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Show Results For
- All HBS Web
(863)
- People (2)
- News (166)
- Research (522)
- Events (2)
- Multimedia (3)
- Faculty Publications (323)
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- Teaching Interest
How to Talk Gooder in Business and Life
This is an Elective Curriculum course for HBS MBA students. People must converse effectively to achieve success in every aspect of business and life – from pitching ideas to giving feedback, brainstorming and making strategic decisions, from interviewing to firing.... View Details
- Research Summary
Entrepreneurial Management: Customer Discovery and Business Development
This research focuses on: (a) market research methods and tactics suitable to startups seeking their initial customers and validation of their initial business model; (b) guidelines for conducting visits with potential customers as part of the startup ptrocess; and (c)... View Details
- Teaching Interest
Strategic Negotiations: Dealmaking for the Long Term
To craft a complex deal with major implications for your organization's future, you need more than just persuasive tactics at the negotiating table. You need to bring together the right players, tackle the right issues, and develop the right process. By examining... View Details
- 12 Jan 2010
- First Look
First Look: Jan. 12
negotiating strategy and tactics of incorporating two less well-studied factors beyond etiquette and deeper cultural characteristics: 3) systematic cross-border differences in decision making, governance, and 4) the broader economic and... View Details
Keywords: Martha Lagace
- December 2007 (Revised April 2008)
- Exercise
The Elcer Products Transaction: Confidential Information for Elcer Products Division President
By: James K. Sebenius and Guhan Subramanian
In a six-party negotiation exercise, the TNDA Corp. plans to sell Elcer Products Division to one of four potential buyers (industrial, financial, U.S., German). This case contains confidential information for the Elcer Divisional management role. Challenges include how... View Details
Keywords: Mergers and Acquisitions; Managerial Roles; Negotiation Deal; Negotiation Process; Negotiation Tactics
Sebenius, James K., and Guhan Subramanian. "The Elcer Products Transaction: Confidential Information for Elcer Products Division President." Harvard Business School Exercise 908-036, December 2007. (Revised April 2008.)
- 2016
- Book
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)
By: Deepak Malhotra
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And, to top it off, you have little power or other resources... View Details
Keywords: Dealmaking; Diplomacy; Conflict; Dispute Resolution; Strategy; Conflict Management; Negotiation
Malhotra, Deepak. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Berrett-Koehler Publishers, 2016. (Top 10 Business Books of 2016 (The Globe & Mail)
#1 Business Book of 2016 (KnowSquare, for the Spanish Edition)
Business Bestseller List (800CEORead.)
- 2025
- Chapter
Leapfrog Leaders: Accelerating Systems Leadership Skills
By: Laura Cabrera, Derek Cabrera and Hise O. Gibson
We need leaders who can execute at the Strategic, Operational, and Tactical (SOT) levels. But, research shows it takes time for skills to develop at all three levels—too much time. Why does it take too much time? First, because expertise is borne of experience. An... View Details
Keywords: DSRP; VCML; Strategy; Operations; Leadership Development; Decision Making; Organizational Structure
Cabrera, Laura, Derek Cabrera, and Hise O. Gibson. "Leapfrog Leaders: Accelerating Systems Leadership Skills." In The Routledge Handbook of Systems Thinking, edited by Derek Cabrera, Laura Cabrera, and Gordon Midgley. London: Routledge, forthcoming.
- 2022
- Working Paper
Exploring the Relationship between Team Diversity, Psychological Safety and Team Performance: Evidence from Pharmaceutical Drug Development
By: Henrik Bresman and Amy C. Edmondson
Breakthrough performance in teams requires pooling diverse perspectives and expertise. To realize the potential of diversity, communicating and translating across differences is essential. However, left to their own devices, diverse teams tend to underperform, in part... View Details
Keywords: Teams; Psychological Safety; Groups and Teams; Diversity; Interpersonal Communication; Performance
Bresman, Henrik, and Amy C. Edmondson. "Exploring the Relationship between Team Diversity, Psychological Safety and Team Performance: Evidence from Pharmaceutical Drug Development." Harvard Business School Working Paper, No. 22-055, February 2022.
- November 2000 (Revised February 2002)
- Case
Resinas Sinteticas, S.A. (A)
By: Lynn S. Paine and Greg Rogers
A recent MBA graduate heads international marketing for his family's Mexico-based rosin supply business, he must decide how to respond to the aggressive tactics of his much larger American competitor. Among other things, the U.S. competitor is spreading false rumors... View Details
Keywords: Family Business; Cross-Cultural and Cross-Border Issues; Competition; Marketing Strategy; Business Strategy; Crime and Corruption; Trade; Chemical Industry; Mexico; United States; Europe
Paine, Lynn S., and Greg Rogers. "Resinas Sinteticas, S.A. (A)." Harvard Business School Case 301-070, November 2000. (Revised February 2002.)
- January 2009 (Revised June 2009)
- Case
Distribution at American Airlines (A)
By: Benjamin Edelman
American Airlines sought to reduce the fees it pays to global distribution services (GDSs)—such as SABRE—to reach travel agents. But GDSs held significant tactical advantages. For example, GDSs had signed long-term exclusive contracts with the corporate customers who... View Details
Keywords: Price; Globalized Firms and Management; Governing Rules, Regulations, and Reforms; Distribution; Service Operations; Competition; Air Transportation Industry; Travel Industry
Edelman, Benjamin. "Distribution at American Airlines (A)." Harvard Business School Case 909-035, January 2009. (Revised June 2009.) (request a courtesy copy.)
- August 2022
- Case
The Spreadsheet
By: Zoë B. Cullen and Alexander J. MacKay
Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting... View Details
Cullen, Zoë B., and Alexander J. MacKay. "The Spreadsheet." Harvard Business School Case 723-366, August 2022.
- May 2011 (Revised March 2013)
- Background Note
Location Choice for New Ventures: Cities
By: William R. Kerr and Ramana Nanda
Location choice is a critical decision for entrepreneurs. This note explores how entrepreneurs should think about different city options through a systematic framework that encompasses professional and personal issues. We use the intellectual frameworks of the cluster... View Details
Kerr, William R., and Ramana Nanda. "Location Choice for New Ventures: Cities." Harvard Business School Background Note 811-106, May 2011. (Revised March 2013.)
- February 1989
- Background Note
Corporate Positioning: How to Assess--and Build--A Company's Reputation
Provides a framework for assessing and enhancing an organization's reputation. Points out two dimensions of a corporate image--visibility and credibility. Discusses several critical issues that must be addressed in building an image. Finally, provides an assessment of... View Details
Kosnik, Thomas J. "Corporate Positioning: How to Assess--and Build--A Company's Reputation." Harvard Business School Background Note 589-087, February 1989.
- April 2022
- Article
Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment
By: Meg Rithmire
How do state-business relations interact with outward investment in authoritarian regimes? This paper examines this question in the context of China’s rapid transformation into a major capital exporter. While most political economy scholarship focuses on firms’... View Details
Keywords: Outward Investment; Capital Controls; Corruption; Foreign Direct Investment; Political Economy; State-owned Enterprises; Investment; Global Range; Capital; Globalization; Policy; Government and Politics; China
Rithmire, Meg. "Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment." Comparative Politics 54, no. 3 (April 2022): 477–499.
- 2021
- Working Paper
Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment
By: Meg Rithmire
How do state-business relations interact with outward investment in authoritarian regimes? This paper examines this question in the context of China’s rapid transformation into major capital exporter. While most political economy scholarship focuses on firms’ economic... View Details
Keywords: Outward Investment; Capital Controls; Investment; Global Range; Capital; Globalization; Policy; Government and Politics; China
Rithmire, Meg. "Going Out or Opting Out? Capital, Political Vulnerability, and the State in China's Outward Investment." Harvard Business School Working Paper, No. 20-009, June 2019. (Revised January 2021.)
- November 2007
- Supplement
Teva Pharmaceutical Industries, Ltd.
By: Tarun Khanna and Krishna G. Palepu
How do companies develop a strategy that is both low-cost and differentiated without becoming squeezed in the middle? Describes how Teva, Israel's largest and first multinational, achieved its globally dominant position in generic pharmaceuticals, an industry that has... View Details
Keywords: Multinational Firms and Management; Emerging Markets; Rank and Position; Competitive Strategy; Pharmaceutical Industry; Israel; India
Khanna, Tarun, and Krishna G. Palepu. "Teva Pharmaceutical Industries, Ltd." Harvard Business School Video Supplement 708-806, November 2007.
- October 1988 (Revised July 2000)
- Case
Matt Compton's Job Search
By: Shoshana Zuboff and Dave DeLong
Matt Compton wrestles with the problems of a post-MBA job search and finds himself captivated by the aggressive recruiting tactics of the large management consulting firms. The case raises issues of how a passive job search that relies on options presented by... View Details
Zuboff, Shoshana, and Dave DeLong. "Matt Compton's Job Search." Harvard Business School Case 489-057, October 1988. (Revised July 2000.)
- April 1991 (Revised June 2001)
- Case
Jaguar plc--1989
By: Timothy A. Luehrman and Robert W. Lightfoot
Describes Jaguar's product market problems in 1989, and its attractiveness to GM and Ford as an acquisition target. Students are asked to evaluate the suitability of GM and Ford as business partners for Jaguar, and to determine how much each should be willing to pay to... View Details
Keywords: Acquisition; Markets; Consumer Behavior; Product; Partners and Partnerships; Valuation; Auto Industry
Luehrman, Timothy A., and Robert W. Lightfoot. "Jaguar plc--1989." Harvard Business School Case 291-034, April 1991. (Revised June 2001.)
- January 1984 (Revised April 1987)
- Case
Turning Around Alcan Europe (A): Patrick Rich's First Four Months as CEO-Europe
Faced with large losses in Alcan Aluminum (Europe), Patrick Rich takes the position of area general manager and slashes capital budgets, introduces new financial controls, and sets up mechanisms for increasing cooperation among the national subsidiaries. The focus is... View Details
Isenberg, Daniel J. "Turning Around Alcan Europe (A): Patrick Rich's First Four Months as CEO-Europe." Harvard Business School Case 484-062, January 1984. (Revised April 1987.)
- February 1994 (Revised May 1994)
- Background Note
Exercising Influence
By: Linda A. Hill
Provides a framework for understanding the exercise of interpersonal influence in organizations. Describes some of the "myths and realities" of management that new managers discover--specifically, that managers are dependent on a complex network of relationships to get... View Details
Keywords: Power and Influence
Hill, Linda A. "Exercising Influence." Harvard Business School Background Note 494-080, February 1994. (Revised May 1994.)