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  • 31 Jul 2006
  • Research & Ideas

When Not to Trust Your Gut

information, unforeseen issues, and tactics that you did not anticipate. In negotiation, patience often generates significant dividends. To avoid falling back on System 1 thinking, structure a process that allows you to rethink or... View Details
Keywords: by Max H. Bazerman & Deepak Malhotra
  • 27 Sep 2004
  • Research & Ideas

IBM Finds Profit in Diversity

task forces' progress at various junctures to IBM's Worldwide Management Council. Gerstner and Childs followed up with the task force sponsors to ensure that the groups were gathering meaningful information and connecting it to the business. The task forces' work has... View Details
Keywords: by David A. Thomas
  • 02 Jul 2015
  • Op-Ed

The Future of the Greek Economy

out of the brinkmanship of the past weeks, but not after payments to the International Monetary Fund have been missed, and European funding has ended. These tactics have created high and unnecessary uncertainty that has brought the Greek... View Details
Keywords: by Laura Alfaro, Dante Roscini & George Serafeim; Banking
  • 29 Sep 2009
  • First Look

First Look: September 29

Strategies to Fight Ad-sponsored Rivals Authors:Ramon Casadesus-Masanell and Feng Zhu Abstract We analyze the optimal strategy of a high-quality incumbent that faces a low-quality ad-sponsored competitor. In addition to competing through adjustments of View Details
Keywords: Martha Lagace
  • November 2022
  • Case

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
In 2018, Francisco Staton, Managing Director of Arcos Dorados in Colombia had to decide on the company’s strategy to expand its food ordering and delivery business in the country. Arcos Dorados stood as McDonald’s largest independent franchisee, and Colombia was one of... View Details
Keywords: Digital Transformation; Delivery; McDonald's; Latin America; Quick Serve Restaurants; QSR; Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia
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Tamayo, Jorge, Jenyfeer Martinez Buitrago, and Mariana Cal. "Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia." Harvard Business School Case 723-395, November 2022.
  • 30 Sep 2014
  • First Look

First Look: September 30

involved marketing tactic (Experiment 4). Further experiments explore boundary conditions and suggest that the benefit of cost transparency weakens as firms increase price relative to costs and when markups are made salient (Experiments... View Details
Keywords: Sean Silverthorne
  • 25 Mar 2021
  • Research & Ideas

Steer Clear of the Blind Spots That Derail Experiments

more questions about the outcome. Alibaba, for example, set out a few years ago to test whether coupons nudged shoppers to buy items they had left in their digital carts. Executives found that these incentives didn’t boost sales, but rather than find out what View Details
Keywords: by Danielle Kost
  • 20 Aug 2024
  • Book

Why Competing With Tech Giants Requires Finding Your Own Edge

an effective way to establish themselves as hubs. Ping An successfully utilized this tactic in its auto services ecosystem. In a similar vein, Adidas entered the digital fitness market—a field Nike had already ventured into— by acquiring... View Details
Keywords: by Feng Zhu; Technology; Information Technology
  • 01 Aug 2005
  • Research & Ideas

How to Choose the Best Deal

presents special strategic and tactical challenges. (See the sidebar "Linked Negotiations" for descriptions of three categories of such talks.) This article focuses on "birds in the bush"—situations in which, like Jim,... View Details
Keywords: by Michael Wheeler
  • 12 Feb 2013
  • First Look

First Look: Feb. 12

charcoal and fuel wood. Antitrust Scrutiny of Google Authors:Edelman, Benjamin G. Publication:Journal of Law Abstract I evaluate antitrust claims against Google and propose possible remedies. While Google's specific tactics are often... View Details
Keywords: Sean Silverthorne
  • 10 Jan 2011
  • Research & Ideas

Is Groupon Good for Retailers?

accounts—a tactic that consumers have already used at many online retailers. And industry norms let consumers find ways around almost any rule intended to block multiple purchases. For example, even when consumers are limited to a single... View Details
Keywords: by Carmen Nobel; Advertising; Technology
  • 09 Jul 2001
  • Research & Ideas

Does Misery Love Companies? How Social Performance Pays Off

to pressure firms to be more responsive to social problems. Examples range from TIAA-CREF's board diversity initiatives (Carleton, Nelson & Weisbach, 1998), to the Interfaith Center on Corporate Responsibility's (ICCR) tactic of... View Details
Keywords: by Joshua D. Margolis & James P. Walsh
  • January 2021 (Revised March 2021)
  • Case

Juno (A): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In March 2020, Chris Abkarians and Nikhil Agarwal were in the midst of preparing the annual auction for their student loan assistance startup, Juno. Both current MBA students at Harvard Business School, the duo founded Juno in 2018 to leverage student bargaining power... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Deal; Negotiation Offer; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
Citation
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Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (A): Leveraging Student Power." Harvard Business School Case 921-032, January 2021. (Revised March 2021.)
  • 27 Feb 2018
  • First Look

First Look at New Research and Ideas, February 27, 2018

funding for their startups when responding to prevention-focused questions with promotion-focused answers. As we offer evidence regarding tactics that can be employed to diminish the gender disadvantage in funding outcomes, this study has... View Details
Keywords: Sean Silverthorne
  • 22 Jul 2002
  • Research & Ideas

How Business Strategy Tamed the “Invisible Hand”

strategic and tactical planning. Many argued that the Army, Navy, Marines, and Air Force would be more efficient if they were unified into a single organization. As the debate raged, Philip Selznick, a sociologist, noted that the Navy... View Details
Keywords: by Pankaj Ghemawat
  • 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
  • 05 Jun 2007
  • First Look

First Look: June 5, 2007

may have been instituted to offset the costs of undesirable customer behavior, like bouncing checks, turn out to be very profitable. As a result, companies have no incentive to help customers avoid them. Tactics like these generate bad... View Details
Keywords: Martha Lagace
  • 29 Oct 2000
  • Research & Ideas

The Entrepreneurial Venture: A Conversation

Today's frenzied world of dot-com mania might have been hard to predict 25 years ago, but the Class of 1975 has always had an eye for opportunity. For its time, the class had a sizable number of military officers familiar with strategic View Details
Keywords: by Susan Young
  • 03 Aug 2010
  • First Look

First Look: August 3

respect to Genentech, the pros and cons of merging the two companies with different cultures, the value of Genentech, and the tactics of a hostile tender offer. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/210040-PDF-ENG... View Details
Keywords: Martha Lagace
  • 22 Jul 2008
  • First Look

First Look: July 22, 2008

  Working PapersFixing Market Failures or Fixing Elections? Agricultural Credit in India Authors:Shawn A. Cole Abstract This paper integrates theories of political budget cycles with theories of tactical electoral redistribution to test... View Details
Keywords: Martha Lagace
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