Reaching Your Potential - Publications - Faculty & Research

14 Jul 2014
Research & Ideas

Pay Attention To Your ‘Extreme Consumers’

typical consumers think. That's fine if you only want to keep making incremental improvements to your products, says Jill Avery, senior lecturer at Harvard Business School and a former brand manager at Gillette, Samuel Adams, and... View Details

Keywords: by Michael Blanding

24 Oct 2005
Research & Ideas

IPR: Protecting Your Technology Transfers

infringers? In a recent paper, researchers looked at the issue of IPR from a wider perspective: Does the presence of stronger intellectual property rights increase international technology transfer in general? It's an important question because of the View Details

Keywords: by Cynthia Churchwell

03 Oct 2022
Research & Ideas

Why a Failed Startup Might Be Good for Your Career After All

still do well. Founders who headed still active firms (not yet determined to be a success or a failure by the project sample’s 2021 end date) received a seniority gain of two years when they did move on. Founders’ careers progress higher in the long run. Founders on... View Details

Keywords: by Sean Silverthorne

21 Nov 2005
Research & Ideas

Making Credibility Your Strongest Asset

bring to the table; in other instances, it allows you to block the moves of potential competitors. Building your bargaining endowment requires accurate identification of key players and then taking visible... View Details

Keywords: by Michael Wheeler

19 Aug 2021
Op-Ed

Don't Ignore Your Employees' Misery—TAKE Control

employees’ dismay. If nothing else, the pandemic has taught us that one-size-fits-all approaches can be extremely counterproductive. In fact, numerous surveys and news articles suggest that employees have been just as productive working remotely, even enabling their... View Details

Keywords: by Hise O. Gibson and MaShon Wilson

June 2008 (Revised January 2010)
Case

Name Your Price: Compensation Negotiation at Whole Health Management (A)

By: Brian J. Hall, Deepak Malhotra and Nicole Bennett

MBA student Monroe Davies is asked by a potential employer to determine his own compensation package. This case follows Jim Hummer, President and CEO of Whole Health Management and Davies through a unique recruitment process that raises questions of compensation and... View Details

Keywords: Compensation and Benefits; Recruitment; Job Interviews; Negotiation Process; Personal Development and Career; Motivation and Incentives; Value

Citation

Educators

Purchase

11 Feb 2016
Working Paper Summaries

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

Keywords: by Vincent Pons; Public Relations; Public Administration

03 Sep 2014
What Do You Think?

Who Should Choose Your Boss?

Summing Up Is The Question of Who Should Choose Your Boss Becoming "A Little Irrelevant"? The remarkable events at grocery chain Market Basket over the summer stimulated a range of responses to this month's column about who... View Details

Keywords: by James Heskett; Food & Beverage

09 Feb 2012
Sharpening Your Skills

Sharpening Your Skills: Online Marketing

concerned with not just reviews but all the factors that create trust with their users. Do People Watch Online Video Ads? Creating Online Ads We Want to Watch The mere fact that an online video advertisement reaches a viewer's computer... View Details

Keywords: Re: Multiple Faculty; Technology

30 Apr 2008
Sharpening Your Skills

Sharpening Your Skills: Brand Management

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions To Be Answered Does branding work for business-to-business... View Details

Keywords: by Staff; Sports; Publishing; Auto

14 May 2009
Sharpening Your Skills

Sharpening Your Skills: Managing Teams

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions To Be Answered How does a team leader win the confidence of... View Details

Keywords: Re: Multiple Faculty

01 Jun 2010
Sharpening Your Skills

Sharpening Your Skills: Social Reporting

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions To Be Answered: What's the best way to report nonfinancial... View Details

Keywords: by Staff

29 Sep 2011
Sharpening Your Skills

Sharpening Your Skills: Leveraging Intellectual Property

Sharpening Your Skills dives into the HBS Working Knowledge archives to bring together articles on ways to improve your business skills. Questions To Be Answered What are the keys to monetizing IP? How... View Details

Keywords: Re: Multiple Faculty

08 Dec 2003
Research & Ideas

Is That Really Your Best Offer?

business deal or making plans for a joint vacation, friends may tell you that they are perfectly happy with your proposal even if they have private misgivings. For this reason, negotiations between friends tend to be less creative than... View Details

Keywords: by Michael Wheeler

27 May 2008
Sharpening Your Skills

Sharpening Your Skills: Thinking About Global

matter the most in your industry, and look at them not just as difficulties to be overcome but also as potential sources of value creation. Which Countries Are The Most Business Friendly? Handicapping the... View Details

12 May 2020
Research & Ideas

It’s Time To Relaunch Your Remote Team

start is to revisit the team’s sense of shared purpose. Revisit your shared purpose. A relaunch ensures that every team member understands and buys into the clear and specific goals that the team has been mobilized to accomplish. It is an... View Details

Keywords: by Tsedal Neeley

Winter 2013
Article

How to Identify the Best Customers for Your Business

By: Frank V. Cespedes, James P. Dougherty and Ben S. Skinner III

How can businesses achieve profitable growth so that their costs don’t grow faster than sales? This article focuses on scaling a venture’s sales process and provides a methodology for identifying core customers and some implications for governance criteria and... View Details

Keywords: Customer Relationship Management; Growth Management; Sales

Citation

Find at Harvard

Purchase

30 Oct 2005
Research & Ideas

Tuning Jobs to Fit Your Company

adjust those spans as if on sliders to make employees more effective.To understand what determines whether a job is designed for high performance, you must put yourself in the shoes of your organization's managers. To carry out his or her... View Details

Keywords: by Robert Simons

31 Jul 2006
Research & Ideas

When Not to Trust Your Gut

should help you identify when to incorporate careful, reasoned analysis into your negotiation judgments. We realize that our recommendations run counter to the implicit trust and confidence that many of us have in our intuition. However,... View Details

Keywords: by Max H. Bazerman & Deepak Malhotra

09 Jul 2020
Research & Ideas

It’s Time to Reset Decision-Making in Your Organization

sources and gather new perspectives." Bennett and Lemoine recommend reaching out “to partners, customers, researchers, trade groups, and perhaps even competitors” in times of uncertainty, in order to understand the impact of this... View Details

Keywords: by Boris Groysberg and Sarah Abbott

Publications