Publications
Publications
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- All HBS Web
(1,796)
- Faculty Publications (123)
- November 2005
- Article
A Behavioral Window on the Mind of the Market: An Application of the Response Time Paradigm
By: Fred W. Mast and Gerald Zaltman
- October 2005
- Column
The Mind of the Negotiator: When Good People (Seem to) Negotiate in Bad Faith
By: M. H. Bazerman
Keywords: Negotiation
- March 2004 (Revised April 2004)
- Background Note
Seeing What's on Red Auerbach's Mind
Analysis of an interview with Red Auerbach, HBR No. 87201. Alan M. Webber, who conducted the interview, probed for the lessons that Auerbach has learned from a long and productive career coaching and managing the Boston Celtics, a professional basketball team in the... View Details
- February 2004
- Column
The Mind of the Negotiator: Do You Know When to Walk Away
By: M. Bazerman
Keywords: Negotiation
- February 2004
- Column
The Mind of the Negotiator: Escalation of Commitment
By: Max H. Bazerman
Keywords: Negotiation
- November 2003
- Column
The Mind of the Negotiator: The Mythical Fixed Pie
By: Max H. Bazerman
Keywords: Negotiation
- 2003
- Book
When You Say Yes But Mean No: How Silencing Conflict Wrecks Relationships and Companies
By: Leslie Perlow
“Saying yes when you really mean no” is a problem that haunts organizations from start-ups to multi-nationals. It exists across industries, levels, and functions. And it’s exacerbated by a down economy, when the fear of losing one’s job is on everybody’s mind and the... View Details
- September 2002
- Background Note
Presence of Mind
This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and... View Details
- 1 Aug 2002
- Other Presentation
Australian Competitiveness
Competitiveness presentation at the IIR Leading Minds conference in Sydney, Australia. View Details
- April 2001 (Revised November 2001)
- Case
AvantGo
By: Alan D. MacCormack and Kerry Herman
Richard Owen, CEO of AvantGo, is preparing for a meeting in which he will set the human resource policy for the firm going forward. It has been three months since the company's IPO, and given the tremendous cramp in hiring over the six months prior to the IPO, he knows... View Details
- February 2001
- Case
BarnesandNoble.com (C)
By: Jeffrey F. Rayport, Dickson Louie and William A. Sahlman
At the end of 1999, Steve Riggio, the vice chairman and acting CEO of barnesandnoble.com, wonders what his company should do next against Amazon.com, the online retailer who is the leading online book seller in the United States. While barnesandnoble.com has been... View Details
- October 2000
- Case
GE's Two-Decade Transformation: Jack Welch's Leadership Multimedia Case
By: Christopher A. Bartlett and Meg Wozny
General Electric is faced with Welch's impending retirement, and the question on many minds is whether anyone can sustain the blistering pace of change and growth characteristic of the Welch era. After briefly describing GE's heritage and Welch's transformation of the... View Details