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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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  • 05 Dec 2024
  • HBS Seminar

Amanda Sharkey, Mendoza College of Business

  • 14 Feb 2012
  • First Look

First Look: February 14

undeniable ethical failure, people experience ethical dissonance between their moral values and their behavioral misconduct. Our findings indicate that to reduce ethical dissonance, individuals use a double-distancing mechanism. Using an... View Details
Keywords: Carmen Nobel
  • 19 Jun 2007
  • First Look

First Look: June 19, 2007

also show that the internal control provisions of section 404 of Sarbanes-Oxley make royalty arrangements based on self-reporting more attractive. Download the paper: http://www.hbs.edu/research/pdf/07-100.pdf Toward a Theory of View Details
Keywords: Martha Lagace

    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

    • 13 Mar 2008
    • Working Paper Summaries

    An Investigation of Earnings Management through Marketing Actions

    Keywords: by Craig J. Chapman & Thomas J. Steenburgh
    • 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

        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

        • 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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          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
            • 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
            • 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
            • 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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              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
              • 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

                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
                • 05 Jul 2017
                • Research & Ideas

                Are Stockbrokers Illegally Leaking Confidential Information to Favored Clients?

                would just happen to coincidentally use the same broker to piggyback on the information. On the other hand, it makes a lot of logical, strategic sense for a broker to leak the information. “The price you end up paying is not the best... View Details
                Keywords: by Carmen Nobel; Financial 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