Persuasion - Publications - Faculty & Research

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

March 24, 2014
Article

Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran

By: James K. Sebenius

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

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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

Keywords: by Rachel Layne; Transportation; Auto

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HBR Classics - Alumni

Gabarro, Robert J. Lees Wild West of Executive Coaching , Stratford Sherman, Alyssa Freas Motivating Others Employee Motivation Moving Mountains One More Time Negotiating with and Persuading Others Necessary Art of Persuasion Negotiating... 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

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

01 Feb 2001
News

What Makes a Good Leader

essentially are both managers and leaders." COMMUNICATION IS KEY "Communication is the real work of leadership," says HBS professor Nitin Nohria, who documented the importance of persuasion in his 1992 book Beyond the Hype: Rediscovering... View Details

Keywords: Management

Research Summary

3D Negotiaton

By: James K. Sebenius

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

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Photography and Print Advertising - The High Art of Photographic Advertising - Baker Library | Bloomberg Center

America. 3 Photographs like Gilbert Seehausen’s striking before-and-after shots attesting to the benefits of Lady Esther face powder offered persuasive realism that appealed to customers on an emotional level. 4 By the 1930s, photography... 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

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Resources - Christensen Center for Teaching & Learning

undergraduate studies to discussion-based learning. Learning by the Case Method Books 2007 Harvard Business Review Press The Case Study Handbook: How to Read, Discuss, and Write Persuasively About Cases by William Ellet 2002 Learning by... View Details

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

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

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

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

19 Jan 2024
News

The Values and Virtues of a Quick Fix

Subscribe on iTunes Subscribe on Spotify More Skydeck episodes Hi, this is Dan Morrell, host of Skydeck. Speed has gotten a pretty bad rap, says Anne Morriss (MBA 2004). The Silicon Valley mantra of moving fast and breaking things has led to waves of high-profile... View Details

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

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

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