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Show Results For
- All HBS Web
(188)
- People (3)
- News (36)
- Research (117)
- Multimedia (1)
- Faculty Publications (59)
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- March 24, 2014
- Article
Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran
While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an... View Details
Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
- 27 Nov 2023
- Research & Ideas
Voting Democrat or Republican? The Critical Childhood Influence That's Tough to Shake
longer in the new county was likelier to adopt its political persuasions than the child with less exposure. Given that the siblings shared the same mother and father, “we were able to determine that differences in their behavior cannot be... View Details
Keywords: by Ben Rand
- 15 May 2024
- Research & Ideas
A Major Roadblock for Autonomous Cars: Motorists Believe They Drive Better
‘guardian and ‘chauffeur.’ While the first connotes safety, the second conveys the idea that you can sit back and relax while the vehicle drives you around. Our results suggest the second label may leverage more persuasive benefits.” 2.... View Details
- 21 May 2024
- Research & Ideas
What the Rise of Far-Right Politics Says About the Economy in an Election Year
institutions in times of need, such as organized crime, churches, and family networks. In my research, I find evidence that when these non-state institutions are politicized, such as is the case with many Evangelical churches in Brazil, economic crises can increase the... View Details
Keywords: by Rachel Layne
- Research Summary
3D Negotiaton
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
- 20 Sep 2017
- Research & Ideas
The Three Types of Leaders Who Create Radical Change
Influence in Society.” Without leaders who can lay out a persuasive path of innovation, a movement will never make it past the agitation stage, Battilana argues. Innovators sometimes draw on existing, proven approaches to create... View Details
Keywords: by Carmen Nobel
- 18 Apr 2011
- Research & Ideas
It’s Not Nagging: Why Persistent, Redundant Communication Works
is a name to what I do. I do this all day'” While managers with power did use e-mail, the same sense of urgency and persuasion wasn't there in the follow-up, the researchers found. These managers typically followed up with just a single... View Details
Keywords: by Kim Girard
- 02 Apr 2001
- Research & Ideas
What Makes a Good Leader?
documented the importance of persuasion in his 1992 book Beyond the Hype: Rediscovering the Essence of Management. Nohria believes effective leaders are masters of the classical elements of rhetoric, as outlined by Aristotle centuries... View Details
Keywords: by Deborah Blagg & Susan Young
- 28 Sep 2020
- Research & Ideas
How Leaders Can Navigate Politicized Conversations and Inspire Collaboration
New research sheds light on implications of using politically correct and incorrect speech and identifies five techniques to increase persuasiveness and diffuse conflict. Insights from two recent studies in an emerging field—the... View Details
Keywords: by Kristen Senz
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
Henry B. Hyde of the Equitable Life Assurance Society published Hints for Agents, which contained persuasive arguments for company representatives to rehearse. Canvassers for the American Bible Society carried booklets with helpful... View Details
Keywords: by Walter A. Friedman
- 31 Aug 2021
- Book
Feeling Powerless at Work? Time to Agitate, Innovate, and Orchestrate
through persuasion or coercion.” But where does this power come from? It derives from controlling access to what others value, such as income, status, achievement, belonging, autonomy, and moral purpose. Strategies for shifting power When... View Details
Keywords: by Jay Fitzgerald
- 04 Oct 2021
- What Do You Think?
How Do We Make Sure the Right People End Up with Power in Organizations?
copy of an extensively researched recent book, Power, for All, by Professors Julie Battilana and Tiziana Casciaro. The authors define power as “the ability to influence others’ behavior, be it through persuasion or coercion (through)... View Details
Keywords: by James Heskett
- 19 Apr 2004
- Research & Ideas
Birth of the American Salesman
industries that traditionally invested heavily in salesmen—insurance, automobiles, office machines, branded foods, and pharmaceuticals—did so because they believed salesmen were effective and persuasive in creating demand. American... View Details
Keywords: by Laura Linard
- 28 Jan 2020
- Book
Advanced Leadership Requires More Than Outside-The-Box Thinking
Skills in persuasion are vital, because for problems requiring advanced leadership, such as climate change, with so many stakeholders and sectors involved, no single leader can order anyone to do anything. It’s all a matter of lining up... View Details
Keywords: by Sean Silverthorne
- 03 Dec 2014
- What Do You Think?
Can the Brilliant Jerk Be Managed Effectively?
Summing Up Can the Brilliance of the "Jerk" Be Tapped? The best business problem cases are those that divide a class into groups making two or more persuasive arguments. The questions of whether or not and how to make... View Details
Keywords: by James Heskett
- 15 Oct 2001
- Research & Ideas
What You Don’t Know About Making Decisions
stages and managers feel the pressure of deadlines and the rush to close, they often compromise or adjust the criteria they originally created for judging the appropriateness of the deal. Dissent and Debate. David Hume, the great Scottish philosopher, argued View Details
Keywords: by David A. Garvin & Michael A. Roberto
- 16 Jun 2009
- First Look
First Look: June 16
decisions that are simultaneously powerful, popular, and pragmatic. Authority versus Persuasion Author:Eric J. Van den Steen Publication:American Economic Review Papers and Proceedings 99, no. 2 (May 2009): 448-453 Abstract This paper... View Details
Keywords: Martha Lagace
- 03 May 2021
- What Do You Think?
Where Does CEO Activism Go From Here?
to that of the Harvard Business School. Take away the titles and their corporate affiliation and most CEOs would go unrecognized. Their persuasive clout would disappear. Are CEOs representing employees? How about those who don’t support... View Details
Keywords: by James Heskett
- 03 Feb 2009
- First Look
First Look: February 3, 2009
Persuasion Author: Eric J. Van den Steen Abstract This paper studies a principal's trade-off between using persuasion versus using interpersonal authority to get the agent to "do the right thing"... View Details
Keywords: Martha Lagace
- 16 Jun 2003
- Research & Ideas
Peeling Back the Global Brand
served no purpose at all beyond cosmetic appeal. Yet, silly as it seemed, the effect was real in terms of consumer preferences, he said. We talked about brand more and more as a hierarchy of persuasive elements.— Hans-Willi Schroiff... View Details