Publications

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February 2012
Article

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

By: Kathleen L. McGinn, Katherine L. Milkman and Markus Noth

We study the framing effects of 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: Competition; Negotiation Process; Fairness; Negotiation Types; Interpersonal Communication; Game Theory; Cooperation

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Awards

Strategic Management Society Best Conference Paper Prize

By: Ryan L. Raffaelli

Finalist for the 2019 Strategic Management Society (SMS) Annual Conference Best Paper Award for “Cognitive Framing and Capability Development at the Federal Bureau of Investigation” with Tiona Zuzul, Ranjay Gulati, and Jan Rivkin. View Details

05 Sep 2006
Research & Ideas

HBS Cases: Porsche’s Risky Roll on an SUV

A decade ago, Porsche, the luxury car company, found itself at a crossroads. Renowned for its classy (and expensive) sports cars, the firm had taken a hit in the wake of the 1987 stock market crash and suffered in great part due to Porsche's dependence on the U.S.... View Details

Keywords: by Martha Lagace; Auto; Manufacturing

November 1991 (Revised October 1995)
Case

Calyx & Corolla

By: Walter J. Salmon and David Wylie

Describes a new entry into the $8 billion flower industry in the United States. Combining the use of overnight air freight (Federal Express), information technology, an 800 number, and a catalog, Calyx & Corolla was changing the way flowers had traditionally been... View Details

Keywords: Market Entry and Exit; Transformation; Distribution Channels; Business Startups; Problems and Challenges; Agriculture and Agribusiness Industry; United States

14 Feb 2008
News

Harvard Business School Sets Out Centennial Activities

January 2022
Technical Note

Ethical Analysis: Well-Being and Rights

By: Nien-hê Hsieh and Christopher Diak

This note introduces students to two central concepts for ethical analysis: well-being and rights. It illustrates ways in which they figure in managerial decisions and challenges that arise, including how to frame trade-offs across individual well-being and... View Details

Keywords: Ethics; Analysis; Rights; Well-being; Management Practices and Processes; Decision Making

January 2005 (Revised July 2010)
Case

Anne Mulcahy: Leading Xerox through the Perfect Storm (A)

By: William W. George and Andrew N. McLean

In 2000, Xerox faces bankruptcy amid a liquidity crisis, collapsed profitability, and an expanding SEC investigation. Traces the career and leadership development of Anne Mulcahy, a former sales executive unexpectedly named COO of the beleaguered company as a last... View Details

Keywords: Organizational Change and Adaptation; Leadership; Financial Liquidity; Organizational Culture; Crisis Management; Insolvency and Bankruptcy; Gender; Corporate Governance

Mar 2012
Article

The Looming Challenge to U.S. Competitiveness

The United States is a competitive location to the extent that firms operating in the U.S. are able to compete successfully in the global economy while supporting high and rising living standards for the average American. Changes in the U.S. that help firms compete but... View Details

July 2002
Supplement

Discount & Hawkins Openings: Video Highlights

By: Michael A. Wheeler

This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of... View Details

Keywords: Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition

2015
Article

Percentage Cost Discounts Always Beat Percentage Benefit Bonuses: Helping Consumers Evaluate Nominally Equivalent Percentage Changes

By: Bhavya Mohan, Pierre Chandon and Jason Riis

Marketing offers that are framed as a "percentage change" in consumer cost vs. benefit can have highly non-linear impacts in terms of actual value for consumers. Even though two offers might appear identical, we show that consumers are better off choosing the offer... View Details

SSRN

August 2002 (Revised October 2002)
Case

Launching the War on Terrorism

Describes the decision-making process employed by President George W. Bush's War Cabinet in the days following the September 11th terrorist attacks. Examines how the president and his advisers framed the problem, exchanged ideas, generated alternatives, and developed a... View Details

Keywords: War; National Security; Decision Making; Crisis Management; Management Teams; Public Administration Industry; United States

30 Mar 2022
News

Exercising Freedom In Your World To Uphold Freedom In The World

Article

Thinking About Technology: Applying a Cognitive Lens to Technical Change

We apply a cognitive lens to understanding technology trajectories across the life cycle by developing a co-evolutionary model of technological frames and technology. Applying that model to each stage of the technology life cycle, we identify conditions under which a... View Details

Keywords: Technology; Transformation; Outcome or Result; Economics; Cognition and Thinking; Business Model; Forecasting and Prediction

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26 Jul 2012
News

To Get a 'Fair' Raise in Pay, Characterize Your Request as Mutually Beneficial

13 Dec 2016
News

How Similar is America in 2016 To Germany in 1933?

2004
Working Paper

Thinking About Technology: Applying a Cognitive Lens to Technical Change

We apply a cognitive lens to understanding technology trajectories across the life cycle by developing a coevolutionary model of technological frames and technology. Applying that model to each stage of the technology life cycle, we identify conditions under which a... View Details

Keywords: Design; Fluctuation; Technology; Perception

05 May 2008
Research & Ideas

Connecting with Consumers Using Deep Metaphors

behind Marketing Metaphoria and how insights about deep metaphors can improve brand success. Martha Lagace: What are deep metaphors? Gerald Zaltman and Lindsay Zaltman: Deep metaphors are basic frames or orientations we have toward the... View Details

Keywords: by Martha Lagace; Consumer Products

10 Mar 2013
News

Six Ways We Get Sidetracked or Swayed

December 2014 (Revised April 2016)
Module Note

Responsibilities to Employees

By: Nien-he Hsieh

The note provides a framework to conceptualize managers' responsibilities to employees in relation to economic, legal and ethical considerations. The note frames the central ethical challenge for managers as exercising power in a fair manner. The fair exercise of power... View Details

Keywords: Leadership & Corporate Accountability; Legal Aspects Of Business; Responsibility; Ethics; Fairness; Employees; Decision Making; Leadership; Jobs and Positions; Labor; Law