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  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

judgment or tactical execution. Having a metric in place that rates your priorities and weighs tradeoffs will enable you to make good decisions on the fly. Axiom #3: Learn And Adapt Bolstering your capacity to sense and respond is key to... View Details
Keywords: by Michael Wheeler; Sports
  • January 2006 (Revised October 2009)
  • Case

Negotiating Star Compensation at the USAWBL (A-1): Confidential Instructions for Jesse J.

By: Ian Larkin, James K. Sebenius and Guhan Subramanian
In this three-party negotiation exercise, Jesse J, star center in the U.S.A. Women's Basketball League, with her agent, is negotiating a possible compensation package with the Boston Sharks involving a base salary, a possible share of team merchandising profits, and a... View Details
Keywords: Compensation and Benefits; Contracts; Negotiation Process; Negotiation Tactics; Conflict and Resolution; Sports; Sports Industry; United States
Related
  • 03 Oct 2017
  • News

Can Bezos’s Ties to Boston—and HBS—Seal the Deal?

North Reading’s Kiva Systems, founded by Mick Mountz (MBA 1996). Regarding the headquarters decision, Russ Wilcox (MBA 1995), who cofounded E Ink–which would become a key supplier for the Amazon Kindle—says the Bezos might be employing a View Details
Keywords: Retail Trade
  • Profile

Folafolu Folowosele

cultural impact. In his FIELD 2 trip to Chongqing, Fola experienced yet another example of the power of cultural outreach. “Our client, Owen Education, asked us to expand their ESL business in China. While Owen focused on real fluency, their competitors concentrated on... View Details
  • December 2013
  • Supplement

Bruce Allyn: Negotiating with the KGB (B)

By: James K. Sebenius
This case picks up (from the end of the "A" case) the detailed story of the KGB's high-pressure negotiations with Harvard doctoral student Bruce Allyn to recruit him as a secret asset for the Soviet spy agency. The "A" case describes how, at the tense height of the... View Details
Keywords: Negotiation; Bargaining; Hard Bargaining; KGB; Espionage; Spying; War; National Security; Alliances; Ethics; Negotiation Tactics; Decision Choices and Conditions; Negotiation Participants; Negotiation Offer; Cambridge; Moscow; Soviet Union
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  • Profile

Debora Lehrer

in which I think I will thrive. What are you most looking forward to in your career? I am looking forward to having a successful career in the sports industry which for me, entails being a game-changer. Whether I am using innovative marketing View Details
Keywords: Entertainment / Media
  • Profile

Monne Williams

than looking ten years out. An MBA would give me the content and skills necessary for transitioning from tactical roles to strategy and long-term planning." A visit to an HBS class made a big impression on Monne. "The class was... View Details
  • 26 Mar 2020
  • Blog Post

The Road Untraveled: VC Perspectives on COVID-19

Times of Crises We are all inundated on social media with strong opinions during these unprecedented times, and I was finding it challenging to capture tactical talking points to share with my peers. My prior experience in the VC industry... View Details
  • Web

Climate Action Now - Course Catalog

leadership skills and tactics that can accelerate climate action. The course will explore business models and stakeholder coalitions that can produce solutions quickly while building markets and constituencies for change -- the “demand”... View Details
  • 21 Dec 2016
  • Blog Post

Why We Recruit: CPP Investment Board

in our Private Investments and Real Assets group, with a particular focus on Direct Private Equity, Principal Credit Investments, Natural Resources and Infrastructure.  What recruiting tactics have you found most successful in engaging... View Details
  • 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
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  • 21 Apr 2003
  • Research & Ideas

Will American Brands Be a Casualty of War?

theme. Silverthorne: In general, what effect will the war and the perceived unilateral tactics of the president have on the reception of American brands overseas? Quelch: During the 1990s, American brands such as Coca-Cola, Marlboro, and... View Details
Keywords: by Sean Silverthorne
  • 19 Nov 2015
  • Blog Post

Why We Recruit: Education Pioneers

work like setting up Newark Public Schools’ universal student enrollment system, developing new teacher talent management strategies for KIPP New Orleans, researching youth engagement best practices for the Chicago mayor’s office, and so much more. What recruiting... View Details
Keywords: Nonprofit / Government
  • Web

Protecting Yourself Against Social Engineering | Information Technology

tactics because it is usually easier to exploit your natural inclination to trust than it is to discover ways to hack your software. For example, it is much easier to fool someone into giving you their password than it is for you to try... View Details
  • 29 May 2012
  • First Look

First Look: May 29

dynamic, exploring both tactical and strategic interactions; and to assess the strategic implications of eBay's 2011 acquisition of GSI Commerce. Purchase this case:http://cb.hbsp.harvard.edu/cb/product/712405-PDF-ENG Purchase this... 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
  • 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
  • 04 Oct 2016
  • Blog Post

Why We Recruit: CVS Health

Development team have been fantastic partners in helping us develop and execute successful recruiting plans on campus. The team is always willing to work with us on creative ideas. What recruiting tactics have you found most successful in... View Details
Keywords: Health Care
  • 20 Feb 2019
  • Blog Post

Part 1: Military Transition and the JD/MBA - Setting Career Goals

to the JD/MBA and typically jump quickly from considering separation or retirement to determining how to navigate the JD/MBA application process.  Although I discuss tactical considerations later in this piece, I urge veterans to first... View Details