Lead Arrangers - Publications - Faculty & Research

November 2010
Case

Esquel Group: Building a Sustainable Partnership with Cotton Farmers in Xinjiang (A)

By: James K. Sebenius and Jason Cheng Qian

Esquel Group, leading manufacturer of quality shirts, sought to negotiate long-term partnerships with often-exploited farmers in Xinjiang (western China) to procure a superior cotton variety. Seeking to secure a large supply of specialty cotton in an ethical and... View Details

Keywords: Contracts; Agreements and Arrangements; Corporate Social Responsibility and Impact; Leasing; Business and Community Relations; Business and Government Relations; Partners and Partnerships; Agriculture and Agribusiness Industry; Apparel and Accessories Industry; Manufacturing Industry; Hong Kong; Xinjiang Uygur Zizhiqu

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2019
Article

Pay-for-Monopoly?: An Assessment of Reverse Payment Deals by Pharmaceutical Companies

By: Sana Rafiq and Max Bazerman

Abstract Over the past eighteen years, pharmaceutical firms have developed a blueprint to impede competition in order to maintain their monopoly profits. This scheme, termed pay-for-delay, involves direct or indirect payment of money from a branded-drug manufacturer... View Details

Keywords: Monopoly; Policy; Competition; Agreements and Arrangements; Pharmaceutical Industry

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22 Jul 2002
Research & Ideas

Is Performance-Based Pricing the Right Price for You?

is an arrangement in which the seller is paid based on the actual performance of its product or service. It is becoming much more popular. In the advertising industry, agencies had been traditionally paid 15 percent of the cost of the... View Details

Keywords: by Benson Shapiro; Manufacturing

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Interviewing - Alumni

which you are interviewing. What You Need to Know Prepare. The work and research you do prior to your interview conversation is essential to a successful interview. Meaningful preparation leads to a productive and positive conversation.... View Details

02 Apr 2020
What Do You Think?

What Are Lessons for Leaders from This Black Swan Crisis?

simple guideline, that every 10 years or so, expect a major disruption. So you need 6 months cash on hand to weather it.” Larry recommended contingency planning. As he put it, “Operational contingency plans are unlikely to be helpful. But financial contingency View Details

Keywords: by James Heskett

06 Sep 2022
Research & Ideas

Does Hybrid Work Actually Work? Insights from 30,000 Emails

more than 30,000 emails sent among colleagues experimenting with various work arrangements during the COVID pandemic in 2020. He teamed with Tarun Khanna, the Jorge Paulo Lemann Professor at HBS, HBS doctoral student Kyle Schirmann, and... View Details

Keywords: by Ben Rand

09 Oct 2001
Research & Ideas

Driven: How Human Nature Shapes Organizations

the overall objectives of the firm in relation to customers, investors, and regulators. Now people are chosen to step into these roles and the organization is set in motion. What will happen in real time? Once on the job, the bonding drive will View Details

Keywords: by Paul Lawrence & Nitin Nohria

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

had handled the account to find out the concerns Impress had had before the conflict escalated. She arranged to offer Impress a few perks in a new contract as a show of good faith. She asked the president of another RLX client, who knew... View Details

Keywords: by Deepak Malhotra

Web

Research - Behavioral Finance & Financial Stability

They show that funding loans to these borrowers lead to better economic outcomes for the borrowers and higher returns for the fintech platform. See Marco’s other research here , Dimuthu’s other research here , and Don’s other research... View Details

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McArthur Hall | About

bedrooms arranged in eight-person suites with common areas that maximize the opportunity for collaborative discussions. Rooms are equipped with the latest multi-media tools and wireless Internet access. Located on the northeast corner of... View Details

02 Oct 2006
Research & Ideas

Negotiating in Three Dimensions

"interests," or what each side really cares about. Failure to uncover interests often leads to mistakes in our second dimension, deal design, such as treating potentially more cooperative agreements as pure price deals in which... View Details

Keywords: by Martha Lagace

05 Feb 2018
What Do You Think?

Should Companies Disclose Employee Compensation?

compensation data could lead to a different method in solving certain situations such as pay discrepancy " As Ali put it, "Why companies find it so difficult to talk salary when our government is so open on what each employee is... View Details

Keywords: by James Heskett; Financial Services

03 Jan 2023
What Do You Think?

How Would the Leadership Style of Girl Scouts' Frances Hesselbein Fare Today?

of General Motors because of her skills at turning around a large organization. My colleague Regina Herzlinger, the Nancy R. McPherson Professor of Business Administration at Harvard Business School, knowing that I was preparing materials for a course in service... View Details

Keywords: Re: James L. Heskett

28 Nov 2005
Research & Ideas

Unilever: Transformation and Tradition

for major innovations. The science base was high quality and deep. Research on animal feeds could lead over time into a successful pregnancy test. Unilever's knowledge about edible fats and detergents was second to none in the world. This... View Details

Keywords: by Geoffrey Jones; Consumer Products

21 Sep 2021
Office Hours

Readers Ask: How Can I Gain Power and Influence?

top executives and shareholders. That being said, the pandemic may well lead to more changes, because employees are making it clear across industries that they want to have a say on their working conditions, on the working View Details

Keywords: by Kristen Senz

Web

Globalization - Faculty & Research

political, and regulatory institutions. One question that arises is whether there are certain minimum standards that ought to guide managers in their decision making independently of local institutional requirements, especially when institutional View Details

07 May 2020
Research & Ideas

The One Good Thing Caused by COVID-19: Innovation

mitigation but may also lead to long-lasting changes in consumer and worker behavior. These may, in turn, generate new demand. This has important implications, both opportunities and challenges, for technology users, innovators, as well... View Details

Keywords: by Hong Luo and Alberto Galasso

17 Nov 2015
First Look

November 17, 2015

contemporary leaders, he selects transparency as his tool. He is, however, unique in adopting a highly nuanced approach to implementing transparency. In the process, he not only leads a fantastic organizational turnaround but also helps... View Details

Keywords: Sean Silverthorne

03 Dec 2020
Research & Ideas

Cut Payroll Costs with Transparency, Fairness, and Compassion

Benioff has long espoused the need for a more equitable economic system and has stated that the current pandemic “is a tremendous opportunity for all CEOs and all businesses to really put their resources right out there and say, 'We're going to do everything we can to... View Details

Keywords: by Boris Groysberg and Sarah Abbott

18 Sep 2019
Op-Ed

WeWork—The IPO That Shouldn’t?

revenue sharing arrangements WeWork provides landlords in exchange for the latter’s willingness to provide the capital for the buildout and tenant improvements at their facilities. Both factors will have an impact on their top line... View Details

Keywords: by Nori Gerardo Lietz; Financial Services; Real Estate

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