping Point, or Slippery Slope? Negotiating the Next Iran Deal

The November 2013 "interim" nuclear deal between Iran and the "P5+1"—the United States, Russia, China, Britain, France, and Germany—raises challenging questions. Will the initial deal function as a stepping stone toward a more comprehensive deal? Or will it drift into... View Details

Keywords: Negotiations; Iran; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; Negotiation; International Relations; France; Germany; Iran; China; Great Britain; United States; Russia

SSRN

July 2013 (Revised October 2013)
Supplement

United Rentals (B)

By: Jay W. Lorsch and Kathleen Durante

In April 2012, Jenne Britell, the Chairman of the board of directors of United Rentals, Inc. (NYSE: URI) was preparing her notes for an upcoming stockholders' meeting. It was a meeting unlike most other meetings she had chaired. Stockholders were about to vote on a... View Details

Keywords: Boards Of Directors; Board Committees; Chairman; Governing and Advisory Boards; Corporate Governance; Construction Industry; North America

22 Nov 2022
Research & Ideas

When Agreeing to Disagree Is a Good Beginning

(“it could be ”), second-person pronouns, and agreement positively. That last, the researchers stressed, did not have to mean capitulation to an opposing view. Discussing whether schools should close or remain open during a COVID-19... View Details

Keywords: by Clea Simon, Harvard Gazette

24 Feb 2021
Lessons from the Classroom

What History's Biggest Wars Teach Us About Leading in Peace

seeing a conflict from the other side’s point of view. Here are some observations from his course’s case studies: Peloponnesian War (431-404 BCE): Successful agreements support both sides Fought in three phases between Athens and Sparta,... View Details

Keywords: by Lane Lambert

01 Oct 2001
Research & Ideas

How To Make Restructuring Work for Your Company

break up the airline and lay off thousands of employees if a consensual agreement could not be reached. Management made the threat real by developing an actual restructuring plan, containing detailed financial projections and valuations.... View Details

Keywords: by Stuart C. Gilson

Research Summary

Great Negotiator Study Initiative

What can be legitimately be learned from closely studying great negotiators at work? Since 2000, the Program on Negotiation (PON)—an active inter-university consortium mainly comprised of numerous faculty from across... View Details

June 2021
Technical Note

SPAC Space

By: John R. Wells and Benjamin Weinstock

In 2020, over half of all initial public offerings (IPOs) in the United States were special purpose acquisition companies (SPACs), blank-check companies that typically had two years to find a business to take public, usually through a reverse merger. Together, 248... View Details

Keywords: Special Purpose Acquisition Companies; SPACs; Mergers and Acquisitions; Going Public; Initial Public Offering; Investment; Strategy

Educators

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

benefits you can provide and by emphasizing the damage that might result from an impasse. This technique can be particularly useful when a stalemate looms large and alternatives to agreement appear painful or costly. In such situations, a... View Details

Keywords: by Deepak Malhotra

2014
Working Paper

Better Deals Through Level II Strategies: Advance Your Interests by Helping to Solve Their Internal Problems

Many negotiators have constituencies that must formally or informally approve an agreement. Traditionally, it is the responsibility of each negotiator to manage the internal conflicts and constituencies on his or her own side. Far less familiar are the many valuable... View Details

Keywords: Strategy; Negotiation Tactics; Negotiation Participants; Negotiation Style

SSRN

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

negotiating set-up. Negotiators sometimes can discover hidden sources of value and then craft agreements to unlock that value and overcome barriers created by poor deal design. Now let's move to some errors in our most familiar first... View Details

Keywords: by Martha Lagace

October 2020
Case

Israelis, Palestinians and the Technology Bridge Between Them: A Work in Progress

By: Elie Ofek and Lia Weiner

In Israel of 2020 the demand for software engineers was endless. Meanwhile just miles away, Palestinian universities were graduating 3,000 engineers a year, and many of them could not find jobs in the still nascent Palestinian tech sector. Could these dots be... View Details

Keywords: Geopolitics; Technology Ecosystem; Software Engineers; Information Technology; Applications and Software; Business Startups; International Relations; Cooperation; Opportunities; Problems and Challenges; Technology Industry; Israel; Palestinian state

Educators

2009
Working Paper

Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy

When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be... View Details

Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Corporate Governance; Negotiation Process; Organizational Culture; Business and Government Relations