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- Faculty Publications (12)
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- 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
- 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
- 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
- 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
- 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
- 27 Jan 2009
- First Look
First Look: January 27, 2009
Publisher's Abstract Most organizational change initiatives fail spectacularly (at worst) or deliver lukewarm results (at best). In his international bestseller Leading Change, John Kotter revealed why change is so hard and provided an... View Details
Keywords: Martha Lagace
- 20 Feb 2013
- Research & Ideas
Big Deal: Reflections on the Megamerger of American and US Airways
bargaining agreements with organized labor. Thus, while in bankruptcy, American was able to negotiate new labor agreements with its three largest unions, generating what some expect will be hundreds of millions of dollars in additional... View Details
- 22 Nov 2016
- First Look
November 22, 2016
the cooperative activity has arisen between the parties themselves as a matter of pragmatism. In either instance, tribes and states often find themselves at the bargaining table. The negotiation dynamics of tribal-state compacting,... View Details
Keywords: Sean Silverthorne
- 14 Jul 2008
- Research & Ideas
HBS Cases: Reforming New Orleans Schools After Katrina
there are a few for-profit charter school companies. The schools have their own boards of directors, and usually are not obligated to abide by any collective bargaining agreements that exist for teachers and principals in their local... View Details
- 10 Jun 2014
- First Look
First Look: June 10
Wall Street. Though many believe this happens because firms have a "fiduciary duty" to maximize shareholder returns, U.S. executives do not, as a matter of law, have any such obligation. Yet it's hard for them to resist demands... View Details
Keywords: Sean Silverthorne
- 18 Nov 2021
- Op-Ed
5 Principles for Scaling Change from IBM’s High School Innovation
students were 100-percent students of color, and 60 percent of them were more than two years behind in reading and math—eliminated a barrier to scaling it. Some suggested making it a charter school. That way, you wouldn't have to pay attention to collective View Details
Keywords: by Kristen Senz
- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
themselves less for comparable work. But if there's a standard [that men and women know], then this result goes away. This entitlement effect is a little hard to understand. Some of it is linked to perceived deservedness: In ambiguity,... View Details
Keywords: by Martha Lagace
- 05 Feb 2008
- First Look
First Look: February 5, 2008
of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects of the View Details
Keywords: Martha Lagace
- 12 Jul 2006
- Research & Ideas
Competition the Cure for Healthcare
with the wrong kind of competition, on the wrong things. Instead, we have a zero-sum competition to restrict services, assemble bargaining power, shift the cost to others, or grab more of the revenue versus other actors in the system.... View Details
- 20 Aug 2007
- Research & Ideas
HBS Cases: Using Investor Relations Proactively
For example, pointing out the money saved by tough bargaining with a union could cause a real problem with employees. Announcing a dividend may lead to anger from employees who think it should have been a bonus or from environmentalists... View Details
- 03 Mar 2009
- First Look
First Look: March 3, 2009
presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends up exclusive to one... View Details
Keywords: Martha Lagace