tactics - Publications - Faculty & Research

01 Dec 2012
News

FIELD Updates Greet Class of 2014

TATA IN TIP-TOP SHAPE: Members of the HBS community gathered on September 24 for a "topping off" ceremony to celebrate placement of the final steel beam in Tata Hall's ongoing construction. In his remarks, Dean Nitin Nohria recognized the efforts of the many... View Details

Keywords: FIELD program; Construction of Buildings; Construction

01 Dec 2006
News

Faculty Books

David A. Lax and James K. Sebenius (HBS Press) Besides the dimensions of negotiating-table tactics and deal design, Professor Sebenius and his coauthor offer a third dimension in their negotiation method: setup, an arsenal of moves away... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services

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

17 Sep 2015
Blog Post

Why We Recruit: Innosight

LinkedIn that keeps past employees connected to the Firm and any big news. What recruiting tactics have you found most successful in engaging with students and/or alumni at HBS? Innosight successfully recruits HBS talent in a variety of... View Details

Keywords: Consulting

20 Mar 2005
Research & Ideas

Lessons of Successful Entrepreneurs

much for the money as for the expertise—"We wanted adult supervision." Entrepreneurs run incredibly fast and focused, leaving little time for thinking about strategy and tactics to respond to events happening in the industry.... View Details

Keywords: by Sean Silverthorne

01 Mar 2025
News

On The Case: The Base Factor

In her research as a marketing modeler, Professor Eva Ascarza focuses on understanding customers—and predicting, in particular, who will be a good one and how best to retain them. Without customers, obviously, there is no business. That could also be the tagline for... View Details

Keywords: Jen McFarland Flint

01 Jun 2013
News

Notes from W50

negotiation tactics and responsible investing. Keynote speakers included Karen Gordon Mills (MBA 1977), administrator of the US Small Business Administration; Ann Moore (MBA 1978), retired chairman and CEO of Time Inc.; and Sheryl... View Details

Web

Advanced Negotiation: Great Dealmakers, Diplomats, and Deals - Course Catalog

Tillerson—about their most difficult negotiations. As chair of the Great Negotiators Award program and co-chair of the American Secretaries of State initiative, I am deeply involved in a multi-year project to systematically distill the strategies and View Details

12 Feb 2025
Blog Post

How risk can be the key to a sustainable future with Sophie Levin (MS/MBA: Engineering Sciences 2022

cell-cultured meat—especially in transforming industries like pet food. An environmental impact study found that pet food - with its high protein content - is responsible for 25-30% of the environmental impact of animal agriculture. What is your current role and what... View Details

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

Avoiding ethical lapses as startups 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... 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

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

Profile

Amy Sennett

academic atmosphere that brings out curiosity in people.” HBS appealed to Amy for many reasons. “Business is becoming more important than ever in shaping issues and policies. I needed tactical skills in finance and management, and also... View Details

December 2019 (Revised December 2021)
Supplement

Negotiating for Equal Pay: The U.S. Women's National Soccer Team (B)

By: Christine Exley, John Beshears, Manuela Collis and Davis Heniford

Supplements the (A) case and describes the events following it View Details

Keywords: Equal Pay; Negotiation; Compensation and Benefits; Equality and Inequality; Gender; Prejudice and Bias; Ethics; Negotiation Tactics; Corporate Governance; Lawsuits and Litigation; Sports; Sports Industry; United States

Citation

Purchase

August 2009
Article

The Reality and Myth of Sacred Issues in Negotiations

By: A. E. Tenbrunsel, K A. Wade-Benzoni, V. H. Medvec, L. Thompson and M. H. Bazerman

This paper investigates the role of sacred issues in a dyadic negotiation set in an environmental context. As predicted, when negotiators focus on sacred issues, this negatively impacts the negotiation, producing more impasses, lower joint outcomes, and more negative... View Details

Keywords: Decision Choices and Conditions; Values and Beliefs; Negotiation Process; Negotiation Tactics; Conflict of Interests; Perception; Cooperation