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  • 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
  • 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
  • 05 Mar 2019
  • First Look

New Research and Ideas, March 5, 2019

future research on the joint pursuit of financial and social goals in organizations. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55763 forthcoming Organization Science Coupling Labor Codes View Details
Keywords: Dina Gerdeman
  • 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
  • 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 is a snap. But what happens... View Details
Keywords: by Michael Wheeler
  • 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
  • 12 Oct 1999
  • Research & Ideas

Rapid Response: Inside the Retailing Revolution

demand provides the means for maximizing profits. Lean retailing practices will continue to push suppliers in this direction." In a fast-paced environment where time-to-market and short-cycle production are View Details
Keywords: by James E. Aisner; Apparel & Accessories; Fashion; Consumer Products; Manufacturing; Retail
  • Forthcoming
  • Article

No Line Left Behind: Assortative Matching Inside the Firm

By: Achyuta Adhvaryu, Vittorio Bassi, Anant Nyshadham and Jorge Tamayo
How do firms pair workers with managers, and which constraints affect the allocation of labor within the firm? We characterize the sorting pattern of managers to workers in a large readymade garment manufacturer in India and then explore potential drivers of the... View Details
Keywords: Assortative Matching; Productivity; Global Buyers; Readymade Garments; Labor; Organizational Design; Performance Productivity; Fashion Industry
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
  • 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
  • 2020
  • Working Paper

No Line Left Behind: Assortative Matching Inside the Firm

By: Achyuta Adhvaryu, Vittorio Bassi, Anant Nyshadham and Jorge Tamayo
How do firms pair workers with managers, and which constraints affect the allocation of labor within the firm? We characterize the sorting pattern of managers to workers in a large readymade garment manufacturer in India and then explore potential drivers of the... View Details
Keywords: Assortative Matching; Productivity; Global Buyers; Readymade Garments; Management; Employees; Performance Productivity
Related
  • Web

The Five Forces - Institute For Strategy And Competitiveness

Five Forces Threat of Substitute Products or Services Bargaining Power of Suppliers View Details
  • 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
  • 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

    Best-selling and New Cases by Ben Esty

    Best-Selling Cases:  

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

    • 2016
    • Working Paper

    The Skills Gap and the Near-Far Problem in Executive Education and Leadership Development

    By: Mihnea Moldoveanu and Das Narayandas
    Executive development programs have entered a period of rapid transformation, driven on one side by the proliferation of a new technological, cultural, and economic landscape commonly referred to as “digital disruption” and on the other by a widening gap between the... View Details
    Keywords: Information Technology; Executive Education; Disruption; Management Skills
    Related
    • 07 Sep 2011
    • First Look

    First Look: Sept. 7

    Fragmented upstream and downstream channels instead persist, with strong odds against upstream suppliers waging a successful defense of material interests. Such distinctive industrial structures, we show,... View Details
    Keywords: Sean Silverthorne
    • 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
    • 17 Apr 2007
    • First Look

    First Look: April 17, 2007

    competitive advantage because trust can increase the gains from trade for firms and their suppliers. In this study, we document a particular type of competitive advantage conferred by trust. Using adoption rates View Details
    Keywords: Martha Lagace