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  • All HBS Web  (6,173)
    • People  (15)
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  • January 1999 (Revised August 1999)
  • Background Note

Doing Business in Russia: Note on Negotiating in the "Wild East"

By: James K. Sebenius and Randall A Fine
Based on an MBA's experience, this anecdotal note explores cross-border negotiations between U.S. executives and Russian counterparts. The first section guides the reader through general aspects of the Russian market. Next follows a characterization of the Russian... View Details
Keywords: Negotiation Deal; Problems and Challenges; Negotiation Style; Decisions; Cross-Cultural and Cross-Border Issues; Negotiation Participants; Russia; United States
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Sebenius, James K., and Randall A Fine. Doing Business in Russia: Note on Negotiating in the "Wild East". Harvard Business School Background Note 899-048, January 1999. (Revised August 1999.)
  • 13 Feb 2006
  • Research & Ideas

When Gender Changes the Negotiation

The last few months have been trying for Maureen Park, the managing director of a small portfolio management firm. The firm's parent company, a... View Details
Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn
  • May 2021
  • Article

Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency

By: J. Hart, K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels and S.D. Halpern
Background: Clinicians’ use of choice architecture, or how they present options, systematically influences the choices made by patients and their surrogate decision makers. However, clinicians may incompletely understand this influence.... View Details
Keywords: Choice Architecture; Health Care and Treatment; Interpersonal Communication; Decision Choices and Conditions; Competency and Skills
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Hart, J., K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels, and S.D. Halpern. "Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency." BMJ Quality & Safety 30, no. 5 (May 2021).
  • February 1997 (Revised March 1998)
  • Case

Smith Breeden Associates: The Equity Plus Fund (A)

By: Robert C. Merton and Alberto Moel
In early 1997, Smith Breeden Associates, a money management and consulting firm, was pondering the future of the Equity Plus Fund. The Equity Plus Fund was an S&P enhanced-index fund that tried to outperform the S&P Index by replicating the index using low-cost... View Details
Keywords: Assets; Cash; Financial Markets; Financial Strategy; Mortgages; Investment Funds; Investment Portfolio; Marketing; Performance; Consulting Industry
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Merton, Robert C., and Alberto Moel. "Smith Breeden Associates: The Equity Plus Fund (A)." Harvard Business School Case 297-089, February 1997. (Revised March 1998.)
  • 01 Oct 2012
  • Research & Ideas

Better by the Bundle?

are especially suitable for bundling. It also helps if the bundled products work well together, he says. For example, luxury cars such as BMW are often coupled with packages of options that work well... View Details
Keywords: by Dina Gerdeman
  • September 2024
  • Case

Copenhagen Infrastructure Partners: Leading the Energy Transition

By: John Macomber and Maxwell Nii Laryea
A leading global infrastructure fund debates whether and when to become engaged in the electrolysis and distribution of hydrogen, as part of the hydrogen economy and the global transtion to a net zero energy world. The proposed billion dollar project consists of wind... View Details
Keywords: Infrastructure; Energy Generation; Renewable Energy; Project Finance; Decision Making; Risk and Uncertainty; Energy Industry; Spain
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Macomber, John, and Maxwell Nii Laryea. "Copenhagen Infrastructure Partners: Leading the Energy Transition." Harvard Business School Case 225-012, September 2024.
  • 15 Mar 2022
  • News

How a Ukrainian Economist Is Fighting the Russians

  • 2010
  • Working Paper

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans

By: Doug J. Chung, Thomas J. Steenburgh and K. Sudhir
We estimate a dynamic structural model of sales force response to a bonus based compensation plan. The paper has two main methodological innovations: First, we implement empirically the method proposed by Arcidiacono and Miller (2010) to accommodate unobserved latent... View Details
Keywords: Compensation and Benefits; Performance Productivity; Mathematical Methods; Salesforce Management; Motivation and Incentives
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Chung, Doug J., Thomas J. Steenburgh, and K. Sudhir. "Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-Based Compensation Plans." Harvard Business School Working Paper, No. 11-041, October 2010.
  • May 2014
  • Article

Right Up the Middle: How Israeli Firms Go Global

By: Jonathan Friedrich, Amit Noam and Elie Ofek
The article considers international business enterprises based in Israel and how they successfully expanded from their origins as small businesses. A common technique of those companies in which they focused on market entry in other countries whose markets were too... View Details
Keywords: Globalized Firms and Management; Israel
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Friedrich, Jonathan, Amit Noam, and Elie Ofek. "Right Up the Middle: How Israeli Firms Go Global." Harvard Business Review 92, no. 5 (May 2014): 113–117.
  • July 2007 (Revised July 2008)
  • Case

The Beijing Dream

By: Arthur I Segel, Voon Siang Lee, Jialei Tian and Ying Laura Wang
The purchase of a single-family home is generally the major investment for most young couples in China. Shows in detail the process that a young couple goes through in late April 2007 to find, finance, and close on an apartment in Beijing within what they believe to be... View Details
Keywords: Property; Investment; Cost; Emerging Markets; Financing and Loans; Acquisition; Activity Based Costing and Management; Internet and the Web; Management Practices and Processes; Real Estate Industry; Beijing; United States
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Segel, Arthur I., Voon Siang Lee, Jialei Tian, and Ying Laura Wang. "The Beijing Dream." Harvard Business School Case 208-015, July 2007. (Revised July 2008.)
  • 07 Feb 2023
  • Research & Ideas

Supervisor of Sandwiches? More Companies Inflate Titles to Avoid Extra Pay

exemption based on different criteria than the federal regulations. In these states, there was not the same explosion of made-up sounding... View Details
Keywords: by Scott Van Voorhis
  • 01 Mar 2024
  • News

The Exchange: Takeaways from the Takedown

Professors Eugene Soltes and Aiyesha Dey; image by John Ritter When Sam Bankman-Fried was convicted in 2023 of all seven charges against him related to the cryptocurrency exchange FTX, the jury needed less than five hours to deliberate after a months-long trial. The... View Details
Keywords: Jen McFarland Flint; Securities, Commodities, and Other Financial Investments; Finance

    How the Best Chief Data Officers Create Value

    Despite the rapidly increasing prominence of data and analytics functions, the majority of chief data officers (CDOs) fail to value and price the business outcomes created by their data and analytics capabilities. It comes as no surprise then that many CDOs fall... View Details
    • TeachingInterests

    Creating the Modern Financial System

    By: David A. Moss

    Creating the Modern Financial System offers a vital perspective on finance and the financial system by exploring the historical development of key financial instruments and institutions worldwide. The premise of the course is that students will gain a richer and... View Details

    • February 2011
    • Case

    oDesk: Changing How the World Works

    By: Boris Groysberg, David A. Thomas and Jennifer M. Tydlaska
    It is 2010, and Gary Swart, CEO of oDesk, is contemplating the next steps for his organization. Founded in 2004 in California, oDesk operates an online marketplace which matches Employers with Contractors. oDesk provides fact-based information on Contractors, including... View Details
    Keywords: Recruitment; Leadership; Growth and Development Strategy; Digital Platforms; Marketplace Matching; Corporate Strategy; Internet and the Web; Consulting Industry
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    Groysberg, Boris, David A. Thomas, and Jennifer M. Tydlaska. "oDesk: Changing How the World Works." Harvard Business School Case 411-078, February 2011.
    • 2014
    • Other Article

    Communicating Change: When Identity Becomes a Source of Vulnerability for Institutional Challengers

    By: Ryann Elizabeth Manning, Julie Battilana and Lakshmi Ramarajan
    Social movements challenge institutions through two related communication processes: articulating collective action frames and constructing collective movement identity. We argue that frames not only express movement identity, but also provide openings through which... View Details
    Keywords: Identity Threat; Institutional Change; Social Movements; Framing; Social Issues; Identity; Organizational Culture; Change
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    Manning, Ryann Elizabeth, Julie Battilana, and Lakshmi Ramarajan. "Communicating Change: When Identity Becomes a Source of Vulnerability for Institutional Challengers." Academy of Management Annual Meeting Proceedings (2014): 453–458.
    • 2025
    • Working Paper

    Balancing Engagement and Polarization: Multi-Objective Alignment of News Content Using LLMs

    By: Mengjie Cheng, Elie Ofek and Hema Yoganarasimhan
    We study how media firms can use LLMs to generate news content that aligns with multiple objectives—making content more engaging while maintaining a preferred level of polarization/slant consistent with the firm’s editorial policy. Using news articles from The New York... View Details
    Keywords: Large Language Models; Content Creation; Media; Polarization; Generative Ai; Direct Preference Optimization; AI and Machine Learning; News; Perspective; Digital Marketing; Policy; Media and Broadcasting Industry
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    Cheng, Mengjie, Elie Ofek, and Hema Yoganarasimhan. "Balancing Engagement and Polarization: Multi-Objective Alignment of News Content Using LLMs." Harvard Business School Working Paper, No. 25-051, April 2025.
    • 13 Nov 2006
    • Working Paper Summaries

    A New Framework for Analyzing and Managing Macrofinancial Risks of An Economy

    Keywords: by Dale F. Gray, Robert C. Merton & Zvi Bodie
    • September 2016 (Revised March 2018)
    • Case

    Qalaa Holdings and the Egyptian Refining Company

    By: Victoria Ivashina and Marc Homsy
    This case follows Qalaa Holdings, a successful Egypt-based private equity firm, and gives insight into the types of investments it pursued, its growth over time, and the limited partner base it had at hand. It also allows students to consider and debate whether the... View Details
    Keywords: Africa; Structuring And Financing Large Projects; Private Equity; Infrastructure; Project Finance; Emerging Markets; Financial Services Industry; Egypt; Africa
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    Ivashina, Victoria, and Marc Homsy. "Qalaa Holdings and the Egyptian Refining Company." Harvard Business School Case 217-011, September 2016. (Revised March 2018.)
    • October 2006 (Revised March 2007)
    • Case

    Production I.G: Challenging the Status Quo

    By: Andrei Hagiu, Tarun Khanna, Felix Oberholzer-Gee, Masako Egawa and Chisato Toyama
    In July 2006, Mitsuhisa Ishikawa wondered how he could further enhance the success and visibility of his animation production company headquartered in Tokyo, Production I.G. For the year ended May 2006, Production I.G. had sales of 5,439 million yen ($47.3 million),... View Details
    Keywords: Business Growth and Maturation; Competitive Advantage; Markets; Animation Entertainment; Going Public; Growth and Development Strategy; Motion Pictures and Video Industry; Tokyo
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    Hagiu, Andrei, Tarun Khanna, Felix Oberholzer-Gee, Masako Egawa, and Chisato Toyama. "Production I.G: Challenging the Status Quo." Harvard Business School Case 707-454, October 2006. (Revised March 2007.)
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