Publications

Publications

Filter Results: (130) Arrow Down

Show Results For

← Page 3 of 130 Results →
  • 05 Apr 2017
  • Research & Ideas

For Women Especially, It Pays to Know What Car Repairs Should Cost

expected price in mind enables consumers to use bargaining strategies that they might otherwise not use, such as mentioning the expected price or negotiating for a View Details
Keywords: by Wendy Guild Swearingen; Auto; Service
  • Web

The Five Forces - Institute For Strategy And Competitiveness

Bargaining Power of Suppliers Companies in every industry purchase various inputs from suppliers, which account for differing proportions of cost. Powerful suppliers can use their negotiating leverage to charge higher View Details
  • 18 Feb 2009
  • First Look

First Look: February 18, 2009

who need them most, but unrestricted transfers might threaten the Internet's routing system. I suggest policies to create an IP address "market" while avoiding major negative externalities—mitigating the worst effects of v4 scarcity, while obtaining View Details
Keywords: Martha Lagace
  • 16 Jul 2008
  • Op-Ed

What Should Employers Do about Health Care?

and value. But health care has been treated as a commodity and cost reduction has been the dominant approach. Employers have gone to their vendors, health plans, or third-party administrators in the case of self insured plans, and tried to View Details
Keywords: by Michael E. Porter, Elizabeth O. Teisberg & Scott Wallace; Health
  • Teaching Interest

Negotiation

By: Kevin P. Mohan

Managerial success requires the ability to negotiate. Whether you are forging an agreement with your suppliers, trying to ink a deal with potential customers, raising money from investors, managing a conflict inside your firm, or resolving a dispute that is headed... 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
  • 13 Jul 2010
  • First Look

First Look: July 13

is the impact of foreign bank entry on the pricing and availability of credit in developing economies? The Mexican banking system provides a quasi-experiment to address this question because in 1997 the Mexican government radically... View Details
Keywords: Martha Lagace
  • 19 Mar 2013
  • First Look

First Look: March 19

negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high-stakes contexts). As a result, robust strategy, creativity, and nimble tactics are essential both on the... View Details
Keywords: Sean Silverthorne
  • 03 Jan 2017
  • First Look

January 3, 2017

parameters, which must be learned from sales data. In the presence of these unknown demand parameters, the retailer faces a tradeoff commonly referred to as the exploration-exploitation tradeoff. Towards the beginning of the selling season, the retailer may offer... View Details
Keywords: Carmen Nobel
  • January 2016
  • Case

Haiti Hope: Innovating the Mango Value Chain

By: Amy C. Edmondson and Jean-François Harvey
This case study examines a market-based approach to economic development through the eyes of NGO TechnoServe's project manager, implementing a US$9.5 million five-year public-private partnership between Coca-Cola, IDB, and USAID. The case ends at the beginning of the... View Details
Keywords: Sustainability; Economic Development; Corporate Social Responsibility; Emerging Country; Teaming; Public-private Partnership; Inter-organizational Relationships; Collaboration; Strategy Implementation; Agricultural Commodity; Plant-Based Agribusiness; Public Sector; Supply Chain Management; Customer Value and Value Chain; Corporate Social Responsibility and Impact; Learning; Partners and Partnerships; Private Sector; Developing Countries and Economies; Social Enterprise; Food and Beverage Industry; Agriculture and Agribusiness Industry; Haiti
Related
  • 25 Jan 2016
  • Research & Ideas

When Negotiating a Price, Never Bid with a Round Number

amount so specific. A round number, on the other hand, suggests that a person is just ballparking it—offering an approximate valuation based on vague knowledge. In one 2013 study, for example, participants played an online game based on the TV show The View Details
Keywords: by Carmen Nobel
  • 07 Jul 2008
  • Research & Ideas

Innovation Corrupted: How Managers Can Avoid Another Enron

for natural gas, and to create derivative supply contracts that could help customers manage the risks of demand volatility and price swings more effectively than before. In this way, Skilling and his colleagues solved a major contracting... View Details
Keywords: by Martha Lagace; Energy; Utilities
  • 04 Sep 2001
  • Research & Ideas

Is Government Just Stupid? How Bad Decisions Are Made

regulation of their industry. Their rash behavior will deprive future generations of entire species of nutritious fish. Long-term thinking about intergenerational issues is lacking in this and many other public decision-making arenas. Free trade prevents war, cuts... View Details
Keywords: by Max H. Bazerman, Jonathan Baron & Katherine Shonk
  • 19 Dec 2023
  • Research & Ideas

15 Podcast Episodes That Grabbed Listeners in 2023

an Impact Great business leaders are problem solvers. That’s what sparked Susan Tynan to found Framebridge, a custom framing company. When Tynan couldn’t find a reasonably priced place to frame her beloved posters, she launched a... View Details
Keywords: by Danielle Kost
  • 01 Oct 2001
  • Research & Ideas

How To Make Restructuring Work for Your Company

necessary to decide how they will be spread over the merging companies' workforces. This decision can significantly impact the merger integration process and how the stock market values the merger, by sending employees and investors a signal about which merging company... View Details
Keywords: by Stuart C. Gilson
  • 27 Feb 2006
  • Research & Ideas

When Rights of First Refusal Are a Bad Deal

a sweet opportunity for the tenant. But the timing of the deal works in favor of the landlord, who can now present an ultimatum to the third party saying that if the third party offers a price below $100,000 the renter has a right to... View Details
Keywords: by Sean Silverthorne; Construction; Real Estate; Entertainment & Recreation
  • 07 May 2012
  • Research & Ideas

The Art of Haggling

posturing, they settle on a price each can live with, although both know that the deal is likely better for one side than the other. “At some point, it still comes down to determining who gets which slice of the pie.” Now imagine the same... View Details
Keywords: by Katie Johnston
  • 30 May 2005
  • Research & Ideas

Six Steps for Making Your Threat Credible

might invite your biggest competitor to follow suit, instigating a costly bidding war. If you lost the war, your company would almost certainly take a hit in the stock market. Even if you won, the bidding war may have driven the price so... View Details
Keywords: by Deepak Malhotra
  • 30 Jun 2014
  • Lessons from the Classroom

The Role of Emotions in Effective Negotiations

A simple view of negotiation presents a cold transaction between what one person has and what the other person is willing to pay for it. If the price is right, the deal gets done. As anyone who has recently bought a car or sold a house... View Details
Keywords: by Michael Blanding; Entertainment & Recreation; Sports
  • 10 Jun 2014
  • First Look

First Look: June 10

http://ezp-prod1.hul.harvard.edu/login?url=http://dx.doi.org/10.1080/00076791.2013.837889?nosfx=y August 2013 Harvard Business Review The Price of Wall Street's Power By: Mukunda, Gautam Abstract—Over and over again, executives make... View Details
Keywords: Sean Silverthorne