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  • May 2014
  • Article

Cynicism in Negotiation: When Communication Increases Buyers' Skepticism

By: Eyal Ert, Stephanie J. Creary and Max H. Bazerman
The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through... View Details
Keywords: Trust; Information Asymmetry; Perspective Taking; Reactive Devaluation
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    Yoonjae Shin

    Yoonjae Shin is a PhD student in the Organizational Behavior Unit at the Harvard Business School. His primary interests are labor market, corporate governance, and social inequality. Prior to beginning his PhD, Yoonjae worked in the project team at Seoul National... View Details

      Robert Simons

      Robert Simons is a Baker Foundation Professor at Harvard Business School. For over 35 years, Simons has taught accounting, management control, and strategy execution courses in both the Harvard MBA and Executive Education Programs. For 2024/25, he is teaching a... View Details

        Frank V. Cespedes

        Frank Cespedes is Senior Lecturer in the Entrepreneurial Management Unit. He received his B.A. from the City College of New York, M.S. from M.I.T. and Ph.D. from Cornell University.

        At Harvard, he has developed and taught a variety of MBA and executive... View Details

        • Article

        The Pursuit of Power Corrupts: How Investing in Outside Options Motivates Opportunism in Relationships

        By: D. Malhotra and F. Gino
        Across three laboratory studies, this paper illustrates how a common strategic decision aimed at increasing one's own power—investing in outside options—can lead to opportunistic behavior in exchange relationships. We show that the extent to which individuals have... View Details
        Keywords: Crime and Corruption; Motivation and Incentives; Opportunities; Relationships
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          Michael L. Tushman

          Michael Tushman holds degrees from Northeastern University (B.S.E.E.), Cornell University (M.S.), and the Sloan School of Management at M.I.T. (Ph.D.). Tushman was on the faculty of the Graduate School of Business, Columbia University, from 1976 to 1998 where he was... View Details

          • 13 Mar 2008
          • Working Paper Summaries

          An Investigation of Earnings Management through Marketing Actions

          Keywords: by Craig J. Chapman & Thomas J. Steenburgh
          • October 2018
          • Case

          Recipe for Success: Growth and Evolution at Cafe Cupcake

          By: Anthony Mayo and Heather Beckham
          Café Cupcake (CC) is a fast-casual restaurant chain that offers artisan cupcakes and light fare throughout the southeastern United States and Texas. This case chronicles the growth and evolution of Café Cupcake. It also considers the specific human resource challenges... View Details
          Keywords: Growth and Development Strategy; Human Resources; Management; Organizational Change and Adaptation; Organizational Culture; Food and Beverage Industry
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          • 05 May 2003
          • Research & Ideas

          Sharing the Responsibility of Corporate Governance

          resolved it. Since past behavior is the best indicator of future behavior, the board should ask candidates what concrete steps they took in their prior job to ensure that senior and lower-level managers were conducting the business with... View Details
          Keywords: by Carla Tishler

            Linda A. Hill

            Linda A. Hill is the Wallace Brett Donham Professor of Business Administration at the Harvard Business School and Faculty Chair of the Leadership Initiative. Hill is regarded as one of the top experts on leadership and innovation. Hill is... View Details

              Jan W. Rivkin

              Jan W. Rivkin is a Professor in the Strategy Unit at Harvard Business School. In the past, he has served as Faculty Chair of the MBA Program, Senior Associate Dean for Research, and head of the Strategy Unit. His research, course development, and teaching focus on... View Details

              Keywords: airline; computer; internet; music; transportation

                Felipe Csaszar

                Felipe Csaszar is a professor of strategy and chair of the Strategy Department at the University of Michigan's Ross School of Business. His research examines how decision structures influence key organizational outcomes, such as innovation, financial performance, and... View Details
                • May 2021 (Revised May 2022)
                • Case

                Headspace vs. Calm: A Mindful Competition

                By: Ayelet Israeli and Anne Wilson
                By 2021, the mindfulness app wars reached their apex. Over 2,000 meditation apps were available to consumers, but two apps, Headspace and Calm, dominated the space, jointly holding about 70% of the total market. Headspace had established itself as the approachable... View Details
                Keywords: Marketing Communication; Integrated Strategy; Brand; Brand ＆ Product Management; Brand Communication; Brand Differentiation; Brand Building; Brand Management; E-Commerce Strategy; Ecommerce; App; App Development; Applications; COVID; COVID-19; Pandemic; Pricing; Pricing Strategy; Subscription Model; Subscription; Partnerships; Strategic Partnerships; B2B Vs. B2C; B2B; Health ＆ Wellness; Wellbeing; Digitization; Commoditization; Mobile App; Mobile App Industry; Mobile Healthcare; Mobile Marketing; Digital Brand; Digital Health; Consumer Health; Apps; Online Business; Online Competition; Online Community; Online Entertainment; Entertainment And Leisure; Meditation; Marketing; Marketing Communications; Brands and Branding; Price; Strategy; Competition; Competitive Strategy; Competitive Advantage; Partners and Partnerships; Health; Well-being; Mobile and Wireless Technology; Communication; Communication Strategy; Disruption; Consumer Behavior; Digital Marketing; E-commerce; Applications and Software; Health Industry; Technology Industry; Communications Industry; United States; North America; United Kingdom
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                • 15 Jan 2008
                • First Look

                First Look: January 15, 2008

                specialize in different stages of a complex production process. This paper considers the pricing behavior and profitability of these so-called modular clusters. In particular, we investigate a possibility hinted at in prior work: that for... View Details
                Keywords: Martha Lagace
                • 2013
                • Working Paper

                The Dirty Laundry of Employee Award Programs: Evidence from the Field

                By: Timothy Gubler, Ian I. Larkin and Lamar Pierce
                Many scholars and practitioners have recently argued that corporate awards are a "free" way to motivate employees. We use field data from an attendance award program implemented at one of five industrial laundry plants to show that awards can carry significant... View Details
                Keywords: Motivation and Incentives; Service Delivery; Performance Productivity; Failure; Service Industry
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                  Forest L. Reinhardt

                  Forest L. Reinhardt is the John D. Black Professor of Business Administration at Harvard Business School, and HBS’s Senior Associate Dean for Faculty Promotions and Tenure.

                  Professor Reinhardt is interested in the relationships between market and nonmarket... View Details

                  Keywords: agribusiness; agriculture; beverage; biotechnology; chemical; energy; federal government; food; food processing; forest products; nonprofit industry; oil ＆ gas; paper; petroleum; tourism; transportation
                  • 23 Sep 2014
                  • First Look

                  First Look: September 23

                    Publications September 2014 Research in Organizational Behavior The Governance of Social Enterprises: Mission Drift and Accountability Challenges in Hybrid Organizations By: Ebrahim, Alnoor, Julie Battilana, and Johanna Mair Abstract—We... View Details
                  Keywords: Sean Silverthorne
                  • 16 Feb 2011
                  • Working Paper Summaries

                  Naivete and Cynicism in Negotiations and Other Competitive Contexts

                  Keywords: by Chia-Jung Tsay, Lisa L. Shu & Max H. Bazerman

                    Nitin Nohria

                    Nitin Nohria served as the tenth dean of Harvard Business School from 2010-2020. He previously served as co-chair of the Leadership Initiative, Senior Associate Dean of Faculty Development, and Head of the Organizational Behavior unit.

                    As Dean, building on... View Details

                    Keywords: accounting industry; arts; biotechnology; emerging market private equity; energy; executive search; financial services; green technology; health care; high technology; industrial goods; information technology industry; infrastructure industry; investment banking industry; legal services; management consulting; manufacturing; oil ＆ gas; petroleum; pharmaceuticals; professional services

                      Youngme Moon

                      Youngme Moon is the Donald K. David Professor of Business at Harvard Business School. Professor Moon's research sits at the intersection of brand strategy and culture, with a particular focus on the emergent AI economy. She is the author of the bestselling book, View Details

                      Keywords: advertising; automobiles; automotive; clothing; communications; computer; consumer products; e-commerce industry; electronics; entertainment; fashion; high technology; home video games; information; information technology industry; internet; marketing industry; music; pharmaceuticals; toy; video games