negotiation skills - Publications - Faculty & Research

18 Jan 2022
Research & Ideas

How Eliminating Non-Competes Could Reshape Tech

include them in the contracts of new and prospective employees, and most new employees are not in a position to negotiate against the inclusion of the non-compete term. When a state government does nothing, non-competes by default are... View Details

Keywords: by Kristen Senz; Technology

09 Apr 2001
Research & Ideas

Marketing a Country: Promotion as a Tool for Attracting Foreign Investment.

organizations tended to be created for the purpose of marketing countries as investment sites and not with the primary objectives of screening investment or negotiating with investors. Governments can adopt two polar positions in their... View Details

Keywords: by Louis T. Wells & Alvin G. Wint

17 Sep 2018
Research & Ideas

Welcome to Retirement. Who Am I Now?

retirement, Amabile and colleagues found that, for many, the transition begins smoothly enough but then develops into retirees questioning their own identity and puzzling over how to structure their days as their familiar work life fades into the background. “You have... View Details

Keywords: by Dina Gerdeman; Entertainment & Recreation

26 May 2015
First Look

First Look: May 26

elaborate a definition of the business model as decisions enforced by the authority of the firm; this definition builds on the analytical success of previous approaches while enabling the analysis of business models through the analysis of individual firm choices. We... View Details

Keywords: Sean Silverthorne

09 Oct 2001
Research & Ideas

Driven: How Human Nature Shapes Organizations

identification of every employee with the firm as a whole and its overall goals. Remember that four-drive theory argues that the innate pressure to fulfill all four drives together has served to evolve a social contracting skill as a... View Details

Keywords: by Paul Lawrence & Nitin Nohria

29 Mar 2016
First Look

March 29, 2016

that innovation comes from the edges"). Thus, the program is not viewed as a subsidized Corporate Social Responsibility activity but as a positive net benefit activity, as well as a way of addressing skills shortages by tapping into... View Details

Keywords: Sean Silverthorne

12 Dec 2005
Research & Ideas

Using the Law to Strategic Advantage

situation? A: Every legal dispute is a business problem requiring a business solution. Instead of handing over disputes to the lawyers with a "you take care of it" attitude, managers need to take responsibility for their disputes. They need the same View Details

Keywords: by Sean Silverthorne; Legal Services

14 Jan 2019
Op-Ed

These 4 CEOs Created a New Standard of Leadership

Mayo Clinic in 2009, the world-famous medical center was struggling financially. Congress would soon be negotiating the terms of the Affordable Care Act (ACA), the Obama Administration’s signature health care legislation. From the outset,... View Details

Keywords: by Bill George; Health; Banking; Food & Beverage; Consumer Products

01 Feb 2011
First Look

First Look: Feb. 1

Fundamental principles of intellectual property rights and agricultural subsidies are described, along with the challenges of creating and operating multilateral institutions. The note begins with a brief history of multilateral View Details

2017
Other Book

Good Work: The Taylor Review of Modern Working Practices

By: Matthew Taylor, Greg Marsh, Diane Nicol and Paul Broadbent

I was not the only person appointed to the Review. My fellow Review team members, Greg Marsh, Diane Nicol and Paul Broadbent have not only been an important source of ideas and wisdom throughout the process but have led in engaging with key groups of... View Details

Keywords: Future Of Work; Labor Relations; Marketplaces; Employment; Labor and Management Relations; Labor; Markets

Citation

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16 Mar 2020
Research & Ideas

How the Coronavirus Is Already Rewriting the Future of Business

Edmondson: Leadership will engage people to work together creatively I hope we will come to learn that hiding bad news is never a good idea. That will mean recommitting ourselves to mastering the leadership skills to tell the truth and... View Details

Keywords: by Dina Gerdeman

10 Sep 2001
What Do You Think?

Do MBAs Need More Street Smarts?

experience? If they are skills, should the curriculum be designed to foster them, perhaps through greater emphasis on courses in negotiating skills and increased field experience, among others, on the... View Details

Keywords: by James Heskett

28 Nov 2005
Research & Ideas

Unilever: Transformation and Tradition

negotiation of safe paths through the complexities of official regulations and government. The easiest way to understand the Unilever organization, observed an article in the U.S. business magazine Fortune in 1947, was "to think of... View Details

Keywords: by Geoffrey Jones; Consumer Products

28 May 2020
Research & Ideas

Coronavirus Could Create a 'Bankruptcy Pandemic'

are processed through the same United States Bankruptcy Court system, and are overseen by the same pool of federal bankruptcy judges, who currently number about 350 only. The bankruptcy process also requires the active participation of View Details

Keywords: by Dina Gerdeman; Financial Services; Banking

01 Nov 2019
What Do You Think?

Should Non-Compete Clauses Be Abolished?

company has enough interest in the skill set that the individual brings in then they are limiting their talent pool when someone declines due to the NCA.” Edward Sixt contributed this argument against NCAs: “ it is not just or fair to... View Details

Keywords: by James Heskett

21 Aug 2000
Research & Ideas

From Emerging Economies to the Global Market: The Case of Embraer

skills you need negotiating in that new forum that are absolutely critical," he asserted. No Delusions One of the purposes of writing the Embraer case, Ghemawat reminded the group, was to bring... View Details

Keywords: by Martha Lagace; Manufacturing

10 Sep 2020
Research & Ideas

The COVID Two-Step for Leaders: Protect and Pivot

21 years. Nowitzki refined his skills by breaking them down into their component parts and focusing intently on the elements that needed improvement—not just practicing jump shots, but watching videos and breaking down the movements and... View Details

Keywords: by Boris Groysberg and Katherine Connolly Baden

08 Dec 2003
Research & Ideas

Is That Really Your Best Offer?

toss—and the pressure of real-world negotiations probably makes our actual performance even worse. Sometimes we don't realize we're being conned; other times, we wrongly suspect people who are telling us nothing but the truth.... View Details

Keywords: by Michael Wheeler

01 Dec 2020
What Do You Think?

How Can We Get Companies to Invest More in Low-Wage Workers?

the lower ranks. One of the causes may well be inequities in the ability of executives and frontline labor to negotiate compensation for their skills. In particular, the declining power of unions and the stickiness of minimum wage laws... View Details

Keywords: by James Heskett