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- Faculty Publications (26)
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- All HBS Web (96)
- Faculty Publications (26)
- 05 Dec 2016
- Research & Ideas
How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)
Business executives regularly use sly tactics to get a better deal during negotiations—often making statements that are technically true, but are purposely skewed to mislead the other side. It’s a distinct form of deception called... View Details
Keywords: by Dina Gerdeman
- 17 Aug 2020
- Research & Ideas
What the Stockdale Paradox Tells Us About Crisis Leadership
explanation is elegant: “Personal spirituality functions in a deceptively simple way. When a person who has lived for themselves and their immediacy is thrown into a new and frightening environment, be it a prison camp or a liferaft, a... View Details
Keywords: by Boris Groysberg and Robin Abrahams
- 13 May 2013
- Research & Ideas
How to Spot a Liar
Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business... View Details
Keywords: by Carmen Nobel
- 30 Jul 2018
- Research & Ideas
Why Ethical People Become Unethical Negotiators
takes to settle,” he adds. “Auditing firms screw up, and one scandal after another occurs, because they don’t want to upset their clients by noticing and telling them their books stink because they might lose their business.” Deception... View Details
Keywords: by Dina Gerdeman
- 27 Jan 2023
- Op-Ed
Have We Lost Sight of Integrity?
federal indictment. Tesla’s Elon Musk is facing trial for deceptively driving up the price of Tesla stock by falsely claiming to have the “funding secured” to take his company private. Theranos under Elizabeth Holmes and Sunny Balwani... View Details
Keywords: by Bill George
- 01 Dec 2023
- News
Alumni and Faculty Books and Podcasts
Edited by Margie Kelley Alumni Books The World’s Littlest Book on Climate: Ten Facts in Ten Minutes About CO2 By Mike Nelson, Pieter Tans, and Michael Banks (MBA 1983) Independently Published In this updated edition of the world’s smallest book on the world’s biggest... View Details
Keywords: podcasts
- 01 Dec 2004
- News
Marquis Jet Takes Off
projected to top $240 million, Allard says that the business has far exceeded expectations. Success, he admits, now looks deceptively easy. Allard knows better: “It’s the hardest thing that I’ve ever done.” — ROGER THOMPSON View Details
- 25 Apr 2011
- Research & Ideas
What CEOs Do, and How They Can Do it Better
University Institute—set out to get to the bottom of CEO time management by following nearly 100 top managers in Italy, as reported in a recent paper with the deceptively simple title, What Do CEOs Do? "We had no way of knowing what... View Details
Keywords: by Michael Blanding
- 18 Nov 2002
- Research & Ideas
Where Morals and Profits Meet: The Corporate Value Shift
ethics at its core is about excellence and high attainment rather than misdeeds and malfeasance. But we do pay attention to misconduct, and I have seen many types over the years—from the garden-variety deceptions and betrayals that sap... View Details
Keywords: by Carla Tishler
- 31 Oct 2011
- Research & Ideas
The Most Powerful Workplace Motivator
Deceptive downloads also increased during times when a paper was close to gaining (or losing) placement on a top 10 list. (Ironically, one of the most downloaded SSRN papers of all time is 'I've Got Nothing to Hide' and Other... View Details
Keywords: by Carmen Nobel
- 10 Jul 2007
- What Do You Think?
How Much of Leadership Is About Control, Delegation, or Theater?
"Well, part of it is self-discipline and part of it is deception—deception in the sense that you pump yourself up and put a better face on things than you start off feeling. But after a while, if you act confident, you become more confident. So the View Details
Keywords: by Jim Heskett
- 26 Nov 2001
- Op-Ed
Why Corporate Budgeting Needs To Be Fixed
board members and Wall Street analysts. Even boards of directors are drawn into the fray, as they end up endorsing deceptive reports to shareholders. Sometimes, outright fraud ensues, as we've seen recently in high-profile cases involving... View Details
Keywords: by Michael C. Jensen
- 03 Mar 2016
- News
3-Minute Briefing: Pamela Meyer (MBA 1986)
being paranoid. But the costs of deception are high. It pays to develop a close team of colleagues you absolutely trust and would go to war with. A complicated stew in our culture is creating a deception... View Details
Keywords: Julia Hanna
- 13 May 2002
- Book
Bringing the Master Passions to Work
If passions are the masters of reason—as David Hume (1960) believed—then they have done a remarkable job at getting us to believe in their benign nature—their outright subservience to reason. Deception and self-deception are as critical... View Details
Keywords: by Mihnea C. Moldoveanu & Nitin Nohria
- 01 Feb 2001
- News
In Dot-Calm Era, Conference Examines Options for Entrepreneurs
entrepreneurs must not surrender to feelings of hopelessness. Stressing that starting any business is nothing less than a ten-year career commitment, he explained that those ten years may well be marked by two extremes: brilliant successes (that could come View Details
Keywords: Information
- 14 Dec 2009
- Research & Ideas
Can Entrepreneurs Drive People Movers to Success?
installations. Q: What are you working on next? A: These days, online shoppers face deceptive offers that promise discounts ("$10 off your next order") while they attempt to check out at ordinary retail Web sites. Because an... View Details
- 09 Aug 2011
- First Look
First Look: August 9
heavily than advice from novices. Theoretical and practical contributions are discussed. Deception and Its Detection: Effects of Monetary Incentives and Personal Relationship History Authors:Lyn M. Van Swol, Deepak Malhotra, and Michael... View Details
Keywords: Sean Silverthorne
- 05 Feb 2009
- Research & Ideas
In Praise of Marketing
additional millions of poor people to buy in. As prices have fallen, Asian brands such as Asus and Acer of Taiwan have gained share while IBM sold its PC business to Lenovo. “Critics of marketing tend to overestimate the level of intentional View Details
- Web
Data Visualization for Analysis and Communication - Course Catalog
ineffective or even deceptive visualizations Course Content and Organization: Course organization and exact number of projects may vary, and we aim to have at least one expert outside speaker. However, here is the basic structure of the... View Details
- 21 Jul 2006
- Op-Ed
Enron Jury Sent the Right Message
The most noteworthy message of the Enron trial is that corporate executives can be convicted in a court of law for a pattern of deception that may or may not be illegal. Left unaddressed in the trial were many financial transactions and... View Details
Keywords: by Malcolm S. Salter