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- Faculty Publications (30)
Show Results For
- All HBS Web (130)
- Faculty Publications (30)
- 02 Oct 2006
- Research & Ideas
Negotiating in Three Dimensions
LLC. Martha Lagace: 3-D Negotiation presents a multi-dimensional approach for people who thought negotiation was only about what happens at the bargaining table. What common mistakes do you see and what typical assumptions about... View Details
Keywords: by Martha Lagace
- 11 Aug 2003
- Research & Ideas
Why Budgeting Kills Your Company
Associates (New York City), in a recent company publication. "Business units have used their budgets as a bargaining chip, bidding high to get a larger slice of the pie while keeping their cards close to their chest. "The CEO... View Details
Keywords: by Loren Gary
- 02 Jul 2013
- First Look
First Look: July 2
show that empirical findings linking governance, incentives, and performance, which are typically observed in isolation, can instead be interpreted within a simple unified matching framework. Publisher's link: http://ssrn.com/abstract=1561903 2006 pub Legislating Stock... View Details
Keywords: Anna Secino
- 01 Jun 2007
- What Do You Think?
How Should Pay Be Linked to Performance?
for shareholders. However, there is a sense, expressed by John Ippolito, that there is a lack of perception in boards of directors of "what constitutes 'creating value' in the enterprise many boards are too ready to turn over the keys to the incoming CEO—then... View Details
Keywords: by Jim Heskett
- 16 Dec 2019
- Research & Ideas
Taking on the Taboos That Keep Women Out of India's Workforce
“If I increase your bargaining power over the share of household income you benefit from, I strengthen your position in the household,” she explains. “And, because you’re now in a position to assert your preferences more, traditional... View Details
Keywords: by Julia Hanna
- 23 Oct 2013
- Research & Ideas
Overcoming Nervous Nelly
instance. In buying a house or a car, a disparity in knowledge can cause purchasers to feel anxious over bargaining for the best price. In the study Can Nervous Nelly Negotiate? How Anxiety Causes Negotiators to Make Low Frst Offers, Exit... View Details
Keywords: by Michael Blanding
- 07 Feb 2012
- First Look
First Look: February 7
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: Sean Silverthorne
- 01 Mar 2018
- News
Every Trick in the Book
next step in the independent bookstore renaissance may be a form of collective bargaining with publishers, suggests BookHampton’s Brody, but for now, many independent booksellers are grateful for the continued existence of Barnes & Noble,... View Details
Keywords: April White
- 29 Jan 2013
- First Look
First Look: Jan. 29
of Responsibility in Negotiation: A Case of Bounded Ethicality Authors:Paharia, Neeru, Lucas Clayton Coffman, and Max Bazerman Publication:Oxford Handbook of Economic Conflict Resolution Abstract This article compares direct deception with deception via an intermediary... View Details
Keywords: Sean Silverthorne
- 23 Jan 2013
- Research & Ideas
Three-Dimensional Strategy: Winning the Multisided Platform
business. Apple functions as a reseller in its iTunes store; as a result, it can price music at a level that is attractive to consumers ($.99 or $1.29), thereby boosting sales of iPods. "If Apple functioned as an MSP in this case, and... View Details
Keywords: by Julia Hanna
- Web
Frequently Asked Questions | HBS Online
there a discount offered for completing multiple courses? Yes. If you’re a new HBS Online learner, you’ll pay full price for your first course and then receive a 30-percent past participant discount off your second and third course. Why... View Details
- 28 May 2020
- Research & Ideas
Coronavirus Could Create a 'Bankruptcy Pandemic'
after Lehman Brothers’ collapse ushered in the Global Financial Crisis. Lyondell was the world’s third-largest diversified chemicals company, with $55 billion in annual revenues and operations in 25 countries. Hit by a one-two punch of falling oil View Details
- 07 May 2018
- Research & Ideas
Why Online Retailers Should Hide Their Best Discounts
those who were more sensitive to price continued to spend the extra time to find bargains on the website, showing little difference in the cost of the items they purchased. However, customers who valued... View Details
Samuel H. Kress
Kress built a discount chain store based on an economies of scale model. He started offering fewer items than traditional 5- and 10- cent stores, in order to offer bargain prices to a lower-income clientele.... View Details
Keywords: Retail
- 01 Mar 2008
- News
Negotiating with Wal-Mart
the P&G Relationship with Wal-Mart,” HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard bargaining situations. “The... View Details
- 09 Nov 2015
- Research & Ideas
These Employers Pay Higher Salaries than Necessary
Imagine you walk into a shop where you don’t know the prices. Maybe it’s a Turkish souk, redolent with smells of saffron and turmeric. Or maybe it’s a New Hampshire antique store, full of dusty shelves of enticing oddities. You pick out your silk scarf or ceramic... View Details
- 28 Apr 2008
- HBS Case
Negotiating with Wal-Mart
Muccio: Negotiating the P&G Relationship with Wal-Mart," HBS professor Jim Sebenius and Research Associate Ellen Knebel show two very different organizations doing just that. The cases are part of a series that involve hard View Details
- Person Page
Media
Media
This lists media reports covering my firm dollarDEX Investments or me (or my colleagues), or columns written by me (or my colleagues). There are all... View Details
- 29 Mar 2016
- First Look
March 29, 2016
many industries. Extant papers largely assume that platforms dominate the pricing decision, whereas in practice, prices in business-to-business transactions are often determined by a View Details
Keywords: Sean Silverthorne
- 10 Aug 2015
- Research & Ideas
Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers
explored whether bargain prices would counterbalance the negative effects of a high pay ratio—and the mandated disclosure thereof. Source: "Paying Up for Fair Pay: Consumers Prefer Firms with Lower... View Details