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- All HBS Web (138)
- Faculty Publications (65)
Show Results For
- All HBS Web (138)
- Faculty Publications (65)
- 02 May 2025
- Blog Post
How to Work with Search Firms
am." This kind of reciprocity can lead to being labeled a “Friend of the Firm.” When your name comes up in a database search, you’ll get a first look. Build Relationships Through Recommendations The best way to get on a recruiter’s radar... View Details
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
understands what the other side values. Label your concessions Actions may speak louder than words, but actions in negotiation are often ambiguous. Concessions, unilateral or otherwise, are only influential in building trust or encouraging View Details
Keywords: by Deepak Malhotra
- 09 Feb 2015
- Research & Ideas
Professional Networking Makes People Feel Dirty
flesh-pressing more palatable. But Gino notes that powerful people know they can contribute reciprocal value to most professional interactions. Thus, before attending a networking event, it may behoove low-power people to consider... View Details
Keywords: by Carmen Nobel
- 25 Jul 2005
- Research & Ideas
Fool vs. Jerk: Whom Would You Hire?
that we like people who are similar to us; people we are familiar with; people who have reciprocal positive feelings about us; and people who are inherently attractive, either in their appearance or their personality—that is, they are... View Details
Keywords: by Tiziana Casciaro & Miguel Sousa Lobo
- 16 Jan 2006
- Research & Ideas
Adam Smith, Behavioral Economist?
market economy. He wrote about trust and reciprocity as critical foundations of the early beginnings of the market, allowing reciprocal gift exchange to emerge, and leading to trade. One might think that the... View Details
Keywords: by Ann Cullen
- Profile
Brandon Tieu
sense of confidence in the network of close friendships I've cultivated. Knowing I can always reach out to someone with expertise, and reciprocate that support in return, gives me assurance in facing the myriad of challenges ahead. While... View Details
- Profile
Phillip Jones
willing to jump on the phone, to look at resumes, to discuss opportunities.” Phillip is reciprocating the support through another avenue of service; in the fall, he will become co-president of admissions for the group. In the near future,... View Details
- 12 Nov 2012
- Research & Ideas
Pay Workers More So They Steal Less
more than workers in competing organizations? Would theft decrease? Before doing her research, Sandino hypothesized that higher compensation would discourage stealing for several reasons. First, employees receiving higher pay would feel more warmly toward their... View Details
- Research Summary
Institutions and Corporate Lobbying
“Institutions and Make-or-Buy Decision of Lobbying: The Role of Sociopolitical Legitimacy on Foreign MNEs’ Lobbying Internalization”
In this study, I examine how legitimacy comes into play in foreign MNEs’ make-or-buy decisions... View Details
Keywords: Institutions; Make V. Buy; Lobbying; Legitimacy; Corruption; Culture; Multinational Enterprise; United States
- 06 Mar 2020
- Book
A Great Teacher's Lessons for Leading
indulge me personalizing aspects of the covenant-creation process. From the first moment in the classroom, the teacher is laying the groundwork to create a covenant with students—a relationship where the student develops faith in the teacher and the teacher View Details
- 01 Dec 2022
- News
Singing to the Corn
become a seed bank, and consider a revenue model. Then the students read Braiding Sweetgrass by Robin Wall Kimmerer, a member of the Citizen Potawatomi Nation. In it, she writes of the inherent wisdom of the plant and animal nations, and the surprising power of an... View Details
Publications
2000-2005 Selected
Chiu, C-y, Morris, M.W., Hong, Y-y, & Menon, T. (2000). Motivated cultural cognition: The impact of implicit cultural theories on dispositional attribution varies as a function of Need for Closure.... View Details
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
others acknowledge your gestures of goodwill and reciprocate in kind. Four strategies for building good will and reciprocity are to label your concessions and make them salient to the other party, demand and... View Details
- Portrait Project
Ariana Fahrney
through broken translations with impossible hand signals. How did we get so close, so quickly? I ask entirely too many direct, personal questions. I am genuinely curious about others and reciprocate with radical openness myself. My... View Details
- 06 Dec 2006
- Op-Ed
India Needs to Encourage Trade with China
business, only to oversee considerable value destruction in the years since. That is, the mere fact of aggressive expansion should not strike fear. The Chinese do not generally reciprocate Indians' attitudes to them. That is, they don't... View Details
Keywords: by Tarun Khanna
- 16 May 2014
- Blog Post
Leveraging Big Data to Improve Recruiting
recent graduating classes as well as historical information which can be a great reference during the hiring process. How do you tie it all together? These days many successful hires are based on a reciprocal relationship. Organizations... View Details
- 12 Nov 2013
- First Look
First Look: November 12
link: http://francescagino.com/#/judgment_research Working Papers When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra Abstract—Do higher wages elicit View Details
Keywords: Sean Silverthorne
- 01 Dec 2017
- News
A Shared Vision for a Better World
experience. “I feel like I was given a great gift.” Harrold has reciprocated by consistently supporting HBS for 40 years. Over the past decade, he has also served as a class fundraising volunteer, encouraging classmates to follow his... View Details
- 23 Apr 2019
- First Look
New Research and Ideas, April 23, 2019
ingrained in our capitalist system, and the conceptual and practical problems presented by this doctrine and related theory of the firm. Next, I propose an alternate, principle-based guideline for corporate purpose that blends Aristotle’s theory of View Details
Keywords: Dina Gerdeman
- Profile
Mariano Bomaggio
interested in finance job opportunities." His interest has been reciprocated by his colleagues’ support. "There's an expectation that people here are self-centered and competitive. It's completely the opposite—people want to... View Details