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  • 04 Aug 2011
  • What Do You Think?

How Dangerous Is Common Sense to Managers?

systems may, in some cases, eliminate the need to predict the future by allowing managers to respond only to events that have just occurred. A variation on this was proposed years ago by View Details
Keywords: by James Heskett
  • 18 Jul 2023
  • Research & Ideas

Will Global Demand for Oil Peak This Decade?

Is the globe’s thirst for oil finally topping out? A major international energy watcher says yes, predicting last month that demand for global oil for transport will peak around 2026, plateau for all uses by 2028, and possibly hit a zenith by the end of the decade.... View Details
Keywords: by Alvin Powell, Harvard Gazette; Energy; Industrial Products; Auto; Green Technology
  • 15 Oct 2018
  • Research & Ideas

Shaky Business: How Handshakes Win Negotiations

the table, according to their paper, “Handshaking Promotes Deal-Making by Signaling Cooperative Intent,” forthcoming in the Journal of Personality and Social Psychology. To shake, or not to shake? In one experiment, the researchers... View Details
Keywords: by Michael Blanding
  • 20 Dec 2010
  • Research & Ideas

Panama Canal: Troubled History, Astounding Turnaround

the limits of attempts by outside governments to improve business and political conditions in other countries. Answering them, however, required a long and detailed romp through the history of US involvement with what Secretary of War... View Details
Keywords: by Sarah Jane Gilbert; Transportation
  • 11 Aug 2003
  • Research & Ideas

Why Budgeting Kills Your Company

that didn't take any time at all," says William J. Bruns Jr., Henry R. Byers Professor of Business Administration, Emeritus, at Harvard Business School and a visiting professor at Northeastern University. After each unit's sales and... View Details
Keywords: by Loren Gary
  • 15 Jun 2009
  • Research & Ideas

GM: What Went Wrong and What’s Next

auto market in the 1950s. The industry leader, unbothered by competition and looming threats, began to coast on its former glory, however, and bypass such areas as consumer preferences and industry innovation. View Details
Keywords: by Staff; Auto
  • 19 Apr 2004
  • Research & Ideas

Birth of the American Salesman

Walter A. Friedman's new book Birth of a Salesman chronicles the rise and development of modern sales management from the 18th century to the present day. Its fascinating cast of dynamic business figures and academic leaders includes John Patterson, Frederick Taylor,... View Details
Keywords: by Laura Linard
  • 2018
  • Book

Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details
Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
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  • July 1993
  • Case

Genzyme Corporation: A Financing History

By: Timothy A. Luehrman and Andrew D. Regan
Genzyme Corp.'s financing history is unusual compared to most biotech companies. This case presents the sequence of financings employed by Genzyme, along with the product--market and corporate-development strategies adopted by Henri Termeer, Genzyme's CEO. As such, the... View Details
Keywords: History; Marketing Strategy; Financing and Loans; Business Strategy; Growth and Development Strategy; Biotechnology Industry
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  • May 2022 (Revised June 2024)
  • Case

LOOP: Driving Change in Auto Insurance Pricing

By: Elie Ofek and Alicia Dadlani
John Henry and Carey Anne Nadeau, co-founders and co-CEOs of LOOP, an insurtech startup based in Austin, Texas, were on a mission to modernize the archaic $250 billion automobile insurance market. They sought to create equitably priced insurance by eliminating pricing... View Details
Keywords: AI and Machine Learning; Technological Innovation; Equality and Inequality; Prejudice and Bias; Growth and Development Strategy; Customer Relationship Management; Price; Insurance Industry; Financial Services Industry
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  • November 1996 (Revised July 1997)
  • Case

Alexander Plaza

By: Arthur I Segel and William J. Poorvu
In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is... View Details
Keywords: Negotiation Tactics; Negotiation Preparation; Agreements and Arrangements; Risk and Uncertainty; Real Estate Industry; Financial Services Industry; District of Columbia
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  • 04 Aug 2003
  • Research & Ideas

Shackleton: An Entrepreneur of Survival

ship, the Endurance, became hopelessly trapped in pack ice, Shackleton abandoned one cherished goal and shouldered another that was forced on him by circumstance. Through extraordinary hardships that lasted almost two more years, he... View Details
Keywords: by Martha Lagace
  • 26 Oct 2017
  • Research Event

In an Era of 'Fake News,' What is the Future of Advertising and Publishing?

ad on Facebook for a product you searched for on Google just moments before. The second panel, “Revenue Models & Adjacent Media Spaces,” discussed the benefits and drawbacks of this new hyper-connectivity. It was moderated by Bharat... View Details
Keywords: by Jen Deaderick; Media & Broadcasting; Journalism & News
  • 15 Jun 2007
  • Research & Ideas

Remembering Alfred Chandler

academics talk a good game about the need for interdisciplinary thinking, but we usually fall back on the strengths (or prejudices) of our primary discipline. Chandler was heavily influenced by sociologists such as Max Weber and Talcott... View Details
Keywords: by Sean Silverthorne
  • 28 May 2013
  • Research & Ideas

Can LEGO Snap Together a Future in Asia?

percent of all LEGO sales in 2011. "LEGO is a huge success story in Western Europe and America," Mikes says. "The question is will they be able to repeat this success story in Asia?" The company is a fascinating business study for its extreme ups... View Details
Keywords: by Kim Girard; Entertainment & Recreation
  • 09 Jul 2020
  • Research & Ideas

It’s Time to Reset Decision-Making in Your Organization

backlash from other organizational members. [div class=infogram-embed data-id=_/mcqxpioCi4O4ZaScUhLN][/div] In response to the broader perspective offered by his team’s devil’s advocate, one CEO shared that he took proposed... View Details
Keywords: by Boris Groysberg and Sarah Abbott
  • 01 Nov 1999
  • Research & Ideas

John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922

Henry B. Hyde of the Equitable Life Assurance Society published Hints for Agents, which contained persuasive arguments for company representatives to rehearse. Canvassers for the American Bible Society carried booklets with helpful... View Details
Keywords: by Walter A. Friedman
  • 24 Apr 2007
  • First Look

First Look: April 24, 2007

the first steps taken by the CEO to save the company. Purchase this case: http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=807126 Henry Luce and the American Century Harvard Business School... View Details
Keywords: Sean Silverthorne
  • 31 Mar 2023
  • Research & Ideas

Can a ‘Basic Bundle’ of Health Insurance Cure Coverage Gaps and Spur Innovation?

By the early 1980s, several high-income countries—including Switzerland, the United Kingdom, Australia, Canada, and New Zealand—had universal health insurance covering 100 percent of the population. Meanwhile, 40 years later, the United... View Details
Keywords: by Kasandra Brabaw; Insurance; Health
  • 28 May 2014
  • Research & Ideas

Building Histories of Emerging Economies One Interview at a Time

countries, Jones notes, company information is more widely available than is typical in emerging economies, where organizations tend to be more guarded. "Firms are often closely held by families and not open to outside researchers. They... View Details
Keywords: by Julia Hanna

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