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  • Research Summary

3D Negotiaton

By: James K. Sebenius

In articles and books, often with David Lax, I have been developing a broad approach to effective negotiation that encompasses three "dimensions." In this "3D" approach, our first dimension — "tactics"-- is the most familiar territory. Tactics are the persuasive... View Details

  • 03 Oct 2017
  • First Look

First Look at Research and Ideas, October 3, 2017

Feedback Shapes Social Networks By: Green, Paul, Jr., Francesca Gino, and Bradley Staats Abstract—Many organizations employ interpersonal feedback processes as a structured means of informing and motivating... View Details
Keywords: by Sean Silverthorne
  • Web

Technology & Operations Management - Faculty & Research

design, management, and improvement of operating systems and processes . As we seek to understand the challenges confronting firms competing in today's demanding environment, the focus of our work has broadened to include the multiple... View Details
  • 20 Jun 2005
  • Research & Ideas

Creating a Positive Professional Image

social identity-based impression management (SIM) to create a positive professional image. SIM refers to the process of strategically presenting yourself in a manner that communicates the meaning and significance you associate with your... View Details
Keywords: by Mallory Stark
  • June 2014
  • Technical Note

A Note on Seeking, Receiving, and Giving Advice

By: David A. Garvin and Joshua D. Margolis
This note examines the processes of seeking, receiving, and giving advice by drawing on both academic research and the lessons of skilled practitioners. It begins with a discussion of the potential benefits and costs of advice-seeking and advice-giving. The note then... View Details
Keywords: Advice Taking; Coaching; Decision-making; Leadership; Interpersonal Communication; Personal Development and Career; Management Skills
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  • 2007
  • Working Paper

Recognizing the New: A Multi-Agent Model of Analogy in Strategic Decision-Making

By: Giovanni Gavetti and Massimo Warglien
In novel environments, strategic decision-making is often premised on analogy, and recognition lies at its heart. Recognition refers to a class of cognitive processes through which a problem is interpreted associatively in terms of something that has been experienced... View Details
Keywords: Interpersonal Communication; Decision Choices and Conditions; Mathematical Methods; Cognition and Thinking; Power and Influence
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  • October 2022
  • Article

When Listening Is Spoken

By: Hanne Collins
Feeling heard is critical to human flourishing—across domains, relationships are strengthened and individual well-being is enhanced when people feel listened to. High-quality conversational listening not only requires the cognitive processes of attention and... View Details
Keywords: Listening; Interpersonal Communication; Perception; Behavior
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  • 04 Oct 2010
  • Research & Ideas

Introverts: The Best Leaders for Proactive Employees

listen to or act upon them. An introverted leader, on the other hand, is more likely to listen to and process the ideas of an eager team. But if an introverted leader is managing a bunch of passive followers, then a staff meeting may... View Details
Keywords: by Carmen Nobel
  • 2009
  • Article

The Dynamics of Silencing Conflict

By: Leslie Perlow and Nelson Repenning
In many organizations, when people perceive a difference with another they often do not fully express themselves. Despite creating innumerable problems, silencing conflict is a persistent phenomenon. While the antecedents of acts of silence are well documented, little... View Details
Keywords: Interpersonal Communication; Management Style; Conflict Management; Societal Protocols
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  • January 2015 (Revised April 2025)
  • Technical Note

FIELD Global Capstone: Orchestrating a Compelling Presentation

By: Jill Avery
This note was written to help you organize and orchestrate your FIELD Global Immersion final project presentation to your global partner. It is designed to illustrate ways to make your final presentation persuasive, inspiring, and powerful — a presentation with... View Details
Keywords: Presentation Skills; Communication; Communication Intention and Meaning; Communication Strategy; Interpersonal Communication; Management Skills
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  • 26 Aug 2002
  • Research & Ideas

High-Stakes Decision Making: The Lessons of Mount Everest

making, insuring that the process is fair and legitimate, and minimizing the level of interpersonal conflict that emerges during the deliberations. Without strong buy-in, they risk numerous delays including... View Details
Keywords: by Michael A. Roberto
  • Web

Negotiation, Organizations & Markets - Faculty & Research

partners who straightforwardly self-disclose. Keywords: Interpersonal Communication ; Motivation and Incentives ; Perception ; Behavior Citation Read Now Related Brooks, Alison Wood, and Michael Yeomans. "Boomerasking: Answering Your Own... View Details
  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

of their trustworthiness at the bargaining table. 1. Speak their language Some years ago, an airline that was seeking to go high-tech with its ticketing process invited a number of consulting firms to bid on the project. At the kickoff... View Details
Keywords: by Deepak Malhotra
  • 2007
  • Chapter

Disrupting Gender, Revising Leadership

By: D. E. Meyerson, R. Ely and Laura Wernick
In this chapter, we present a case study of men on two off-shore oil platforms—a workplace that has traditionally rewarded men for their masculine displays of bravado and their interactions centered on proving masculinity—in which such displays and interactions were... View Details
Keywords: Organizational Change and Adaptation; Safety; Leadership; Interpersonal Communication; Practice; Gender; Business Processes; Energy Industry
Related
  • Web

Topics - HBS Working Knowledge

Model (23) Business Offices (4) Business Plan (2) Business Processes (4) Business Startups (39) Business Strategy (31) Business Units (1) Business Ventures (153) Business and Community Relations (8) Business and Government Relations (44)... View Details
  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

experienced negotiators make mistakes in all three dimensions. Let us start with the least familiar kind of mistake. Flaws in our third dimension, the set-up of a negotiation, can take many forms: wrong parties, wrong issues, wrong walkaways, wrong sequence, wrong... View Details
Keywords: by Martha Lagace
  • Web

Skydeck - Alumni

Recipients of the 2024 Alumni Achievement Award reflect on how family and where they grew up formed them—personally and professionally Mission Control Space entrepreneur Peter Platzer (MBA 2002) on the process of finding your purpose In... View Details
  • Web

Board Use - Christensen Center for Teaching & Learning

information prior to class, such as key contextual facts from the case, row/column headings for quantitative analysis, or a summary of the day's agenda. Using the board during class in a meaningful and structured way, without slowing down the flow of the discussion or... View Details
  • 15 Oct 2008
  • First Look

First Look: October 15, 2008

of Maine by Colgate—to ascertain what is distinctive about the merger process and to analyze the elements critical to success. We develop suggestions about how other companies considering similar arrangements might best manage the View Details
Keywords: Martha Lagace
  • 07 Apr 2021
  • Research & Ideas

How Teams Work: Lessons from the Pandemic

interpersonal interactions essential to knowledge workers and looks at how teams tried to facilitate them. They include: Task interactions, when team members collaborate on activities that directly contribute to output; View Details
Keywords: by Kristen Senz