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  • 18 May 2015
  • Research & Ideas

Advertisers Get Serious About Playing With Their Brands

a $44,000 bid. Chalk up another win for companies that are willing to be a little playful with their brands, a potentially dangerous tactic that can easily backfire but that creates big wins with consumers if done well. Social media... View Details
Keywords: by Dina Gerdeman; Advertising
  • 24 Nov 2009
  • First Look

First Look: Nov. 24

"setup" of a negotiation itself—its parties, their interests, their no-deal options, the sequence and basic process choices or design-into the realm of strategic and tactical choice. Hiding the Evidence of Valid Theories: How... View Details
Keywords: Martha Lagace
  • 02 Jul 2015
  • Op-Ed

The Future of the Greek Economy

out of the brinkmanship of the past weeks, but not after payments to the International Monetary Fund have been missed, and European funding has ended. These tactics have created high and unnecessary uncertainty that has brought the Greek... View Details
Keywords: by Laura Alfaro, Dante Roscini & George Serafeim; Banking
  • 02 Apr 2015
  • Research & Ideas

Digital Initiative Summit: Companies Must Forget—and Borrow

effective business strategies. Companies might ultimately find more power in adopting a nuanced approach that borrows tested traditional tactics and combines them with fresh, new ideas, said Bharat N. Anand, Henry R. Byers Professor of... View Details
Keywords: by Dina Gerdeman; Education; Advertising
  • 03 Oct 2005
  • What Do You Think?

What’s the Future of Globally Organized Labor?

competency and its ability to move up the value chain that will allow it to share the positive gains. If labor tries the old tactic of strikes, management will just outsource the staff from somewhere else ... " Globally organized... View Details
Keywords: by James Heskett
  • 29 Sep 2009
  • First Look

First Look: September 29

Strategies to Fight Ad-sponsored Rivals Authors:Ramon Casadesus-Masanell and Feng Zhu Abstract We analyze the optimal strategy of a high-quality incumbent that faces a low-quality ad-sponsored competitor. In addition to competing through adjustments of View Details
Keywords: Martha Lagace
  • November 2022
  • Supplement

Arcos Dorados’ Quest for the Digitalization of Last-Mile Delivery in Colombia (B)

By: Jorge Tamayo, Jenyfeer Martinez Buitrago and Mariana Cal
In 2020, Francisco Staton, president of Arcos Dorados’ Caribbean Division, and Héctor Orozco, Managing Director of Arcos Dorados Colombia, were looking into Arcos Dorados’ options to consolidate its food delivery service in Colombia. This time the matter at hand hinged... View Details
Keywords: Transformation; Decision Making; Decision Choices and Conditions; Global Strategy; Technological Innovation; Growth and Development Strategy; Agreements and Arrangements; Negotiation Tactics; Logistics; Service Delivery; Organizational Culture; Performance Improvement; Partners and Partnerships; Strategy; Food and Beverage Industry; Latin America; South America; Colombia
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  • 05 Feb 2008
  • First Look

First Look: February 5, 2008

of influence. With this in mind, the paper seeks to achieve five objectives: (1) Define the domain of psychological influence as consisting of those tactics which do not require the influencer to change the economic or structural aspects... View Details
Keywords: Martha Lagace
  • 27 Dec 2015
  • Research & Ideas

The Most Popular Stories and Research Papers of 2015

Strategy, Especially in a Job Interview (25,829) While humblebragging runs rampant on Twitter, it's a lousy self-promotion tactic that usually backfires according to recent research by Ovul Sezer, Francesca Gino, and Michael Norton. How... View Details
  • 13 Mar 2012
  • First Look

First Look: March 13

literatures to organize these factors. We then provide some tactical advice and worksheets for entrepreneurs to consider when selecting the location for their new venture. Purchase this... View Details
Keywords: Sean Silverthorne
  • Web

What an Army Commander Learned About Using AI to Combat Cyberattacks | Working Knowledge

need to be open to changing their organizational mindset. Promote experimenting. Encourage problem-solving from the bottom up. Accept lifelong learning as a tactical advantage. AI will alter leadership While AI cannot take the place of... View Details
  • 26 Jul 2004
  • Research & Ideas

A Better Way to Negotiate: Backward

negotiations be secret or open, separate or collective? How can you avoid being harmed by the sequencing tactics of others? Here's some advice: Study Patterns Of Influence And Deference Would-be coalition builders learn quickly that... View Details
Keywords: by James K. Sebenius
  • 01 Mar 2017
  • News

Alumni and Faculty Books for March 2017

entrepreneurs succeed. Yet most of us learn them only the hard way. Green shares inside secrets and proven tactics for launching a business, explaining how to locate sure-bet opportunities for improving products, get serious about... View Details
  • 20 Mar 2020
  • Research & Ideas

How Small Businesses Can Survive the Coronavirus Outbreak

outstanding bills—now. As economic concerns mount, large companies tend to delay payments to suppliers to conserve cash. Mills recommends that organizations reject that tactic when it applies to small businesses and pay as soon as... View Details
Keywords: by Danielle Kost; Service; Food & Beverage
  • 19 Dec 2011
  • Research & Ideas

Climbing the Great Wall of Trust

culture, that might help," says Chua. While those tactics might be especially vital in doing business in China, Chua continues, they are important to keep in mind in any business situation that mixes partners from different cultures... View Details
Keywords: by Michael Blanding
  • June 2020
  • Teaching Plan

Chief

By: Katherine B. Coffman, Jeffrey J. Bussgang, Kathleen L. McGinn, Julia Kelley, Amy Klopfenstein and Katherine Chen
Teaching Plan serves as a supplement to the case for “Chief: Role for Carolyn Childers” (920-019), “Chief: Role for Lindsay Kaplan” (920-020), and “Scaling at Chief” (920-021). View Details
Keywords: Negotiation; Negotiation Tactics; Negotiation Participants; Agreements and Arrangements; Business Ventures; Business Startups; Business Model; Business Growth and Maturation; Demographics; Gender; Ownership; Ownership Stake; Strategy; Business Strategy; Expansion; Competition; Finance; Capital; Venture Capital; Service Industry; Technology Industry; North and Central America; United States; New York (city, NY); New York (state, US)
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  • January 2021 (Revised March 2021)
  • Supplement

Juno (C): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021... View Details
Keywords: Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston
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  • 03 Jan 2016
  • Research & Ideas

NFL Black Monday: How Much Do Coaches Really Matter?

important question: Can able managers create value for their organizations by applying the resources at their disposal, and are they thus a source of competitive advantage? In general, NFL head coaches are responsible for player management and View Details
Keywords: by Boris Groysberg & Abhijit Naik; Sports
  • 11 Mar 2022
  • Blog Post

Climate Stories Episode #2: Sam Steyer, Greenwork

experiences with his Greenwork start up, listen to his interview on the Tactical Toolbelt podcast: https://open.spotify.com/episode/1GvB7vxfaxEOJ0cWvElB55 Images: Greenwork co-founders Sam Steyer and Gautam Jayaraman; Greenwork rooftop... View Details
  • 19 Apr 2011
  • First Look

First Look: April 19

margins from its Help Desk contract with Fonaveu, a large, strategically important customer. Emergia is considering tactics such as overdelivering on calls that incur lower costs (while underdelivering on high cost calls), offshoring the... View Details
Keywords: Sean Silverthorne