Publications

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February 1998 (Revised December 1998)
Case

Atlantic Energy/Delmarva Power & Light (A)

By: Benjamin C. Esty, Mathew M Millett and Tracy Aronson

Delmarva Power & Light and Atlantic Energy are neighboring electric utilities based in Delaware and New Jersey, respectively. In early 1996, they entered into merger negotiations, but were unable to reach an agreement on price because they could not agree on what... View Details

Keywords: Valuation; Negotiation Offer; Government Legislation; Risk and Uncertainty; Mergers and Acquisitions; Contracts; Utilities Industry; Delaware; New Jersey

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2011
Working Paper

'Last-place Aversion': Evidence and Redistributive Implications

By: Ilyana Kuziemko, Ryan W. Buell, Taly Reich and Michael I. Norton

Why do low-income individuals often oppose redistribution? We hypothesize that an aversion to being in "last place" undercuts support for redistribution, with low-income individuals punishing those slightly below themselves to keep someone "beneath" them. In laboratory... View Details

Keywords: Wages; Surveys; Wealth and Poverty; Behavior; Income; Research; Rank and Position; Attitudes; Personal Characteristics; Economics

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2011
Other Unpublished Work

Military Ties, New Ventures, and Political Risk Management in Emerging Economies

By: Shon R. Hiatt and Wesley Sine

New ventures in emerging economies face a number of challenges such as political instability, corruption, and uncertain property rights that can severely hinder their ability to grow and survive, yet little is known about how startups can mitigate such risk. Using data... View Details

Keywords: Risk Management; Business Startups; Government and Politics; Developing Countries and Economies; Latin America

July 2000 (Revised June 2002)
Case

Dawn Riley at America True (A)

By: Linda A. Hill and Kristin Doughty

Dawn Riley is the CEO/Captain of America True, the first coed syndicate to race for the America's Cup. Over three years, based on her vision for America True, she built the syndicate from scratch, bringing on investors and sponsors, designing and building a boat, and... View Details

Keywords: Management Style; Leadership; Problems and Challenges; Sports; Gender; Business Startups; North and Central America; New Zealand; San Francisco

2018
Working Paper

Backhanded Compliments: How Negative Comparisons Undermine Flattery

By: Ovul Sezer, Alison Wood Brooks and Michael I. Norton

Seven studies (N = 2352) examine backhanded compliments—seeming praise that draws a comparison with a negative standard—a distinct self-presentation strategy with two simultaneous goals: eliciting liking (“Your speech was good…”) and conveying status (“…for a woman”).... View Details

Keywords: Backhanded Compliments; Self-presentation; Impression Management; Interpersonal Perception; Liking; Status; Image Concern; Interpersonal Communication; Status and Position; Perception; Motivation and Incentives

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April 1998 (Revised June 1998)
Case

Road Well Traveled, The (Condensed)

Presents the conclusions of a 1992 mail survey of Harvard MBAs who started their own businesses. Questions focused on 4 areas: 1) development of the business concept, 2) sales and marketing, 3) finance, and 4) building a staff. The entrepreneurs surveyed include 24 in... View Details

Keywords: Entrepreneurship

30 Sep 2019
Book

6 Steps to Building a Better Workplace for Black Employees

felt it is never acceptable to speak about their experiences of bias at their companies. [div class=infogram-embed data-id=_/VKEgGVR9LYtdJI5sVIkB][/div] All that hushing of the topic can make African... View Details

Keywords: by Dina Gerdeman

2024
Other Teaching and Training Material

Earth

By: Barry Nalebuff and Max Bazerman

Earth was created to provide participants with the opportunity to negotiate a solution to the most important environmental challenge that faces humanity — climate change. Just as finding solutions to climate change is challenging, students will be challenged to find a... View Details

Keywords: Climate Change; Outcome or Result; Negotiation; Game Theory

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April 2008
Case

Campbell and Bailyn's Boston Office: Managing the Reorganization

By: Anne Donnellon and Dun Gifford Jr

Ken Winston, the regional sales manager at a securities brokerage firm, has reorganized his generalist salespeople into Key Account Teams (KAT) to increase sales of specialized, higher-margin fixed income products. Winston is also implementing a new corporate... View Details

2011
Working Paper

Better-reply Dynamics in Deferred Acceptance Games

In this paper we address the question of learning in a two-sided matching mechanism that utilizes the deferred acceptance algorithm. We consider a repeated matching game where at each period agents observe their match and have the opportunity to revise their strategy... View Details

Keywords: Learning; Marketplace Matching; Outcome or Result; Game Theory; Mathematical Methods; Strategy

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April 1994 (Revised March 1995)
Case

China (C): Energy and the Environment

By: Richard H.K. Vietor

Describes energy and environmental policy in China during the period 1980-1993. China has implemented ambitious plans for electrification and the substitution of fossil fuels (mostly coal) for biomass. The environmental consequences of these changes, at the local and... View Details

Keywords: Energy Generation; Environmental Sustainability; Policy; Pollutants; Climate Change; Business and Government Relations; Globalization; Energy Industry; China