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- All HBS Web (130)
- Faculty Publications (30)
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- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 02 Jul 2013
- First Look
First Look: July 2
show that empirical findings linking governance, incentives, and performance, which are typically observed in isolation, can instead be interpreted within a simple unified matching framework. Publisher's link: http://ssrn.com/abstract=1561903 2006 pub Legislating Stock... View Details
Keywords: Anna Secino
- 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
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about... View Details
Keywords: by Martha Lagace
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details
Keywords: by Loren Gary
- 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
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details
Keywords: by Michael Blanding
- 07 Feb 2012
- First Look
First Look: February 7
communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of... View Details
Keywords: Sean Silverthorne
- 23 Jan 2013
- Research & Ideas
Three-Dimensional Strategy: Winning the Multisided Platform
business. Apple functions as a reseller in its iTunes store; as a result, it can price music at a level that is attractive to consumers ($.99 or $1.29), thereby boosting sales of iPods. "If Apple functioned as an MSP in this case, and... View Details
Keywords: by Julia Hanna
- 29 Jan 2013
- First Look
First Look: Jan. 29
of Responsibility in Negotiation: A Case of Bounded Ethicality Authors:Paharia, Neeru, Lucas Clayton Coffman, and Max Bazerman Publication:Oxford Handbook of Economic Conflict Resolution Abstract This article compares direct deception with deception via an intermediary... View Details
Keywords: Sean Silverthorne
- 01 Jun 2007
- What Do You Think?
How Should Pay Be Linked to Performance?
for shareholders. However, there is a sense, expressed by John Ippolito, that there is a lack of perception in boards of directors of "what constitutes 'creating value' in the enterprise many boards are too ready to turn over the keys to the incoming CEO—then... View Details
Keywords: by Jim Heskett
- 16 Dec 2019
- Research & Ideas
Taking on the Taboos That Keep Women Out of India's Workforce
“If I increase your bargaining power over the share of household income you benefit from, I strengthen your position in the household,” she explains. “And, because you’re now in a position to assert your preferences more, traditional... View Details
Keywords: by Julia Hanna
- 28 May 2020
- Research & Ideas
Coronavirus Could Create a 'Bankruptcy Pandemic'
after Lehman Brothers’ collapse ushered in the Global Financial Crisis. Lyondell was the world’s third-largest diversified chemicals company, with $55 billion in annual revenues and operations in 25 countries. Hit by a one-two punch of falling oil View Details
- 07 May 2018
- Research & Ideas
Why Online Retailers Should Hide Their Best Discounts
those who were more sensitive to price continued to spend the extra time to find bargains on the website, showing little difference in the cost of the items they purchased. However, customers who valued... View Details