Publications

Publications

Filter Results: (342) Arrow Down

Show Results For

← Page 7 of 342 Results →
  • 28 Jan 2020
  • Book

Advanced Leadership Requires More Than Outside-The-Box Thinking

innovation, but you argue that just as important is “thinking outside the building.” What’s the difference between the two? Rosabeth Moss Kanter: One difference is in scope, and thus the power of the... View Details
Keywords: by Sean Silverthorne
  • Web

Rewiring the Workplace: Behavioral Economics and the Future of Inclusive Organizations - Blog: RGE Report

more chairs and directors were eager to take part, ultimately bringing about the anticipated boost in the percentage of women represented on FTSE. Build collective power by leveraging undeniable value. How... View Details
  • 02 Oct 2017
  • What Do You Think?

Do Bitcoin and Digital Currency Have a Future?

various ways. Some are being accepted by a limited number of buyers and sellers as tender for transacting business. They are now even being created as funding devices (ICOs or initial coin offerings) by... View Details
Keywords: by James L. Heskett; Financial Services
  • 30 May 2005
  • Research & Ideas

Six Steps for Making Your Threat Credible

less at stake than I do." You might also suggest that your substitute is a harder bargainer than you are: " I don't want to walk away from this deal, but he's in charge and is not happy with the offer on the table." In both... View Details
Keywords: by Deepak Malhotra
  • February 2006 (Revised March 2006)
  • Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout
On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
Related
  • 28 Mar 2017
  • First Look

First Look at New Research, March 28

characterizations could be easily read to imply that one’s BATNA could not itself be a negotiated agreement. Second, and more seriously, common descriptions of one’s BATNA as the “best outside option, independent View Details
Keywords: Sean Silverthorne
  • 12 Oct 1999
  • Research & Ideas

Building Bridges: New Dimensions in Negotiation

mainly of "interpersonal process and tactical actions at the bargaining table" (whether literally, on the phone, or via some other connection). This can involve setting a positive atmosphere,... View Details
Keywords: by Anita M. Harris
  • 21 Nov 2005
  • Research & Ideas

Making Credibility Your Strongest Asset

Negotiation is a breeze if you're selling a unique product or service that others desperately need: Just sit back and let the bidding begin. Likewise, if you're a buyer in a buyer's market, getting a bargain... View Details
Keywords: by Michael Wheeler
  • 2019
  • Working Paper

On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms

By: Natalia Rigol, Erica Field, Rohini Pande, Simone Schaner and Charity Troyer-Moore
Can greater control over earned income incentivize women to work and influence gender norms? In collaboration with Indian government partners, we provided rural women with individual bank accounts and randomly varied whether their wages from a public workfare program... View Details
Keywords: Gender Norms; Economics; Gender; Employment; Income; Societal Protocols; India
Related
  • January 2022
  • Case

SpartanNash Company: The Amazon Warrants (A)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher
As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20... View Details
Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States
Related
  • 11 Sep 2006
  • Research & Ideas

Negotiating When the Rules Suddenly Change

Totally eliminating friction is unrealistic on the battlefield and at the bargaining table. In both instances, you need the authority and the emotional steadiness to cope in spite of uncertainty. Strategy is... View Details
Keywords: by Michael Wheeler; Sports
  • 2022
  • Chapter

State-Formation, Statist Islam, and Regime Instability: Evidence from Turkey

By: Kristin Fabbe
Religion, and particularly the forces of political Islam and state secularism, have been central to discussions of regime stability in the Turkish case. Intense polarization, political instability, and military interventions have propelled Turkey into crisis about once... View Details
Keywords: Ottoman Empire; Regime; State Secularism; Political Islam; Democracy; Autocracy; Religion; Government and Politics; Turkey
Related
  • Web

The Five Forces - Institute For Strategy And Competitiveness

Five Forces Threat of Substitute Products or Services Bargaining Power of Suppliers Bargaining View Details
  • 06 Dec 2016
  • First Look

December 6, 2016

value-based reimbursement models, however, such as bundled payments, accountable care organizations, and shared savings plans, provide powerful incentives for physicians to regain control over the quantity and quality View Details
Keywords: Sean Silverthorne
  • 10 Mar 2002
  • Research & Ideas

Breakthrough Negotiation: Don’t Leave It On the Table

bolster their bargaining power, and channeling the flow of the process through time. They understand that actions taken away from the negotiating table can be as important as what goes on at the table, if... View Details
Keywords: by Michael Watkins
  • 2000
  • Book

Competitive Environmental Strategy: A Guide to the Changing Business Landscape

By: Andrew J. Hoffman
Environmental concerns can greatly affect business success, regardless of whether a business person or corporation shares those concerns. Today's corporate managers must understand the power of environmental issues, and shift their mindset from one focused on... View Details
Keywords: Competitive Strategy; Environmental Management; Social Issues; Organizational Change and Adaptation
Related
  • 02 Oct 2006
  • Research & Ideas

Negotiating in Three Dimensions

adversaries as well as with colleagues within your organization? In this Q&A, James Sebenius and David Lax, authors of 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals,... View Details
Keywords: by Martha Lagace
  • 25 Mar 2013
  • Research & Ideas

How Chapter 11 Saved the US Economy

typically lease a large fraction of their assets, and for steel- and automakers that have large unionized workforces, which will give them greater leverage to renegotiate collective bargaining agreements.... View Details
Keywords: by Kim Girard; Financial Services

    Best-selling and New Cases by Ben Esty

    Best-Selling Cases:  

      1) Eaton: Portfolio Transformation & Cost of... View Details

    • 13 Oct 2003
    • Research & Ideas

    Negotiating Challenges for Women Leaders

    are situations in which you can reposition the bargaining in a way that is not gendered. For example, if I see an opportunity for leadership, and believe that in that position of leadership I can attain... View Details
    Keywords: by Martha Lagace