Publications

March 2000 (Revised July 2000)
Background Note

Power to Persuade, The

Presents tools for undertaking five core persuasion tasks: 1) mapping the influence landscape, 2) shaping perceptions of interests, 3) shaping perceptions of alternatives, 4) gaining acceptance for tough decisions, and 5) persuading at a distance. View Details

Keywords: Management Skills; Power and Influence

12 PM – 1 PM EST, 11 Feb 2016
Webinars: Career

Sales Skills Everyone Needs

Are you a sales professional looking to break through the noise? Could you use some insight into leveraging social dynamics and modern persuasion techniques? Whether you are a seasoned sales rep looking to sharpen your skills, or an entrepreneur looking to unravel... View Details

11 Feb 2016
Working Paper Summaries

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

Keywords: by Vincent Pons; Public Relations; Public Administration

09 Aug 2012
News

Big Business Does Best In Washington When It Plays the Underdog

TeachingInterests

Strategic Negotiations: Dealmaking for the Long Term

By: Guhan Subramanian

To craft a complex deal with major implications for your organization's future, you need more than just persuasive tactics at the negotiating table. You need to bring together the right players, tackle the right issues, and develop the right process. By examining... View Details

18 Sep 2019
Working Paper Summaries

Using Models to Persuade

Keywords: by Joshua Schwartzstein and Adi Sunderam

18 Nov 2016
News

Creating diversity in the innovation economy

February 2008 (Revised June 2011)
Background Note

Social Networks: The Portals of Web 2.0

By: Stephen P. Bradley and Nancy Bartlett

Social networks have evolved into influential, compelling and persuasive systems, the portals of Web 2.0 and one of the most powerful media phenomena in 2008. This note provides a brief background and description of various social network sites including MySpace,... View Details

Keywords: Web; Technology; Networks; Information Technology Industry

20 May 2013
News

5 Ways Money Can Buy Happiness

31 Jan 2013
News

Can Super Bowl ads still infect the Internet?

12 Oct 1999
Research & Ideas

Building Bridges: New Dimensions in Negotiation

From resolving a labor dispute to orchestrating a merger to getting a new company off the ground, negotiation plays a vital role in nearly every facet of business. In response, Professor James Sebenius, founder of the HBS Negotiation Unit (which was responsible for the... View Details

Keywords: by Anita M. Harris

Article

Conversational Receptiveness: Expressing Engagement with Opposing Views

By: M. Yeomans, J. Minson, H. Collins, H. Chen and F. Gino

We examine “conversational receptiveness”—the use of language to communicate one’s willingness to thoughtfully engage with opposing views. We develop an interpretable machine-learning algorithm to identify the linguistic profile of receptiveness (Studies 1A-B). We then... View Details

Keywords: Receptiveness; Natural Language Processing; Disagreement; Interpersonal Communication; Relationships; Conflict Management

Read Now

We present a framework where "model persuaders" influence receivers’ beliefs by proposing models that organize past data to make predictions. Receivers are assumed to find models more compelling when they better explain the data, fixing receivers’ prior beliefs.... View Details

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

This paper provides the first estimate of the effect of door-to-door canvassing on actual electoral outcomes, via a countrywide experiment embedded in Francois Hollande’s campaign in the 2012 French presidential election. While existing experiments randomized... View Details

November–December 2023
Article

Storytelling That Drives Bold Change

By: Frances X. Frei and Anne Morriss

When tackling urgent organizational problems, leaders usually work hard to identify underlying causes, tap a wide range of knowledge, and experiment with solutions. But once they’ve mapped out a plan, there’s one more crucial step they must take: crafting a story so... View Details

Keywords: Organizational Culture; Organizational Change and Adaptation; Problems and Challenges; Emotions; Communication Strategy

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March 2024
Case

Negotiating the Gift of Life (A)

By: Alex Chan

Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details

Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Health Industry

June 2018
Article

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

By: Vincent Pons

This paper provides the first estimate of the effect of door-to-door canvassing on actual electoral outcomes, via a countrywide experiment embedded in François Hollande's campaign in the 2012 French presidential election. While existing experiments randomized... View Details

Keywords: Voting; Political Elections; Interpersonal Communication; France

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Read Now

March 2024
Supplement

Negotiating the Gift of Life (B)

By: Alex Chan

Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details

Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Mission and Purpose; Health Industry