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  • 26 Jul 2006
  • Research & Ideas

The Strategic Way to Go to Market

about. Even if the existing channel were an opportunistic selection, over a period of time it is entirely possible to hone one's channels to keep up with industry changes. Q: You devote a fair amount of space in the book to considering the impact of the Internet on... View Details
Keywords: by Sean Silverthorne
  • 21 Apr 2003
  • Research & Ideas

Will American Brands Be a Casualty of War?

theme. Silverthorne: In general, what effect will the war and the perceived unilateral tactics of the president have on the reception of American brands overseas? Quelch: During the 1990s, American brands such as Coca-Cola, Marlboro, and... View Details
Keywords: by Sean Silverthorne
  • 29 May 2012
  • First Look

First Look: May 29

dynamic, exploring both tactical and strategic interactions; and to assess the strategic implications of eBay's 2011 acquisition of GSI Commerce. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/712405-PDF-ENG Purchase this... View Details
Keywords: Sean Silverthorne
  • 28 May 2008
  • First Look

First Look: May 28, 2008

confidential information for the Euro Elektrische Keramische Vorrichtungen, GmbH (Euro EKV) management role. Challenges include how to set up and implement the most promising sale process, come up with the right deal, and choose the best View Details
Keywords: Martha Lagace
  • Fall 2011
  • Article

Leveraging Tribal Sovereignty for Economic Opportunity: A Strategic Negotiations Perspective

By: Gavin Clarkson and James K. Sebenius
Indian tribes and U.S. states often find themselves at the bargaining table, often negotiating "compacts" to govern gaming operations on tribal lands. The operational success of the Pequot gaming operation in Connecticut, Foxwoods, and the substantial revenue shared... View Details
Keywords: Strategy; Ethnicity; Negotiation Tactics; Race; Social Issues; Relationships; Government and Politics; Economics; United States
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  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for the Head of the Opposition Political Party (OPP): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
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  • December 1998 (Revised May 1999)
  • Exercise

Negotiating Peace Accords in Bellicoso for the Director of the National Landowners Association (NLU): General Instructions and Confidential Information

Bellicoso is a multi-party conflict resolution simulation based loosely on the bitter civil war in El Salvador. It is designed to explore issues in: 1) the management of interactions between external negotiations between sides and internal negotiations within them, 2)... View Details
Keywords: War; Negotiation Tactics; Negotiation Participants; Government and Politics; Conflict and Resolution; El Salvador
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  • 17 Jan 2008
  • Research & Ideas

If Marketing Experts Ran Elections

issues. In addition, the winner-takes-all system often leads candidates to desperate tactics such as negative advertising to tear down their opponents rather than promoting their own virtues. Citizens can be forgiven for being cynical. A... View Details
Keywords: by John A. Quelch
  • 26 Sep 2007
  • Sharpening Your Skills

Sharpening Your Skills: Negotiation

strategy is an aligned combination of set-up moves that occur away from the table, deal design moves, and tactics at the table, all designed to overcome the barriers you've identified. The best response to a barrier in one dimension may... View Details
  • 03 Nov 2022
  • Op-Ed

Feeling Separation Anxiety at Your Startup? 5 Tips to Soothe These Growing Pains

not retain all of your early employees, but these tactics should mitigate some loss and will likely contribute to fostering a healthy culture of transparency, trust, and respect among team members. ” Be mindful of perceptions that come... View Details
Keywords: by Julia Austin
  • 13 Oct 2010
  • First Look

First Look: October 13, 2010

this way, maintain John Kotter and Lorne Whitehead. In Buy-In, they reveal how to win the support your idea needs to deliver valuable results. The key? Understand the generic attack strategies that naysayers and obfuscators deploy time and time again. Then engage these... View Details
Keywords: Sean Silverthorne
  • 29 Apr 2008
  • First Look

First Look: April 29, 2008

communicating mutual expectations, and tactics for negotiating priorities. Thought provoking and practical, Managing Your Boss enables you to lay the groundwork for one of the most crucial working relationships you'll have in your career.... View Details
Keywords: Martha Lagace
  • March 1999 (Revised November 2001)
  • Case

Honda-Rover (B): Honda Draws the Line

By: Ashish Nanda, James K. Sebenius and Ron Fortgang
Supplements the (A) case. View Details
Keywords: Business Exit or Shutdown; Joint Ventures; Alliances; Knowledge Sharing; Strategy; Contracts; Negotiation Process; Change Management; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Auto Industry; United Kingdom
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  • 14 Apr 2021
  • Research & Ideas

The High Cost of the Slow COVID Vaccine Rollout

months of the pandemic writing about marketplace design tactics that could provide support—for example, by leveraging delivery marketplaces to bring food to the elderly or by distributing hand sanitizer more equitably. Kominers joined... View Details
Keywords: by Michael Blanding; Health
  • 31 Mar 2014
  • Research & Ideas

Encouraging Niche Content in an Ad-Driven World

tactic to encourage that diversity would be a revenue-sharing program that partitions content into different categories, with different benchmarks for success. "If your target audience is scientists, I'm not going to compare the... View Details
Keywords: by Julia Hanna; Information; Publishing; Journalism & News
  • 04 Nov 2014
  • First Look

First Look: November 4

Benjamin Abstract—I examine Google's pattern and practice of tying to leverage its dominance into new sectors. In particular, I show how Google used these tactics to enter numerous markets, to compel usage of its services, and often to... View Details
Keywords: Sean Silverthorne
  • 19 Mar 2006
  • Research & Ideas

Unlocking Your Investment Capital

Business Review, Merton, a Nobel laureate, urges senior corporate executives and boards to view derivative applications not just as tactical measures but as strategic tools that convey competitive advantage. A first step is distinguishing... View Details
Keywords: by Ann Cullen; Financial Services
  • 12 Jul 2016
  • First Look

July 12, 2016

on preventing them. She outlines five tactics that research has shown to be effective: encourage reciprocity. You can build trust and prompt other parties to disclose strategic information by sharing information yourself. Ask the right... View Details
Keywords: Sean Silverthorne
  • 12 Apr 2016
  • First Look

April 12, 2016

consensus on best practices. They suggest six overall goals for a strategic exit interview process and describe tactics and techniques to make it successful. Among their recommendations: Have interviews conducted by second- or third-line... View Details
Keywords: Sean Silverthorne
  • 14 May 2013
  • First Look

First Look: May 14

They're cutting carbon emissions, reducing waste, and otherwise enhancing operational efficiency. But a mishmash of sustainability tactics does not add up to a sustainable strategy. To endure, a strategy must address the interests of all... View Details
Keywords: Sean Silverthorne

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