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  • 20 Jan 2017
  • Research & Ideas

Here’s How Businessman Trump Is Likely to Approach the Presidency

leadership style to “drain the swamp” of the Washington bureaucracy and deliver results for the American people. The United States is not a company, of course, and its citizens are not employees, but voters still were drawn to his... View Details
Keywords: by Christina Pazzanese
  • Web

2013 Symposium - Race, Gender & Equity

Differences Don’t Tell the Full Story Alice Eagly Speaks at the 2013 Gender & Work Symposium Women As Leaders: Leadership Style Versus Leaders’ Goals Women As Leaders: Leadership Style Versus Leaders’ Goals... View Details
  • May 2010 (Revised May 2013)
  • Case

C.K. Claridge, Inc.

By: James K. Sebenius
Sued for patent infringement, chemical manufacturer C.K. Claridge tries to design a settlement strategy taking into account a decision analysis of litigating v. negotiating. The plaintiffs are the patent holder and its sole licensee, who is also a CKC competitor. (This... View Details
Keywords: Decision Making; Patents; Lawsuits and Litigation; Negotiation Style; Negotiation Tactics; Chemical Industry
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  • 1994
  • Chapter

Biases and Rationality in the Mediation Process

By: K. Gibson, L. L. Thompson and M. H. Bazerman
Keywords: Negotiation Process; Negotiation Style; Prejudice and Bias; Attitudes
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  • May 2000 (Revised August 2001)
  • Case

Telecom Italia Takeover (A)

By: Michael D. Watkins, James K. Sebenius and Ann Leamon
After two months at the helm of Telecom Italia, Franco Bernabe is confronted by a hostile takeover bid from a much smaller rival. He has a few days in which to maneuver. The case describes the background of Italian telecoms and of the bid itself. Also presents the... View Details
Keywords: Negotiation Process; Mergers and Acquisitions; Leadership Style; Telecommunications Industry; Italy
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  • Web

Real Estate Investing - Course Catalog

deal structuring, property types, negotiation and sourcing techniques. Stakeholder Motivations – Students will learn to understand the various stakeholders’ economic incentives, legal constraints, moral and ethical motivations and... View Details
  • 01 Dec 2004
  • News

Ideas: Books

Case Studies in International Entrepreneurship by Walter Kuemmerle (McGraw-Hill) This collection of 29 cases based on real situations compares opportunities, financing contexts, valuation approaches, and entrepreneurial styles in the... View Details
Keywords: Colleges, Universities, and Professional Schools; Educational Services
  • 01 Sep 2003
  • News

Jonathan Mariner

negotiated as part of last year’s collective bargaining agreement will usher in a new era of fiscal responsibility. “Those measures — luxury taxes, revenue sharing, and debt limits — have teeth,” Mariner notes, “and a large part of my job... View Details
Keywords: Deborah Blagg; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment
  • 01 Mar 2017
  • News

What’s New in Educational Innovation? A Few Highlights

provides a thorough understanding of the principles of finance — a toolkit for making smart financial decisions. Negotiation Mastery Participants are introduced to analytical tools and interpersonal techniques for dealing effectively with... View Details
  • 01 Mar 2009
  • News

Faculty Books

essential relationship, including strategies for determining how your boss prefers to process information and make decisions, tips for communicating mutual expectations, and tactics for negotiating priorities. The Adventures of an IT... View Details
Keywords: Telecommunications; Information; Management, Scientific, and Technical Consulting Services; Professional Services
  • 01 Mar 2009
  • News

Alumni Books

innovation management breakdown, premature core abandonment, and talent shortfall. The book includes methods for articulating and monitoring strategic assumptions and ends with a self-test built around fifty signs of an impending growth stall. View Details
Keywords: Publishing Industries (except Internet); Information
  • Web

2013 Symposium - Race, Gender & Equity

Eagly , Northwestern University Women As Leaders: Leadership Style Versus Leaders’ Goals Ella Bell , Tuck School of Business at Dartmouth Right Before Your Eyes: Observations as to Why Conversations on Gender Differences Don’t Tell the... View Details
  • March 2001
  • Case

Charlene Barshefsky (B)

By: James K. Sebenius and Rebecca Hulse
Details former U.S. Trade Representative Charlene Barshefsky's strategic and tactical approach to surmounting the barriers laid out in the (A) case. View Details
Keywords: Trade; International Relations; Copyright; Negotiation Style; Negotiation Tactics; Alliances; Business and Government Relations; China; United States
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  • Profile

Aaron Chadbourne

styles Aaron believes that professors "teach very differently at each school. The Law School emphasizes logic and has forced me to examine the way I reach conclusions. HBS is more creative – there's more freedom to explore ideas... View Details
  • 02 Jan 2007
  • Research & Ideas

Most Popular Articles of 2006

In the six-year history of Harvard Business School's Working Knowledge, some types of articles have always been popular with our readers. Want to generate a lot of reader buzz? Then write about negotiation strategy, managing IT,... View Details
Keywords: by Sean Silverthorne
  • 01 Mar 2005
  • News

Things Everyone Should Know How to Do

and personalities of these people to come through. Donald Trump’s prose style in the chapter on negotiation is very short and terse, whereas Ira Glass’s chapter on storytelling is a little self-deprecating... View Details
Keywords: Deborah E. Blagg; Publishing Industries (except Internet); Information
  • 02 Jan 2008
  • Research & Ideas

Most Popular Stories 2007

true? As it turned out, good teams, which value communication, report more errors. In a recent research paper Edmondson and doctoral student Sara Singer explore this and other hidden barriers to organizational learning. Five Steps to Better Family View Details
Keywords: by Sean Silverthorne
  • 13 May 2020
  • Blog Post

Crisis Leadership with Nikhil Patel: The Critical Importance of Trust

says Patel. At the same time, he crafted models “for addressing mental health issues and comorbidities” while negotiating services and soliciting potential funders for money. Finally, Patel coordinated Detroit’s Rapid Abbott COVID-19... View Details
Keywords: Nonprofit / Government; Social Enterprise
  • February 2018
  • Case

Robert K. Steel at Wachovia (A)

By: Gautam Mukunda, Nien-hê Hsieh and David Lane
In September 2008, Robert Steel presided over the sale of Wachovia, a top U.S. bank, less than three months after becoming its CEO. Wachovia’s exposure to risky home loans led depositors and creditors to flee the bank on Friday, September 26, after the FDIC seized and... View Details
Keywords: Leadership; Financial Crisis; Robert Steel; Wachovia; Sheila Bair; Richard Kovacevich; Wells Fargo; Vikram Pandit; Citigroup; FDIC; Tim Geithner; Mortgage Lending; Contagion; Mergers And Acquisitions; Financial Services; Banking; Decision Making; Ethics; Fairness; Finance; Leadership Style; Crisis Management; Management Style; Risk Management; Negotiation; Business and Stakeholder Relations; Banking Industry; United States
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  • 01 Mar 2012
  • News

Under the Hood

job is too big, but no job is beneath him, either. He’ll negotiate a multimillion-dollar contract and then the next day stand in the mud at our Eldora Speedway and hang sponsor banners. He’s not afraid to roll his sleeves up and get... View Details
Keywords: NASCAR; Performing Arts, Spectator Sports, and Related Industries; Arts, Entertainment; Transportation