Publications

Article

Done but Not Published: The Dissertation Journeys of Roy J. Lewicki and J. Keith Murnighan

By: Shirli Kopelman, Anne L. Lytle, Cynthia S. Wang, Roy J. Lewicki, J. Keith Murnighan and Max Bazerman

This article explores the tumultuous path to publication that begins for many of us with trying to publish our dissertation. We invited Roy J. Lewicki and J. Keith Murnighan—the 2013 and 2015 recipients of the International Association for Conflict Management (IACM)... View Details

Keywords: Higher Education; Research; Personal Development and Career; Business Education; Education Industry; Publishing Industry

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Is Silence Killing Your Strategy? In his thirty years of working in corporations, Harvard Business School professor Michael Beer has witnessed firsthand how organizational silence derails strategic objectives. When employees can't speak truth to power, senior... View Details

14 Jun 2017
News

People Will Like You More If You Ask Them Questions

10 Oct 2016
News

Why Lincoln Hid His Strongest Feelings from the Public

October 2019 (Revised March 2021)
Background Note

Modern Automation (B): Robotics

By: William R. Kerr and James Palano

Driven largely by advances in perception and situational awareness, robots in the 2010s were gaining functionality that allowed them to be applied to fundamentally new types of work. The expanding range of new tasks that could be completed by machines had significant... View Details

Keywords: Robotics; Artificial Intelligence; Future Of Work; Technology Commercialization; Information Technology; Commercialization; Employment; AI and Machine Learning

4 PM – 5 PM EST, 10 Feb 2022
Virtual Programming

From Strength to Strength: a book launch event with Arthur Brooks

Please join Professor Arthur Brooks for a conversation on his new book, From Strength to Strength: Finding Success, Happiness, and Deep Purpose in the Second Half of Life, featuring introductory remarks from Seth Klarman, (MBA 1982), CEO of The Baupost Group of Boston.... View Details

Research Summary

Interpersonal Communication & Human-Computer Interaction

This stream of research, combining methods from experimental psychology and natural language processing, investigates behaviors that improve interpersonal communication. In our paper on question-asking published in Journal of Personality and Social Psychology,... View Details

Keywords: Communication; Responsiveness; Negotiation; Gender Stereotypes

September 2016
Supplement

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark N. Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Business or Company Management; Salesforce Management; Applications and Software; Employees; Performance Evaluation; Information Technology Industry; Retail Industry

September 2016 (Revised February 2017)
Case

ZenRecruit: Sales Coaching and Performance Reviews

By: Mark Roberge

Amara Kaggwa leads the small but rapidly expanding sales team at ZenRecruit, a recruiting software application used by small businesses. Armed with six months of sales performance metrics, Kaggwa is preparing for her monthly performance conversations with two... View Details

Keywords: Entrepreneurial Marketing; Entrepreneurial Sales; Entrepreneurial Sales And Marketing; Marketing; Entrepreneurship; Sales

June 1990 (Revised October 1991)
Case

Lake Pleasant Bodies Case (A)

By: Joseph L. Badaracco Jr.

Presents a classic dilemma in legal ethics--the conflict between an attorney's obligations as an attorney, in this case to protect a client's confidentiality, and his or her own moral obligations as a person. An attorney must decide how to respond to the father of a... View Details

Keywords: Decision Choices and Conditions; Moral Sensibility; Questionnaires; Attorney and Client Relationships; Social Psychology; Conflict Management; Legal Services Industry

30 Aug 2021
News

How the Shift to Remote Work Could Impact People Differently Around the World

23 Jan 2024
Video

Harvard Dialogues: Leading When It’s Difficult

August 22, 2017
Article

Find the Right Metrics for Your Sales Team

By: Frank V. Cespedes and Robert Marsh

This article reports the results of a survey of key performance indicators (KPIs) used by more than 800 sales groups across industries. The most common KPIs are closed deals and salesperson performance against quota, which, on average, firms measure monthly. But a... View Details

Keywords: Sales; Performance Evaluation; Measurement and Metrics; Salesforce Management

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23 Dec 2020
News

A Path to Developing More Insightful Business School Graduates: A Systems-Based, Experimental Approach to Integrating Law, Strategy, and Sustainability

2011
Book

True North Groups: A Powerful Path to Personal and Leadership Development

By: Bill George and Doug Baker

All too often, we find ourselves forced to confront life's challenges on our own. What we need is an intimate group with whom we can examine our beliefs and share our lives. For the past thirty-five years, Bill George and Doug Baker have found the answer in True North... View Details

Keywords: Interpersonal Communication; Leadership; Personal Development and Career; Problems and Challenges; Groups and Teams; Opportunities; Personal Characteristics

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11 May 2022
Video

LEVEL UP: Rise Above the Hidden Forces Holding Your Business Back

2012
Working Paper

FollowMe.IntDev.Com: International Development in the Blogosphere

By: Ryann Manning

This article explores online blogs as a new forum for discussing ideas and practices in international development. Based on a qualitative study of conversations that take place across multiple blogs, I conclude that the blogosphere combines features of a public sphere,... View Details

Keywords: Development Economics; Interpersonal Communication; Knowledge Acquisition; Experience and Expertise; Globalization; Blogs

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July 2024
Case

The Voice Wars Continues 2024: Hey Google vs. Alexa vs. Siri vs. ChatGPT

By: David B. Yoffie and Sarah von Bargen

In 2024, the Voice War was transforming from a relatively simple index-based technology system, which relied on a list of commands and answers, to a generative AI system, which offered the promise to enable free flowing conversations between people and machines. The... View Details

Keywords: AI and Machine Learning; Competition; Technological Innovation; Technology Industry

May 3, 2023
Article

What Top-Performing Sales Managers Do Differently

By: Mike Schultz and Frank V. Cespedes

Sales managers hire reps, influence their training, provide (we hope) feedback and so reinforce good selling behaviors, and are key in the execution of growth and change initiatives. In a study of more than 1,000 sales managers and sellers across industries, we found... View Details

Keywords: Management Practices and Processes; Sales; Performance Effectiveness