tactics - Publications - Faculty & Research

23 Jan 2019
Sharpening Your Skills

Sports: Lessons for Managers

sports as the ultimate metaphor or analogy. A manager lagging in her work is "behind the eight ball" while another who is changing tactics is "calling an audible." If your staff can't do the basic "blocking and... View Details

Keywords: by Sean Silverthorne; Sports

11 May 2017
Blog Post

Why We Recruit: Microsoft

“empowering every person and organization on the planet to achieve more,” really captures the essence of Microsoft. We are customer obsessed, data driven, and always encouraged to have a growth mindset. What recruiting tactics have you... View Details

Keywords: Technology

Profile

Paul Luning

cut energy costs by twenty to forty percent, while we also had a huge environmental impact." In less than two years, Current Energy grew from ten people to 160. Aspirations beyond profits After concentrating on day-to-day tactics and... View Details

Web

Avoiding Startup Failure - Course Catalog

struggle Tactical steps for managing a venture’s shutdown to preserve relationships, reputations, and integrity How to learn from a venture’s failure and what to do with those learnings Addressing founder burnout & weighing tradeoffs when... View Details

01 Mar 2015
News

The Next Big Swing

in 1987, the game puts players in the manager’s seat, letting them make tactical decisions against a mathematical model that determines outcomes based on everything from how a batter has historically fared against a certain pitcher to the... View Details

Keywords: Andrew Clark; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment; Management, Scientific, and Technical Consulting Services; Professional Services; Data Processing, Hosting, and Related Services; Information

December 2010
Supplement

Ad Classification at Right Media — pre-class slides — 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: Digital Marketing; Market Participation; Negotiation Tactics; Marketing Communications; Communication; Media; Advertising Industry; Media and Broadcasting Industry

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March 2008 (Revised August 2017)
Exercise

The Book Deal: Confidential Instructions for the PUBLISHER

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

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April 1999
Case

Steve Perlman and WebTV (A)

By: James K. Sebenius and Ron Fortgang

The dynamics of a linked series of internal and external negotiations involved in launching, growing, and selling a high-tech, Internet start-up are explored. Steve Perlman unfurled an impressive new technology, recruited a top technical and management team, secured... View Details

Keywords: Business Startups; Entrepreneurship; Agreements and Arrangements; Negotiation Tactics; Alliances; Internet; Communications Industry

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April 1996 (Revised March 1997)
Case

Jason Bosworth

By: William J. Poorvu and John H. Vogel Jr.

Jason Bosworth is a real estate investor who wants to purchase apartments for a $300 million limited partnership in which he is the general partner. This case is part of a negotiation game simulation that includes Sunshine Villas, Silver Lane Apartments, and Major... View Details

Keywords: Financing and Loans; Property; Negotiation Tactics; Partners and Partnerships; Management; Real Estate Industry

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Profile

Rob Humble

her home state this summer when Rob assumes a corporate-finance internship with Celanese, a Texas petroleum derivatives chemicals company. "I've been tactical in my work so far," Rob reflects. "One way to increase my... View Details

01 Jun 2002
News

History Matters

companies like Intuit, Heinz, and Whole Foods benefited from following these maxims. “Past experience offers several landmarks to help guide marketers' thinking as they plot a course through choppy strategic and tactical seas,” concluded... View Details

07 Aug 2017
Blog Post

A Summer Internship with the City of Boston

world-class university make great education free and accessible, anywhere in the world?—to knotty tactical decisions—should we ask small-dollar donors to give $5.25 or $7.50? While many of my clients’ goals were political in nature, I... View Details

04 Sep 2019
News

Action Plan: A New ’Cue

Chinese steamed bun with hickory-smoked pulled pork, pickled daikon relish, and Asian plum barbecue sauce. How to: Build a Brand Know what you want to build. “Food, music, and art are the three pillars of our brand. Those are things that come from me and my... View Details

Keywords: April White

Career Coach

Kesha Kanakiya

candidates for her firm and can share candid observations on the lifestyle and how to succeed on the job; 2) PE Ops – Kesha interned in this field over the summer and has tactical tips to share on the interview process and industry... View Details

10 Feb 2016
Sharpening Your Skills

Sharpening Your Skills: New Insights into Career Development

While humblebragging runs rampant on Twitter, it's a lousy self-promotion tactic that usually backfires according to recent research by Ovul Sezer, Francesca Gino, and Michael Norton. Professional Networking Makes People Feel Dirty... View Details

Keywords: Re: Multiple Faculty

Profile

Frank Mycroft

mindset, the willingness to look beyond tactical issues. "When I was at NASA," Frank explains, "I realized I was personally more geared toward strategic thinking. I didn't want to be the world's leading expert on designing... View Details

01 Jun 2017
News

The End of the Noncompete Clause

noncompete clauses that could limit their work options should they decide to move to a new company—or even start a company themselves. Kevin Johnson (MBA 1986), who has worked for both large tech companies and small startups, wants to change that, using a View Details

Keywords: Janelle Nanos

May 2010 (Revised May 2013)
Case

C.K. Claridge, Inc.

By: James K. Sebenius

Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details

Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry

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09 Aug 2006
Research & Ideas

Career Advancement Without Experience

manage and advance their careers in the less predictable world of contract labor. But how do you land those kinds of jobs? In "Stretchwork: Managing the Career Progression Paradox in External Labor Markets," forthcoming in the Academy of Management Journal,... View Details

Keywords: by Julia Hanna; Motion Pictures & Video; Technology

March 2020 (Revised June 2020)
Case

Social Salary Setting at Spiber

By: Ashley Whillans and John Beshears

Can a “set your own salary” system boost employee happiness and motivation? Spiber made synthetic silk built from proteins mimicking the proteins found in spider silk, the world’s toughest known material by weight. Kazuhide Sekiyama and Junichi Sugahara established... View Details

Keywords: Compensation and Benefits; Motivation and Incentives; Happiness; Negotiation Tactics; Cross-Cultural and Cross-Border Issues; Biotechnology Industry; Japan; United States

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