Publications

Educators

1991
Chapter

The Power of Alternatives or the Limits to Negotiation

By: James K. Sebenius and David Lax

Keywords: Decision Choices and Conditions; Negotiation

April 1991 (Revised January 1997)
Case

Beatrice Companies--1985

By: David J. Collis

Describes the history of Beatrice Companies from its beginning as a dairy in 1891 to 1985, when the company was a $12 billion conglomerate. Focuses on the corporate strategies that Beatrice followed under each of its CEOs and concentrates on the company's strategic... View Details

Keywords: Corporate Strategy; Change; Agriculture and Agribusiness Industry; Food and Beverage Industry

Educators

spring 1991
Article

Breaking the Cycle of Failure in Services

By: Leonard A. Schlesinger and James Heskett

Most managers recognize that good service is a direct result of having effective, productive people in customer contact positions. However, most service companies perpetuate a cycle of failure by tolerating high turnover and expecting employee dissatisfaction. This... View Details

Keywords: Goals and Objectives; Service Delivery; Success; Failure; Management Skills; Service Industry

spring 1991
Article

Designing Negotiations toward a New Regime: The Case of Global Warming

Keywords: Negotiation; Design; Global Range; Environmental Sustainability

2002
Chapter

Negotiation Analysis

Keywords: Negotiation

Article

Enfranchisement of Service Workers

By: Leonard A. Schlesinger and James Heskett

Enfranchisement is achieved through an integration of empowerment with methods of pay for performance. Evidence from Ito Yokado Group in Japan and Nordstrom in the US demonstrates the positive effects of enfranchisement. Successful efforts to enfranchise employees: 1.... View Details

Keywords: Motivation and Incentives; Franchise Ownership; Employees; Compensation and Benefits; Service Industry; Japan; United States

Read Now

November 1990
Article

The Greenhouse Effect: Negotiating Targets

Keywords: Natural Environment; Negotiation

1990
Chapter

From Cross-Border Corporate Transactions to Environmental Accords

Keywords: Globalized Firms and Management; Cross-Cultural and Cross-Border Issues; Agreements and Arrangements; Environmental Sustainability

September 12, 1990
Editorial

Of Red Ink and the Greenhouse

April 1990
Case

Nestle Alimentana S.A. -- Infant Formula (Abridged)

By: James E. Austin

The new vice president of infant and dietetic products of Nestle Alimentana S.A. has to make recommendations on the company's marketing programs for its infant formulas in developing countries. The U.S. subsidiary is currently the target of a consumer boycott because... View Details

Keywords: Product Marketing; Emerging Markets; Developing Countries and Economies; Distribution Channels; Marketing Strategy; Cross-Cultural and Cross-Border Issues; Food; Business Subsidiaries; Food and Beverage Industry; United States; Switzerland

Educators

Article

Measuring the Effectiveness of Competition in Defense Procurement: A Survey of the Empirical Literature

By: James J. Anton and Dennis A. Yao

This article surveys the literature that has attempted to measure competition's effects on defense procurement. The focus is on conceptual underpinnings of models rather than technical aspects of estimation procedures. While providing valuable insight, the models are... View Details

Keywords: Performance Effectiveness; Competition; Surveys; Value; Economics; Forecasting and Prediction; Programs; Power and Influence; Management Analysis, Tools, and Techniques