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- All HBS Web (78)
- Faculty Publications (12)
Show Results For
- All HBS Web (78)
- Faculty Publications (12)
- 01 Mar 2008
- News
Negotiating with Wal-Mart
the P&G Relationship with Wal-Mart,” HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details
- 21 Nov 2005
- Research & Ideas
Making Credibility Your Strongest Asset
they're willing to help even when they are busy, and they're unlikely to haggle about return favors. The same dynamic applies to external relationships with longtime customers, vendors, and clients. Negotiating successfully in a competitive environment isn't just a... View Details
Keywords: by Michael Wheeler
- 11 Mar 2015
- Research & Ideas
How Do You Grade Out as a Negotiator?
We all know the feeling. After a hard negotiation we make the deal, put down the money, and feel excitement and relief that the bargaining is over. And then the doubts creep in. Did I get everything I could... View Details
Keywords: by Michael Blanding
- Web
Rock 100: The Summit - Entrepreneurship
Mel Tukman Faculty Fellow Richard Hame rmesh , MBA Class of 1961 Professor of Management Practice Felda Hard ymon , MBA Class of 1975 Professor of Management Practice Gordon Jones , Director, Harvard Innovation Lab William Kerr ,... View Details
- 09 Apr 2001
- Research & Ideas
The Manager’s Guide to Communicating with Customers Collection
Underhill. "If I go to a Web site that's hard to read because it's got funky type face, and I can't get service when I call, well, that's a problem." And many stores post signs with print far too small for many of their... View Details
- 01 Jun 2007
- News
The Show Goes On
hoping to sell 2,000 tickets at $30 each. That’s close to our $70,000 operating budget. This year, we had some savvy negotiators who bargained with our lighting and sound vendors and managed to get a 10 percent reduction in price. Another... View Details
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details
- 24 May 2004
- Research & Ideas
Becoming an Ethical Negotiator
does it." Q: What makes a great, ethical negotiator in your view? A: Foresight is critical to maintaining ethical standards. People get into trouble when they make hasty decisions, or when they feel as if they've been backed into a corner. Before you go to the... View Details
Keywords: by Martha Lagace
- 24 Aug 2016
- Research & Ideas
Can Obamacare Be Saved?
stability for insurers? Consolidation in the health insurance industry is not the answer. While Aetna’s bargaining power with ever-more consolidated provider organizations would have improved if it were allowed to join forces with Humana,... View Details
- 23 May 2000
- Research & Ideas
The Emerging Art of Negotiation
elements. These elements can include how each person understands himself or herself; how they understand their relationship with the other person as well as that person's characteristics; and what they perceive and know about the View Details
Keywords: by Martha Lagace
- 01 Sep 2007
- News
To The Rescue
traditional Indian greeting. It’s hard for Western observers to fathom, but EMRI’s 108 service is India’s first coordinated emergency response system, similar to the 911 system in the United States. At least for residents of Andhra... View Details
- 09 Jul 2013
- Research & Ideas
Catching Up With Boards--Jay Lorsch
that establish the going rate for talent according to company size, industry, and geography. Salaries in these tables are reported in quartiles, from highest to lowest amounts, and no corporate compensation committee wants to say that it went View Details
Keywords: by Jim Aisner
- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,... View Details
Keywords: by Michael Watkins
- 01 Jun 2012
- News
Made in the USA
galvanized wire used to make lobster traps and fencing. The coating comes in a variety of colors. Photo courtesy Riverdale Mills That philosophy has been a guiding tenet at Riverdale from Day One. While rehabbing the abandoned mill he bought at a View Details
- Web
Rewiring the Workplace: Behavioral Economics and the Future of Inclusive Organizations - Blog: RGE Report
belong to dominant groups (white, male, heterosexual, etc.) . If an organization can steer managers, employees, and even senior leaders toward active choices, this makes it hard for defaults to determine decisions and more likely that... View Details
- 26 Sep 2005
- Research & Ideas
What Perceived Power Brings to Negotiations
Power at the bargaining table is rarely distributed evenly. A job seeker lacking alternative offers is not going to have much "hammer" in salary discussions with a prospective employer. But what happens when you are perceived to... View Details
Keywords: by Mallory Stark
- 16 Apr 2001
- Research & Ideas
Brand Power from Wedgwood to Dell: Part One
modern language, that was built around quality, elegance, and social stature or social place. How he came to that set of distinguishing characteristics, the essence of his brand, is a fascinating story that I worked long and hard to... View Details
Keywords: by Martha Lagace
- 11 Dec 2018
- First Look
New Research and Ideas, December 11, 2018
world's food citizens—realize they must take more responsibility for society's nutritional needs, economic development, and the health of the environment. Goldberg argues that the traditionally commodity-oriented, bargaining relationship... View Details
Keywords: Dina Gerdeman
- 27 Feb 2007
- First Look
First Look: February 27, 2007
dearly for the intangible aspects of the product, which the firm works very hard to keep integrated with the physical product. Deals with a range of issues confronting creative economy companies, such as how to produce products with very... View Details
Keywords: Martha Lagace
- 01 Feb 1998
- News
Running Up the Score
modest and unassuming, is speaking, as he often does to young people, about the virtues of hard work, perseverance, and other old-fashioned values. When the Denver Broncos All-Pro running back finishes his talk, it's time to turn the... View Details
Keywords: Garry Emmons