Publications

Publications

Filter Results: (817) Arrow Down
Filter Results: (817) Arrow Down Arrow Up

Show Results For

Show Results For

← Page 25 of 817 Results →
  • June 2001
  • Case

Bang Networks- The First Customer (A)

By: Jay O. Light and Mary N. Caravella
In November 2000, six-month-old start-up Bang Networks is preparing a proposal for its first paid subscription contract. The recent MBA founders of the new San Francisco--based company believe they have a unique new solution for effective delivery of real-time Web... View Details
Keywords: Business Startups; Negotiation Tactics; Internet and the Web; Valuation; Value Creation; Negotiation Preparation; Information Technology Industry; San Francisco
Related
  • 01 Jun 2010
  • News

Faculty Research Online

Sharpening Your Skills: Successful Negotiation Can you outnegotiate Wal-Mart? Can women overcome gender stereotypes to win equitable pay? A compendium of recent research from HBS looks at important factors to consider before sitting down at the bargaining table. See... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 01 Dec 2010
  • News

Faculty Books

use — among them, death by delay, confusion, fearmongering, and character assassination — and then engage them with tactics tailored to each strategy. By “inviting in the lions” to critique an idea and being prepared for them, managers... View Details
Keywords: business proposals; financial regulation
  • 09 Jun 2015
  • Sharpening Your Skills

Sharpening Your Skills: Social Media

Deighton, is that participants enhance their personal capital in performance of a good deed. Secrets to a Successful Social Media Strategy Misiek Piskorski explores the secrets of successful social media tactics in his book, A Social... View Details
Keywords: Re: Multiple Faculty; Advertising
  • September 1983 (Revised December 1988)
  • Case

Cleveland Twist Drill (A)

By: Richard G. Hamermesh
Deals with the problems of implementing strategy in a declining industry and the negotiation of strategy with external constituencies, particularly labor unions. Traces Jim Bartlett's first nine months as president and asks for a plan of action. View Details
Keywords: Decision Choices and Conditions; Management Style; Negotiation Tactics; Labor and Management Relations; Corporate Strategy
Related
  • 06 Nov 2007
  • First Look

First Look: November 6, 2007

Marquee Prospect Plays Hardball (A) Harvard Business School Case 908-010 Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is... View Details
Keywords: Sean Silverthorne
  • Web

Field Course: Go to Market Sales Playbook Field Study - Course Catalog

either alone or as a team of two. This field course will be designed to put into practice the tactics and strategies covered in ES 101, Founder Sales, although taking Founder Sales is not a requirement for the field course. This course... View Details
  • 15 Aug 2017
  • News

The Category Kingmaker

digital transaction management. Each was a category disruptor in its industry, became the market leader, generated significant shareholder value, and provided a series of stepping stones for this energetic entrepreneur. “The principles, strategies, and View Details
Keywords: Data Processing, Hosting, and Related Services; Information; Corporate Services
  • November 2008
  • Case

The Hong Kong & China Gas Company Ltd.: Negotiating Joint Ventures in China

By: James K. Sebenius, Michael Shih-ta Chen and Medha Samant
To deliver 5-6 major new Chinese joint ventures annually, Hong Kong China Gas executives began extracting cross-border negotiating lessons from their 80 existing Chinese JVs. Chairman Alfred Chan and CEO Peter Wong knew that HKGC's growth strategy required significant... View Details
Keywords: Joint Ventures; Cross-Cultural and Cross-Border Issues; Negotiation Tactics; Interests; Cooperation; Expansion; Utilities Industry; Hong Kong
Related
  • November 1995 (Revised February 2017)
  • Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler
Presents a series of multiple choice options to be distributed and discussed in class. View Details
Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan
Related
  • 02 May 2016
  • Blog Post

Why We Recruit: Samsung Global Strategy Group

in a variety of roles, including marketing, strategy, or channel management among others, before transferring to one of our 90 subsidiaries and 15 regional headquarters to further develop their careers with Samsung. What recruiting View Details
Keywords: Technology
  • November 1999
  • Case

Doyle's Dealmaking Dilemma: Negotiating the Job Search

By: James K. Sebenius
MBA student Doyle Williams searches for his ideal job in a private equity group and uses his negotiation skills to try to attain the best possible compensation package. View Details
Keywords: Compensation and Benefits; Job Interviews; Job Search; Negotiation Process; Negotiation Tactics
Related
  • December 2010
  • Supplement

Ad Classification at Right Media — slide supplement

By: Benjamin Edelman
Right Media considers systems and policies to make sure that ads are only shown on web sites where they are appropriate, and vice versa. Setting standards is particularly challenging given the large and growing marketplace, the numerous participants, their diverse... View Details
Keywords: Media; Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Advertising Industry; Media and Broadcasting Industry
Related
  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
Related
  • 29 Oct 2015
  • Blog Post

Why We Recruit: Bloom Energy

opportunities, be sure to visit our job board. What recruiting tactics have you found most successful in engaging with students and/or alumni at HBS? Our most successful recruitment tools have been on-site visits to Bloom Energy’s... View Details
Keywords: Manufacturing
  • 01 Mar 2019
  • News

Tools and Training for a “Wicked Problem”

the homeless transition to affordable housing, and expanding behavioral health services and substance abuse treatment programs are all part of the plan; when it comes to its implementation, however, Keller will draw on tactics he picked... View Details
Keywords: homelessness
  • March 2001 (Revised March 2016)
  • Case

Charlene Barshefsky (A)

By: James K. Sebenius and Rebecca Hulse
Describes the challenges former U.S. Trade Representative Charlene Barshefsky faced while negotiating a trade agreement with China to improve its domestic intellectual property rights enforcement. After briefly describing Barshefsky's past experience with trade... View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
Related
  • Web

Fraudulent Mobile Payment Alerts on the Rise | Information Technology

reply so they can resolve it. If you reply to the message, the cybercriminal will then call you from a phone number that has been faked to look legitimate. If you answer their call, they will use social engineering tactics — such as a... View Details
  • 18 Apr 2014
  • Blog Post

Reflecting on the HBS Search Summit

summit was comprised of four sequential panels that explored: Search models: selecting what fits you Sourcing methods and tactics Getting a deal done Reaching the goal: running the business The formal sessions were followed by a casual... View Details
Keywords: Entrepreneurship
  • Web

Buy Now, Pay Later: The Usurer's Grip (1912)

film, and certainly the most foreign to twenty-first-century viewers. Hired by a loan shark, the bawler-out was an agent, usually a woman, who would visit a delinquent borrower’s place of work and threaten to expose him if he didn’t pay up. This View Details