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    Deborah M. Winshel

    Deborah Winshel is a Senior Lecturer in the General Management Unit of Harvard Business School.  She teaches several MBA required courses: Leadership and Organizational Behavior (LEAD), Leadership and Corporate Accountability and the Field Immersion course (2025 in... View Details

    • 2004
    • Book

    Birth of a Salesman: The Transformation of Selling in America

    By: Walter A. Friedman
    This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details
    Keywords: Sales; Employees; Transformation; United States
    Related
    • June 2007 (Revised July 2007)
    • Case

    USG Corporation (A)

    Deals with CEO Bill Foote's decision of how to deal with USG's exposure to asbestos liability. USG was the largest building materials company in the United States, with 14,000 employees and gross revenues of $3.8 billion. Although USG used asbestos in a small subset of... View Details
    Keywords: Legal Liability; Construction Industry
    Related
    • 13 Jun 2017
    • First Look

    First Look at New Research and Ideas, June 13

    May 2017 American Economic Review: Papers and Proceedings Immigration and the Rise of American Ingenuity By: Akcigit, Ufuk, John Grigsby, and Tom Nicholas Abstract—We build on the analysis in Akcigit, Grigsby, and Nicholas (2017) View Details
    Keywords: Sean Silverthorne
    • 07 Jul 2015
    • First Look

    First Look: July 7, 2015

    product developers is a mindset. Western designers, who usually create products by following time-tested methods, struggle to overcome the constraints and leverage the freedoms of emerging markets. They tend to fall into common mental... View Details
    Keywords: Sean Silverthorne

      Clayton S. Rose

      Clayton Rose is Baker Foundation Professor of Management Practice and teaches the course Accountability in the Advanced Management Program. His case writing is focused on the how leaders consider the... View Details

      Keywords: financial services
      • 13 Jan 2015
      • First Look

      First Look: January 13

      http://www.routledge.com/books/details/9781138794313/ January 2015 Journal of Economic Behavior & Organization Strategic Disclosure: The Case of Business School Rankings By: Luca, Michael, and Jonathan Smith Abstract—We empirically analyze disclosure decisions made... View Details
      Keywords: Sean Silverthorne
      • 2018
      • Book

      Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

      By: James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin (with a forward by Henry A. Kissinger)
      As professors and practitioners with careers devoted to negotiation, we are often asked “Who are the world’s best negotiators? What makes them effective?” Inevitably Henry Kissinger’s name comes up as an elite, if controversial, negotiator from whom we can learn a... View Details
      Keywords: History; Negotiation Process; Negotiation Tactics; Personal Development and Career; Negotiation Style; United States
      Related
      • 16 Jan 2018
      • First Look

      First Look at New Research and Ideas, January 16, 2018

      January–February 2018 Harvard Business Review More Than a Paycheck: How to Create Good Blue-Collar Jobs in the Knowledge Economy By: Campbell, Dennis, John Case, and Bill Fotsch Abstract—Fifty years ago a good blue-collar job was with a... View Details
      Keywords: Sean Silverthorne
      • 13 Aug 2017
      • News

      Business Book of the Year 2017 — the longlist

      • August 2019
      • Case

      Creating Accountability in Afghanistan

      By: Jonas Heese, Gerardo Pérez Cavazos, Eugene F. Soltes and Grace Liu
      By early 2019, the United States had contributed $132 billion to the Afghan reconstruction. John Sopko, in his role as the Special Inspector General for Afghan Reconstruction (SIGAR), was in charge of providing accountability for U.S. aid funding. Sopko’s oversight... View Details
      Keywords: Auditing; Fraud; Accountability; Crime and Corruption; Law Enforcement; Governance; Infrastructure; Information; Networks; Strategy; Afghanistan
      Related
      • 01 Apr 2014
      • First Look

      First Look: April 1

      purporting to show that Section 203 did in fact give bidders a meaningful opportunity for success; (3) between 1990 and 2010, not a single bidder was able to achieve the 85% threshold required by Section 203, thereby calling into question... View Details
      Keywords: Sean Silverthorne
      • Web

      HBS Working Knowledge – Harvard Business School Faculty Research

      Leaders by Avery Forman 08 Nov 2024 | HBS Case How Private Investors Can Help Solve Africa's Climate Crisis by John Macomber 08 Nov 2024 | Op-Ed Have You Had Enough? View Details
      • 07 Mar 2017
      • First Look

      First Look at New Research, March 7

      these dynamics has been constrained by fragmentation within relevant management research. In this paper, we clarify and describe two narratives that have emerged within past and current research on growth and the internal organization.... View Details
      Keywords: Sean Silverthorne
      • 03 Apr 2018
      • First Look

      New Research and Ideas, April 3, 2018

      Despite all these efforts to gain new global historical visions, however, the debates surrounding this movement have remained rather provincial in scope. Global History, Globally addresses this lacuna by surveying the state of global... View Details
      Keywords: Sean Silverthorne
      • 11 Sep 2012
      • First Look

      First Look: September 11

      they made by history, or do they make it? In Indispensable, Harvard Business School professor Gautam Mukunda offers an enticingly fresh look at how and when individual leaders really can make a difference. View Details
      Keywords: Sean Silverthorne

        Birth of a Salesman

        This book chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and... View Details

        • 20 Jan 2010
        • First Look

        First Look: Jan. 20

        self-report of a licensee. Self-reporting gives rise to demand for auditing by the licensor or third-party attestation by the licensee. We characterize the optimal royalty contract, accounting system choice... View Details
        Keywords: Martha Lagace
        • Web

        Business Economics - Doctoral

        lens of business. Jointly administered by HBS and the Department of Economics in the Faculty of Arts and Sciences, the program combines theoretical analysis with in-depth, interdisciplinary research rooted in real-world applications.... View Details
        • Web

        Faculty & Research

        unparalleled possibility for humanity, and it's undergoing a revolution. A wave of companies led by gutsy entrepreneurs is unlocking opportunities that fire the imagination and open up new business models. No, it's not hotels on Mars or... View Details