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advice
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- Article
Understanding the Advice of Commissions-Motivated Agents: Evidence from the Indian Life Insurance Market
By: Santosh Anagol, Shawn Cole and Shayak Sarkar
We conduct a series of field experiments to evaluate the quality of advice provided by life insurance agents in India. Agents overwhelmingly recommend unsuitable, strictly dominated products, which provide high commissions to the agent. Agents cater to the beliefs of... View Details
Keywords: Advice; Customers; Insurance; Service Operations; Motivation and Incentives; Ethics; India
- October 2016 (Revised October 2017)
- Case
Misaki Capital and Sangetsu Corporation
By: Ian Gow, Charles C.Y. Wang, Naoko Jinjo and Nobuo Sato
Japan’s corporate culture has traditionally prioritized the interests of stakeholders such as customers, employees, and suppliers over those of shareholders. After a decades-long economic slump, Japan’s government has revitalized efforts to improve corporate governance... View Details
- August 5, 2016
- Article
A Definitive Guide to the Brexit Negotiations
By: Deepak Malhotra
In this article I offer an analysis of the negotiation landscape facing UK and EU negotiators, along with advice on how they might navigate the "Brexit" process more effectively. For the record, I have not (at the time of this writing) been asked by either side to... View Details
- December 2015
- Article
Control the Negotiation Before It Begins
By: Deepak Malhotra
Countless books and articles offer advice on avoiding missteps at the bargaining table. But some of the costliest mistakes take place before negotiators sit down to discuss the substance of the deal. That's because they often take for granted that if they bring a lot... View Details
Keywords: Negotiation Preparation
- 2015
- Article
Free at Last, Now What: The Soviet and Chinese Attempts to Offer a Roadmap for the Post-Colonial World
By: Jeremy Friedman
This article seeks to understand the motivations behind the People's Republic of China's attempt to present an alternative development model for the post-colonial world and challenge Soviet leadership in the international communist movement in mid-1960s. When the wave... View Details
- Article
Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence
By: A.W. Brooks, F. Gino and M.E. Schweitzer
Although individuals can derive substantial benefits from exchanging information and ideas, many individuals are reluctant to seek advice from others. We find that people are reticent to seek advice for fear of appearing incompetent. This fear, however, is misplaced.... View Details
- March 2015
- Case
Clifford Chance: Women at Work
By: Boris Groysberg, Katherine Connolly and Stephanie Marton
It was October 2013, and global law firm Clifford Chance was coming under fire for the second time in less than a year for reputedly failing to provide a supportive work environment for its female associates. A memo entitled "Speaking Effectively" was just issued to... View Details
- March 2015
- Case
BOLT: Seed Venture Capital Firm
By: William A. Sahlman and Robert F. White
BOLT is a different kind of seed venture capital firm built to serve the needs of early-stage startups at the intersection of hardware and software.
In the past decade, the cost of entrepreneurial experimentation has dropped dramatically, particularly in web... View Details
In the past decade, the cost of entrepreneurial experimentation has dropped dramatically, particularly in web... View Details
- 2015
- Chapter
Negotiations: Statistical Aspects
'Negotiation analysis' seeks to develop prescriptive theory and useful advice for negotiators and third parties. It generally emphasizes the parties' underlying interests, alternatives to negotiated agreement, approaches to productively manage the inherent tension... View Details
- January–February 2015
- Article
The Art of Giving and Receiving Advice
By: David A. Garvin and Joshua D. Margolis
The article looks at giving and receiving advice as an element of organizational leadership and managerial ability. It suggests that the skills related to these actions, such as self-awareness and diplomacy, are not innate talents but can be learned. It lists problems... View Details
- 2014
- Working Paper
Adding Value Through Venture Capital in Latin America and the Caribbean
By: Josh Lerner, Ann Leamon, James Tighe and Susana Garcia-Robles
Venture capital (VC) investment has long been recognized as an engine for economic growth and development. Unlike bank loans, where the entrepreneur receives money and is left alone as long as the payments arrive on the pre-arranged schedule, venture capital... View Details
- August 2014
- Technical Note
Conjoint Analysis: A Do it Yourself Guide
By: Elie Ofek and Olivier Toubia
Conjoint Analysis has become one of the most commonly used quantitative market research methods. It has been successfully employed across a wide variety of industries to quantify consumer preferences for products and services. This technical note is intended to provide... View Details
- July 9, 2014
- Article
A Great Negotiator's Essential Advice
The Program on Negotiation (PON), an active Harvard-MIT-Tufts consortium, honored View Details
- June 2014
- Technical Note
A Note on Seeking, Receiving, and Giving Advice
By: David A. Garvin and Joshua D. Margolis
This note examines the processes of seeking, receiving, and giving advice by drawing on both academic research and the lessons of skilled practitioners. It begins with a discussion of the potential benefits and costs of advice-seeking and advice-giving. The note then... View Details
- June 2014 (Revised January 2017)
- Case
Focus Financial Partners and the U.S. RIA Industry in 2014
By: Luis Viceira and Emily A. Chien
In the Spring of 2014, Rudy Adolf, CEO and founder of Focus Financial, and the two other co-founders of the firm are considering alternative growth strategies to solidify Focus Financial's position as a leading aggregator of independent wealth management firms in the... View Details
- April 2014
- Article
15 Rules for Negotiating a Job Offer
By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that... View Details
- 2013
- Chapter
Market Imperfections and Sustainable Competitive Advantage
By: Felix Oberholzer-Gee and Dennis Yao
This chapter reviews the main theories in strategic management that seek to explain persistent differences in profitability across companies. We argue that these differences are ultimately explained by market imperfections. Studying differences in financial performance... View Details
- 2013
- Chapter
The Most Successful CEOs Come from Within
By: Joseph L. Bower
The financial crisis of 2008 and the Great Recession caused a crisis of public confidence in business and American-style capitalism, with its focus on maximizing shareholder value. Corporate leaders understood that reform was needed and that they needed to commit... View Details
- 2013
- Book
Happy Money: The Science of Happier Spending
By: Elizabeth Dunn and Michael Norton
If you think money can't buy happiness, you're not spending it right. Two rising stars in behavioral science explain how money can buy happiness—if you follow five core principles of smarter spending. Happy Money offers a tour of new research on the science of... View Details
- April 2013
- Article
What Roger Fisher Got Profoundly Right: Five Enduring Lessons for Negotiators
Roger Fisher, who died in 2012, enjoyed a remarkable career that modeled one way that an academic, especially in a professional school such as law or business, could make a significant, positive, and lasting difference in the world. Distinctive aspects of his career... View Details