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- All HBS Web (179)
- Faculty Publications (59)
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- February 2006 (Revised March 2006)
- Case
Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)
By: Deepak Malhotra and Maly Hout
On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
Malhotra, Deepak, and Maly Hout. "Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)." Harvard Business School Case 906-038, February 2006. (Revised March 2006.)
- 2019
- Working Paper
On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms
By: Natalia Rigol, Erica Field, Rohini Pande, Simone Schaner and Charity Troyer-Moore
Can greater control over earned income incentivize women to work and influence gender norms? In collaboration with Indian government partners, we provided rural women with individual bank accounts and randomly varied whether their wages from a public workfare program... View Details
Rigol, Natalia, Erica Field, Rohini Pande, Simone Schaner, and Charity Troyer-Moore. "On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms." NBER Working Paper Series, No. 26294, September 2019.
- 2023
- Working Paper
Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments
By: Lauren Cohen, Umit Gurun and N. Bugra Ozel
We find widespread evidence of firms appearing to avoid paying overtime wages by exploiting a
federal law that allows them to do so for employees termed as “managers” and paid a salary above a
pre-defined dollar threshold. We show that listings for salaried positions... View Details
Cohen, Lauren, Umit Gurun, and N. Bugra Ozel. "Too Many Managers: The Strategic Use of Titles to Avoid Overtime Payments." NBER Working Paper Series, No. 30826, January 2023.
- 11 Sep 2006
- Research & Ideas
Negotiating When the Rules Suddenly Change
when they radically restructured their collective bargaining agreement (CBA). The new CBA instituted a uniform cap (as well as a floor) on team payrolls. It also set maximums and minimums for individual contracts and declared many more... View Details
- 21 Nov 2005
- Research & Ideas
Making Credibility Your Strongest Asset
Negotiation is a breeze if you're selling a unique product or service that others desperately need: Just sit back and let the bidding begin. Likewise, if you're a buyer in a buyer's market, getting a bargain is a snap. But what happens... View Details
Keywords: by Michael Wheeler
- 2022
- Chapter
State-Formation, Statist Islam, and Regime Instability: Evidence from Turkey
By: Kristin Fabbe
Religion, and particularly the forces of political Islam and state secularism, have been central to discussions of regime stability in the Turkish case. Intense polarization, political instability, and military interventions have propelled Turkey into crisis about once... View Details
Keywords: Ottoman Empire; Regime; State Secularism; Political Islam; Democracy; Autocracy; Religion; Government and Politics; Turkey
Fabbe, Kristin. "State-Formation, Statist Islam, and Regime Instability: Evidence from Turkey." In The Oxford Handbook of Politics in Muslim Societies, edited by Melani Cammett and Pauline Jones. New York: Oxford University Press, 2022.
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
adversaries as well as with colleagues within your organization? In this Q&A, James Sebenius and David Lax, authors of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals, discuss the common mistakes of... View Details
Keywords: by Martha Lagace
- 10 Mar 2002
- Research & Ideas
Breakthrough Negotiation: Don’t Leave It On the Table
bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if not more so.1 Specifically,... View Details
Keywords: by Michael Watkins
- 13 Oct 2003
- Research & Ideas
Negotiating Challenges for Women Leaders
are situations in which you can reposition the bargaining in a way that is not gendered. For example, if I see an opportunity for leadership, and believe that in that position of leadership I can attain additional value for those who... View Details
Keywords: by Martha Lagace
- 20 Dec 2018
- Research & Ideas
Most Popular Stories and Research Papers of 2018
Why Ethical People Become Unethical Negotiators You may think you are an ethical person, but self-interest can cloud your judgment when you sit down at the bargaining table, says Max Bazerman. The year’s 5 most downloaded research papers... View Details
Keywords: by Sean Silverthorne
- 25 Mar 2013
- Research & Ideas
How Chapter 11 Saved the US Economy
typically lease a large fraction of their assets, and for steel- and automakers that have large unionized workforces, which will give them greater leverage to renegotiate collective bargaining agreements. But Chapter 11 will be less... View Details
- 28 Feb 2007
- Research & Ideas
Capital Rules: The Tensions of Global Finance
the exceptions that scholars and policymakers had historically reserved from their embrace of open capital markets were ruled out of bounds. The norm of capital mobility was to be universal and unqualified. Deviation was a powerful signal... View Details
Keywords: by Rawi Abdelal
- 03 Jan 2017
- First Look
January 3, 2017
powerful machine learning technique known as Thompson sampling to address the challenge of balancing the exploration-exploitation tradeoff under the presence of inventory constraints. Our algorithms prove to have both strong theoretical... View Details
Keywords: Carmen Nobel
- June 2008
- Article
Psychological Influence in Negotiation: An Introduction Long Overdue
By: Deepak Malhotra and Max H. Bazerman
This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one... View Details
Keywords: Social Issues; Research; Framework; Negotiation Tactics; Decisions; Power and Influence; Behavior; Ethics
Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
- 03 Dec 2009
- Working Paper Summaries
Walking the Talk in Multiparty Bargaining: An Experimental Investigation
- 17 Dec 2013
- First Look
First Look: December 17
Publications August 2013 Harvard Business Review Press Can China Lead? Reaching the Limits of Power and Growth By: Abrami, Regina M., William C. Kirby, and F. Warren McFarlan Abstract—At the time of the American Revolution, China was... View Details
Keywords: Carmen Nobel
- 31 Oct 2022
- Research & Ideas
Why the Largest Minority Group Faces the Most Hate—and How to Push Back
movement actively sought to recruit African Americans at least until the mid-1960s to increase its bargaining power with companies. “If there are political or economic incentives, the majority group might... View Details
Keywords: by Pamela Reynolds
- 07 Jul 2008
- Research & Ideas
Innovation Corrupted: How Managers Can Avoid Another Enron
natural gas market. Diversification into water utilities and broadband soon followed, as did expansion to other countries that promised to deregulate and privatize energy production and distribution. Unfortunately, applying the company's middleman skills to other... View Details
- 19 Dec 2023
- Research & Ideas
15 Podcast Episodes That Grabbed Listeners in 2023
the organization. Chief People Officer Hanna Fager talks to Joseph Fuller about the process, from lining up skills to maintaining an inclusive corporate culture. The Parlor Room Mihir Desai on Apple's Powerful Financial Model Mihir Desai,... View Details
Keywords: by Danielle Kost
- 27 Feb 2006
- Research & Ideas
When Rights of First Refusal Are a Bad Deal
chance, but retains the right for any lower price. This allows the asset owner to present any third party with an ultimatum offer: Buy at the high price, or not at all. By increasing the bargaining power of... View Details