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  • 10 Mar 2002
  • Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

In a new book, Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts, Harvard Business School professor Michael Watkins dissects the art of give-and-take. This excerpt details principles followed View Details
Keywords: by Michael Watkins
  • 21 Jul 2003
  • Research & Ideas

Don’t Get Buried in Customer Data—Use It

probe beneath customer preferences and behaviors to uncover the attitudes that provide a more solid understanding of customer loyalty. Why You Need Both Individual And Aggregated Data One-to-one marketing, a term coined by Don Peppers and... View Details
Keywords: by Jean Ayers
  • 29 Sep 2003
  • Research & Ideas

Pride Goeth Before a Profit

"A" awarded by the company auditor in his thirty years at Unocal. Now a production foreman, Thompson still lives and works in Van, just like always. "We are all blue-collar guys, we all like... View Details
Keywords: by Theodore Kinni
  • June 2008 (Revised October 2010)
  • Case

Patient Flow at Brigham and Women's Hospital (A)

By: Anita L. Tucker and Jillian Alexandra Berry
Brigham and Women's Hospital challenged a team of physicians to improve patient flow from the Emergency Department to Intensive Care Units (ICUs). One of the team members, Selwyn Rogers, Director of the Surgical Intensive Care Unit (SICU) at Brigham and Women's... View Details
Keywords: Change Management; Health Care and Treatment; Service Operations; Business Processes; Performance Productivity; Conflict and Resolution; Health Industry; Massachusetts
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  • 02 Feb 2004
  • Research & Ideas

Mapping Your Corporate Strategy

Since the 1990s, the Balanced Scorecard system has cut a path in business as a more rigorous way to measure performance by quantifying what had been considered intangible assets, such as human capital, information, and culture. The system... View Details
Keywords: by Martha Lagace
  • 08 Jan 2007
  • What Do You Think?

Neuro Economics: Science or Science Fiction?

apparently unshakeable beliefs about change management turn out not to yield the results we expect." Victoria Pynchon looks forward to the possibility that it will, for example, "give us surprising insight into our inclination to do one another good or... View Details
Keywords: by Jim Heskett
  • 29 Apr 2020
  • Book

The Key to Powerful Social Change: Small Villages

Who will solve the great problems facing humanity, a list of critical issues that only begins with the current pandemic? In the interview below, Rosabeth Moss Kanter discusses her recent book, Think Outside the Building, and her view that solutions are most likely to... View Details
Keywords: by Dina Gerdeman
  • June 2001 (Revised September 2011)
  • Case

PepsiCo's Bid for Quaker Oats (A)

By: Carliss Y. Baldwin and Leonid P Sudakov
Throughout 1999, PepsiCo closely tracked several potential strategic acquisitions. In the fall of 2000, it appeared that the right moment for an equity-financed acquisition had arrived. At this time, PepsiCo management decided to initiate confidential discussions with... View Details
Keywords: Mergers and Acquisitions; Private Equity; Stock Shares; Negotiation; Strategy; Valuation; Food and Beverage Industry
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  • 08 Jun 2009
  • Research & Ideas

The Return of the Salesman

began to appear in the 1990s, with French historian Laurence Fontaine's Histoire du colportage en Europe: XVe-XIXe siècle, a work translated into English and published by Duke University Press as History of Pedlars in Europe in 1996. This... View Details
Keywords: by Sean Silverthorne; Retail
  • 07 Apr 2003
  • Research & Ideas

XTV: Xerox’s Attempted Recovery From “Fumbling the Future”

researchers who were involved. LiveWorks arose out of an ambitious project to commercialize group collaborative technology concepts that had been incubating within PARC since the mid-1980s. This project was sponsored by the new Technology... View Details
Keywords: by Henry Chesbrough
  • 07 Oct 2008
  • First Look

First Look: October 7, 2008

and the environment will make the relevance of microprocess research findings to broader organizational questions easier to discern and therefore more likely to disseminate to the larger field of organizational research. We empirically assess this assertion View Details
Keywords: Martha Lagace
  • 2013
  • Book

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

By: Michael Wheeler
A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger... View Details
Keywords: Negotiation
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  • 09 Jan 2014
  • Research & Ideas

Excerpt: ’Fortune Tellers’

claim to systematic scientific insight. This book describes the first generation of economic forecasters and the methods they created to predict the future of the economy. The forecasting field was initially developed by entrepreneurs... View Details
Keywords: by Walter A. Friedman
  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

what set of no-deal alternatives face the participants. Its most familiar element involves what each party will do if there is no deal — in other words, "the best alternative to negotiated agreement" or BATNA (a term coined by... View Details
Keywords: by Anita M. Harris
  • 09 Feb 2009
  • Research & Ideas

Uncompromising Leadership in Tough Times

Economic difficulties need not mean that we lower our standards for leadership. If anything, we should raise our sights. New work by HBS professor Michael Beer and colleagues shows that there is still a place for what they term... View Details
Keywords: by Martha Lagace
  • 06 Oct 2015
  • First Look

October 6, 2015

upon the Thompson sampling algorithm used for multi-armed bandit problems by incorporating inventory constraints into the pricing decisions. Our algorithm proves to have both strong theoretical performance... View Details
Keywords: Sean Silverthorne
  • 11 Dec 2007
  • First Look

First Look: December 11, 2007

  Working PapersThe Seer of Wellesley Hills: Roger Babson and the Babson Statistical Organization Author:Walter A. Friedman Abstract Roger Babson was a pioneer of the business-forecasting industry in the... View Details
Keywords: Martha Lagace
  • 29 May 2007
  • First Look

First Look: May 29, 2007

worldwide. The organization is at a crossroads as it attempts to reach the ambitious goal of serving 10% of the 20 million Egyptians living in poverty by 2023, while at the same time developing the local NGO capacity to serve the... View Details
Keywords: Martha Lagace
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

perhaps extremely severe, that are routine because they can be anticipated and prepared for) and "true crises" (which, because of significant novelty, cannot be dealt with exclusively by pre-determined emergency plans and... View Details
Keywords: Sean Silverthorne
  • 13 May 2002
  • Book

Bringing the Master Passions to Work

accounts is also the telltale sign of the desire to impress by expressing—to control other minds through erudition, wit, and eloquence. We can seize others "by their minds" with our justificatory strategies. We get them to see... View Details
Keywords: by Mihnea C. Moldoveanu & Nitin Nohria

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