Publications

16 Jul 2013
First Look

First Look: July 16

trust through warmth and understanding. Most leaders today approach their jobs by emphasizing competence, strength, and credentials. But without first building a foundation of trust, they run the risk of eliciting fear, resentment, or... View Details

Keywords: Anna Secino

September 2007 (Revised April 2013)
Case

Peter Welz: When a Marquee Prospect Plays Hardball (A)

By: James K. Sebenius and Ellen Knebel

Describes the hardball tactics facing Peter Welz, who seeks to negotiate a make-or-break contract with a vastly larger potential client. Welz's counterpart team is led by Preston Spitzer, a notoriously tough player who fully understands his side's massive advantages in... View Details

Keywords: Negotiation Process; Negotiation Tactics; Behavior; Conflict and Resolution; Competitive Advantage

29 Apr 2008
First Look

First Look: April 29, 2008

through each phase of this process. The (A) case begins with background on the firm and asks the students to come up with a strategy to improve the way in which Sales and... View Details

Keywords: Martha Lagace

Web

Students on the Job Market - Doctoral

can customize promotions to enhance profitability across different customer segments. Faculty Advisor(s): Eva Ascarza (Chair), Sunil Gupta , Jeremy Yang , and José R. Zubizarreta Curriculum Vitae | Website | Email View Details

19 Oct 2016
HBS Seminar

Luís Cabral, NYU Stern School of Business

February 2014
Case

BGI: Data-driven Research

By: Willy Shih and Sen Chai

BGI has the largest installed gene-sequencing capacity in the world, and to Zhang Gengyun, general manager of the Life Sciences Division, this represented an opportunity to apply his training as a plant breeder and his early career work as a biochemist to improving... View Details

July 2002 (Revised December 2002)
Case

Mercer Management Consulting (A)

By: Thomas J. DeLong and Michael Echenberg

Insurance giant Marsh & McLennan acquires management consulting firms Temple, Barker & Sloane (TBS) in 1987 and Strategic Planning Associates (SPA) in 1990 and sets out to merge the two. The merger proceeds slowly and painfully. Following the February 1990 merger,... View Details

Keywords: Mergers and Acquisitions; Business Model; Decision Making; Organizational Culture; Personal Development and Career; Horizontal Integration; Consulting Industry

07 Jul 2010
First Look

First Look: July 7

effective over the 40 years Strickland has operated it. He wants to replicate this strategy across 100 or 200 cities, but progress has been slow. Is the current intensive View Details

Keywords: Martha Lagace

Web

Business, Government & the International Economy - Faculty & Research

disciplines. The following demonstrates one way of classifying the approaches the Unit takes to learning and teaching. The Unit examines the “rules” and policies established by government and other... View Details

09 Feb 2023
Blog Post

The Sixth Year of Short Intensive Programs (SIPs) at HBS

businesses face and the unique strategies that founders have adopted to stay relevant in the wake of the global pandemic and shifting consumer and investor preferences – from reinvesting in retail,... View Details

28 Nov 2005
Research & Ideas

Unilever: Transformation and Tradition

possessed, first, strong capabilities in branding and marketing. It understood local markets, and it knew how to market to them. It was at the frontier of market segmentation View Details

Keywords: by Geoffrey Jones; Consumer Products

07 Jan 2008
Research & Ideas

Pursuing a Deadly Opportunity

donors who died of cancer. By catering to different demands in the medical field, the 2 organizations—one academic, the other entrepreneurial—used different strategies to... View Details

Keywords: by Julia Hanna; Health

November 2011 (Revised June 2012)
Case

The Big 3 Roar Back

By: William W. George

The "Big 3"—Ford Motor Company, General Motors, and Chrysler—were all headquartered in Detroit, Michigan. Born between 1903 and 1928, they dominated the automobile industry in the U.S. for decades until they became complacent. In the 1970s they started losing share to... View Details

Keywords: Production; Labor Unions; Labor and Management Relations; Industry Clusters; Competitive Strategy; Auto Industry; Manufacturing Industry; Michigan